sources sought

How To Competitively Respond to a Sources Sought and Influence the Acquisition

Format: Live webinar (on-demand recording will be available on October 24th)
Duration: Approx. 90 minutes
Trainer: Joshua Frank
NCMA Certifications: 1.5 CPEs
APTAC CPP Certification: Pending

Ten years ago, the government did not utilize Sources Sought as a primary acquisition tool. In fact, only about 1% of opportunities were sources sought. Jump forward to 2018 and between 8% – 10% of opportunities in FBO are sources sought. This shift validates that the government is more focused on achieving the right balance regarding acquisition strategy, which is good news for government contractors.

Most companies respond to a sources sought by only answering the given questions and providing the information requested by the government.

There are several key strategies for responding to a sources sought. The first is creating a standardized response format with a cover page, corporate overview, and capability statement. The second is recognizing that you should utilize a sources sought to “influence the acquisition.” You influence the acquisition by making recommendations and “ghosting” your strengths and the weaknesses of the competition.

This webinar will be heavy on examples to maximize your understanding of the various techniques and strategies for responding to a sources sought to influence the acquisition.

Target Audience: Novice and experienced business professionals and executives who operate or plan to operate in the federal space

Meet Your Trainer:


JOSHUA FRANK. Author, trainer, and business coach with 25 years in the federal space, Mr. Frank speaks nationally on small business strategy and business acceleration. He specializes in the development and implementation of techniques and strategies required to differentiate, position for, and win government contracts. His training sessions, highly educational and thought-provoking, are consistently rated as one of the strongest sessions at national conferences and events.

Managing Partner at RSM Federal, Mr. Frank is the author of The Government Sales Manual. His company runs the Federal Access (FA) Program which has facilitated more than $1.6 Billion in government contracts for FA Members. Due to this success, the SBA awarded RSM Federal 2016 SBA Veteran Business of the Year.

Mr. Frank serves on the Board of Directors for the St. Louis Veterans Business Resource Center (VBRC). He also serves on the National Small Business Association (NSBA) Leadership Council as a member of the Economic Development Policy Committee. 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 and Boy Scout leader, Mr. Frank lives in St. Louis, Missouri with his wife, daughter, and son. He is a former intelligence officer and a graduate of the University of Missouri with an undergraduate degree in English. He is also a graduate of Webster University with a Masters in Management Information Systems (MIS) in addition to a Master’s in Business Administration (MBA) from the Webster University Walker School of Business.


Oct 18 2018


1:00 pm - 2:30 pm

Local Time

  • Timezone: America/New_York
  • Date: Oct 18 2018
  • Time: 13:00 - 14:30