Who Buys What You Sell – A Step by Step Process
Format: Live webinar
Duration: Approx. 90 minutes
Instructor: Joshua Frank
NCMA Certifications: 1.5 CPEs
APTAC CPP Certification: 0.75 ATC
APTAC CPP BOK: C.21 Marketing to Government Agencies
*Your registration includes access to the on-demand recording.
Identifying who buys, how much, and how often is called “Propensity” – it helps you figure out who to target. Many consultants charge anywhere from $3K to $5K to do what this webinar will teach you in an hour. We will walk you through an extensive, step-by-step process so that you can perform this research on your own as often as you like.
This webinar has basic content to support companies new to government sales and advanced content for companies that are more established in the government space.
You will learn how to:
- Identify your NAICS codes and your SBA size standards
- Quickly search USASpending.gov and locate your competitors’ pricing
- Use Microsoft Excel pivot tables following our step-by-step guidance along with the tricks we use to quickly make sense of the hundreds of thousands of fields of data.
If you’re one of those companies that know about FPDS and USASpending.gov but aren’t confident about how to filter the data, this webinar is for you. It will accelerate your ability to validate who buys what you sell.
This webinar 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, the presenter, Mr. Joshua Frank, managing partner of RSM Federal, received the SBA’s Veteran Business of the Year award and the Small Business Advocate of the Year award from the Society of American Military Engineers (SAME).
Target Audience: Small businesses pursuing federal market opportunities
Meet Your Instructor:
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 on 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.