Winning strategies for government prospecting

Winning Strategies and Proven Best Practices for Government Prospecting

Format: Live webinar (on-demand recording available on July 1, 2021)
Duration: Approx. 90 minutes
Instructor: Joshua Frank, RSM Federal
Learning Credits: 1.5 CPEs, 0.75 ATC
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 changes that have taken place in federal acquisition over the last five years, Mr. Frank will outline how and where to prospect and 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 20 most common prospecting methods and highlight those that work.

This seminar provides award-winning tactics and strategies that 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 of these strategies, 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.

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.
  • Which prospecting and business development methods are weak, strong, 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 Instructor:


JOSHUA FRANK. Award-winning business coach, professional speaker, and bestselling author, Mr. Frank is a nationally recognized authority on government sales and business acceleration. With 30 years in the government market, he speaks nationally on the federal acquisition and business strategy. He specializes in the development and implementation of techniques and strategies required to differentiate, position for, and win government contracts. His training seminars are consistently rated as one of the strongest keynotes and seminars at national conferences and events. Mr. Frank’s coaching has helped companies win more than $2.6 Billion in government contracts.

His 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. He authored and co-authored two number one bestsellers on Amazon – An Insider’s Guide to Winning Government Contracts: Real World Strategies, Lessons, and Recommendations and Game Changers for Government Contractors. He also developed the Federal Access Knowledge-Base and Training Platform. With nationally recognized and award-winning strategies, RSM Federal has facilitated more than $2.6 Billion in government contracts for its clients and members. Due to this success, Mr. Frank was awarded the SBA award for Veteran Business Owner of the Year, the National award for Industry Small Business Advocate of the Year by the Society of American Military Engineers, and 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). 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 Masters in Management Information Systems (MIS), and a Master’s in Business Administration (MBA).


Jun 24 2021


1:00 pm - 2:30 pm

Local Time

  • Timezone: America/New_York
  • Date: Jun 24 2021
  • Time: 1:00 pm - 2:30 pm