How to Build a Strong Government Sales Strategy – 8 Core Activities
Format: Live webinar (on-demand recording available on January 28, 2021)
Duration: Approx. 90 minutes
Instructor: Joshua Frank, RSM Federal
NCMA Certifications: 1.5 CPEs
APTAC Certifications: 0.75 ATC (pending)
APTAC BOK: C.21 Marketing to Government Agencies (Core)
*Your registration includes access to the on-demand recording.
During this educational, fast-paced, and high-energy webinar, we’ll walk-through various techniques and strategies you need to build a viable sales strategy and win government contracts.
Unlike most seminars, this is more than a general or abstract discussion. This session will help you connect the dots, from who buys what you sell to how you collect intelligence and win. We will provide the necessary tactics, strategies, and recommendations you need to keep your sales strategy on track.
Here’s what you will learn:
1) How to research who buys what you sell;
2) Why communicating quantifiable value is critical to prime and subcontracting efforts;
3) How to position your company in the market;
4) How to engage the market;
5) Why you should consider teaming;
6) How to build and manage your pipeline;
7) How to manage your Bid – No Bid process;
8) Pros and cons of different bid-matching and other contract management tools.
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.
Target Audience: Businesses pursuing Federal contracting opportunities
Meet Your Instructor:
JOSHUA FRANK. Award-winning business coach, professional speaker, and bestselling author, Mr. Frank is a nationally recognized authority on government sales and business acceleration. With 30 years in the government market, he speaks nationally on the federal acquisition and business strategy. He specializes in the development and implementation of techniques and strategies required to differentiate, position for, and win government contracts. His training seminars are consistently rated as one of the strongest keynotes and seminars at national conferences and events. Mr. Frank’s coaching has helped companies win more than $2.6 Billion in government contracts.
His 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. He authored and co-authored two number one bestsellers on Amazon – An Insider’s Guide to Winning Government Contracts: Real World Strategies, Lessons, and Recommendations and Game Changers for Government Contractors. He also developed the Federal Access Knowledge-Base and Training Platform. With nationally recognized and award-winning strategies, RSM Federal has facilitated more than $2.6 Billion in government contracts for its clients and members. Due to this success, Mr. Frank was awarded the SBA award for Veteran Business Owner of the Year, the National award for Industry Small Business Advocate of the Year by the Society of American Military Engineers, and 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). 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 Masters in Management Information Systems (MIS), and a Master’s in Business Administration (MBA).