government prospect meeting

How to Engage and Position During Government Prospect Meetings (2021 Update)

Format: Live webinar (on-demand recording available on September 30, 2021)
Date: September 23, 2021
Time: 1:00 pm EDT
Duration: Approx. 90 minutes
Instructor: Joshua Frank, RSM Federal
Learning Credits: 1.5 CPEs, 0.75 ATCs
APTAC BOK: C.21 Marketing to Government Agencies (Core)

*Your registration includes access to the on-demand recording.

How many times have you had a meeting with a government prospect, walked out, and asked yourself, “What did I really get out of that meeting, and what are my next steps? How do I make the sale?” 

This educational, fast-paced, high-energy, and thought-provoking webinar will teach you how to approach a face-to-face meeting with a government prospect. If you or your employees are often fearful or uncertain when meeting prospects, this webinar is guaranteed to give you a new sense of confidence. It may also realign your expectations on what you should focus on during a prospect meeting because prospect meetings are NOT about making a sale or discussing your socio-economic status. 

You will learn about pre-meeting activities, including research and planning; how to facilitate the onsite meeting with your prospect; how to control the direction of the meeting, prioritizing your meeting objectives, and how to successfully follow up. Everyone tells you to bring a copy of your capability statement or a marketing slick – don’t. Everyone tells you to introduce your company by including your socio-economic status – don’t. The presenter, Mr. Joshua Frank will explain why during the webinar.

This training provides award-winning tactics and strategies that have directly helped companies win more than $2.8 billion in definitive contracts and more than $30 billion in multiple-award contracts. As a result of these strategies, Mr. Frank, managing partner at RSM Federal, was awarded SBA’s Veteran Business of the Year and Small Business Advocate of the Year by the Society of American Military Engineers.

Learning Objectives: 

  • Understand that the objective of meeting with a prospect is NOT to sell something. You will learn the importance of value and strategically positioning during pre-acquisition for business intelligence.
  • Understand the common challenges and fears of meeting with a government prospect and simple techniques and strategies for overcoming them.
  • Understand what marketing materials you should and should not bring to a meeting with a prospect or teaming partner. Contrary to what many believe, bringing a generic capability statement is a poor business decision.
  • Understand how to create a 45-second introduction that proves to the prospect or teaming partner that your company provides substantial value.

Target Audience: new and experienced government contractors

Meet Your Instructor:



Award-winning business coach, professional speaker, and bestselling author, Mr. Frank is a nationally recognized authority on government sales and business acceleration. With 28 years in the government market, he speaks nationally on small business strategy. He specializes in developing and implementing techniques and strategies required to differentiate, position for, and win government contracts. His training seminars are consistently rated as some of the strongest seminars at national conferences and events. Mr. Frank’s coaching has helped companies win more than $2 billion in government contracts.

Mr. Frank’s techniques and strategies facilitate improved positioning, competitive advantage, and sales cycle acceleration for winning new contracts and increasing revenue. His training, with hundreds of testimonials, is consistently rated as being real-world, highly educational, and brutally honest.

Managing Partner at RSM Federal, Joshua Frank is the author of “The Government Sales Manual” and Amazon’s bestseller “An Insider’s Guide to Winning Government Contracts: Real World Strategies, Lessons, and Recommendations.” Mr. Frank also developed the Federal Access Program. 

With nationally recognized and award-winning strategies, RSM Federal has facilitated more than $2 billion in government contracts for its clients and members. Due to this success, Mr. Frank received the SBA’s Veteran Business of the Year award and the SAME’s Industry Small Business Advocate of the Year award. In addition, RSM Federal was recognized as one of the Top 50 Trustworthy Companies of the Year by Silicon Review.

Mr. Frank serves as Chairman of the Board for the Midwest Veterans Advocacy Foundation (VAF) / Veterans Business Resource Center (VBRC). Mr. Frank also supports the SBA’s Emerging Leaders Program and judges applications for Arch Grants providing startup funding for entrepreneurs.

An avid outdoor enthusiast, Girl Scout and Boy Scout leader, Mr. Frank lives in St. Louis, Missouri, with his wife, daughter, and son. He is a former military intelligence officer with an undergraduate degree in English, a Master’s in Management Information Systems (MIS), and a Master’s in Business Administration (MBA).


Sep 23 2021


1:00 pm - 2:30 pm

Local Time

  • Timezone: America/New_York
  • Date: Sep 23 2021
  • Time: 1:00 pm - 2:30 pm