sources sought

How To Competitively Respond to a Sources Sought and Influence the Acquisition (2021 Update)

Format: Live webinar (on-demand recording available on October 28, 2021)
Date: October 21, 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

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

This is an educational, fast-paced, high-energy, and thought-provoking webinar on how to competitively respond to “sources sought” or “request for information.”

Ten years ago, the government did not utilize “sources sought” as a primary acquisition tool. Now between 8% – 10% of opportunities in are sources sought. This shift indicates that the government is more focused on achieving a balance in its acquisition strategy, which is good news for government contractors.

Most companies respond to a sources-sought notice by only answering the given questions and providing the information requested by the government. However, there are several key strategies for responding effectively. The first is creating a standardized response format with a cover page, corporate overview, and capability statement. The second is recognizing that a sources-sought notice is an opportunity to “influence the acquisition.” You influence the acquisition by making recommendations and “ghosting” your strengths and the weaknesses of the competition. 

This webinar will include many examples to maximize your understanding of the various techniques and strategies for responding to a sources-sought notice to influence the acquisition. The award-winning tactics and strategies in this webinar 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, 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: Small businesses pursuing federal market opportunities

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).


Oct 21 2021


1:00 pm - 2:30 pm

Local Time

  • Timezone: America/New_York
  • Date: Oct 21 2021
  • Time: 1:00 pm - 2:30 pm