How to Competitively Respond to a Sources Sought and Influence the Acquisition (2025 Update)
Format: Live webinar (on-demand recording available on June 26, 2025)
Date: June 17, 2025
Time: 1:00 p.m. EDT
Duration: Approx. 90 minutes
Instructor: Joshua Frank, RSM Federal
Learning Credits: 1.5 CPEs, 1.5 ATCs
*Your registration includes access to the on-demand recording.
Join us for a fast-paced, high-energy seminar packed with award-winning strategies for responding to Sources Sought and Requests for Information (RFIs). Once a rarely used tool, Sources Sought now represent 8–10% of opportunities on SAM.gov, making them a powerful gateway for influencing federal acquisitions. Yet most businesses simply answer the questions without leveraging the opportunity to shape the government’s strategy.
This webinar goes beyond the basics, teaching you how to craft a professional, persuasive response that highlights your strengths, anticipates competitors’ weaknesses, and positions your company as the ideal choice. You’ll learn how to structure a standardized response, strategically “ghost” the competition, and guide the acquisition in your favor. Packed with real examples and field-tested techniques that have helped companies win over $14.6B in definitive contracts and $30B in multiple award contracts, this is not theory—it’s a tactical edge.
Target Audience: Small businesses pursuing federal market opportunities
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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