Winning Strategies and Best Practices for Government Prospecting
Format: Live webinar (on-demand recording available on October 1, 2020)
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.
In this presentation, you will learn how and where to prospect for potential buyers of your products or services the right way. You will discover real-world techniques and strategies that have helped businesses win billions of dollars in government contracts.
Focusing on techniques proven to maximize government opportunities, the author of this training, Joshua Frank, will discuss the importance of pre-acquisition prospecting, including how and where to identify and evaluate which federal agencies and military services buy what you sell. You will learn about the most common prospecting challenges faced by small businesses and discover which of the widely-used prospecting methods actually work.
This training provides award-winning techniques and strategies that have directly helped companies win more than $1.8 Billion in government contracts. As a result of these strategies, Joshua Frank, managing partner of RSM Federal, received the SBA’s Veteran Business of the Year and the Society of American Military Engineers’ (SAME) Small Business Advocate of the Year awards.
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.