Winning strategies for government prospecting

Winning Strategies and Proven Best Practices for Government Prospecting (2023 Update)

Format: Live webinar (on-demand recording available on May 25, 2023)
Date: May 16, 2023
Time: 1:00 pm EDT
Duration: Approx. 90 minutes
Instructor: Joshua Frank, RSM Federal
Learning Credits: 1.5 CPEs, 1.5 ATCs
APTAC BOK: C.21 Marketing to Government Agencies (Core)

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

In this educational, fast-paced, high-energy, and thought-provoking webinar, you will learn basic and advanced tactics and strategies for accelerating small business government sales. These tactics and strategies are designed for entrepreneurs, novice and experienced business professionals, and executives who operate or plan to operate in the federal space. 

Based on the changes that have taken place in federal acquisition over the last five years, Mr. Frank will outline how and where to prospect and will provide real-world tactics, strategies, and recommendations. Focusing on techniques proven to maximize government opportunities, he will discuss the importance of pre-acquisition prospecting, how and where to identify and evaluate which federal agencies and military commands buy what you sell, and the most common prospecting challenges faced by small businesses. Mr. Frank will also identify, walkthrough, and evaluate the most common prospecting methods, highlighting those that work.

In this webinar, you will learn: 

  • the difference between acquisition and pre-acquisition and how much time successful companies spend in each phase;
  • the most common small business challenges and what you can do to minimize them; and
  • which prospecting and business development methods are weak, robust, and core to your sales strategy.

Target Audience: Entrepreneurs, novice and experienced business professionals, and executives who operate or plan to operate in the federal space.

Meet Your Trainer:


JOSHUA FRANK, Managing Partner, RSM Federal.

Award-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 developing and implementing 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 SBA’s award for Veteran Business of the Year; Industry Small Business Advocate of the Year by the Society of American Military Engineers (SAME); 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). 

Connect with Josh on LinkedIn at


May 16 2023


1:00 pm - 2:30 pm

Local Time

  • Timezone: America/New_York
  • Date: May 16 2023
  • Time: 1:00 pm - 2:30 pm



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