How to Build a Strong Government Sales Strategy – 8 Core Activities (2026 Update)
Format: Live webinar (on-demand recording available on March 5, 2026)
Date: February 24, 2026
Time: 1:00 p.m. EST
Duration: Approx. 90 minutes
Presented by: Joshua Frank (RSM Federal)
Learning Credits: 1.5 CPEs, 1.5 ATCs
*Your registration includes access to the on-demand recording.
In this fast-paced, high-energy session, Mr. Frank will show you how to build a sales strategy that actually wins in government contracting. You’ll learn how to identify who buys what you sell, gather the right intelligence, and position your solution to outmaneuver competitors—connecting the dots from targeting to capture to close.
You will learn:
- How to research who buys what you sell
- Why communicating quantifiable value is critical to prime and subcontracting efforts
- How to position your company in the market
- How to engage the market
- Why you should consider teaming
- How to build and manage your pipeline
- How to manage your Bid – No Bid process
- Pros and cons of different bid-matching and other contract management tools
This training provides award-winning tactics and strategies that have helped companies win over $14.6 billion in definitive contracts and more than $30 billion in multiple-award contracts.
Target Audience: Business owners, marketing, sales, and proposal personnel
Speaker
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Joshua FrankFounder & Managing Partner, RSM FederalAward-winning business coach, professional speaker, and bestselling author, Mr. Frank is a nationally recognized authority on government sales and business acceleration. With over 30 years in the government market, he specializes in bridging business strategies with federal sales strategies.
He is a recognized expert in the development and implementation of tactics and strategies required to differentiate, position for, and win government contracts. His seminars are consistently the top-rated sessions at national conferences and events. Mr. Frank’s coaching has helped companies win over $13.5 billion in government contracts and $30 billion in indefinite-delivery contracts. His tactics and strategies facilitate improved positioning, competitive advantage, and sales cycle acceleration to winning new contracts and increasing revenue. With thousands of testimonials, Mr. Frank’s approach is consistently rated as real-world, highly educational, and thought-provoking.
Managing Partner at RSM Federal, Mr. Frank is the author of multiple Amazon bestsellers, including An Insider’s Guide To Winning Government Contracts – Real World Strategies, Lessons, and Recommendations, Game Changers for Government Contractors, and The Government Sales Manual – a Deskside Reference. Mr. Frank also manages Veteran Warehouse Supply (VWS), which provides healthcare and hospitality textiles to the Department of Defense and Department of Veterans Affairs. Mr. Frank has been honored with the SBA’s award for Veteran Business of the Year, the Society of American Military Engineers’ (SAME) award for Industry Small Business Advocate of the Year, and in 2021, Mr. Frank was inducted into the Government Sales Hall of Fame with the inaugural Lifetime Achievement Award.
Mr. Frank has landed coverage in print and broadcast, including NBC, CBS, Fox Business, and dozens of other magazines and news outlets. He serves as Chairman of the Board for the Midwest Veterans Advocacy Foundation (VAF). He 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. A former military intelligence officer, he holds a Bachelor’s degree in English, a Master’s in Management Information Systems (MIS), and a Master’s in Business Administration (MBA).
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