Creating a Step-by-Step Government Sales Strategy

About this product

Format: E-Course
Duration: Approx. 90 minutes
Instructor: Joshua Frank, RSM Federal
APTAC Certifications: 0.75 ATC
APTAC BOK: C.21 Marketing to Government Agencies (Core)
*This course was recorded on February 27, 2020


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An educational, fast-paced, and high-energy course – We are going to walk-through various techniques and strategies you need to build a viable sales strategy and win government contracts.

Unlike most courses, this is more than a general or abstract discussion. It is designed to connect the dots, from who buys what you sell to how you collect intelligence and win. We will provide the necessary techniques, strategies, and recommendations you need to keep your sales strategy on track.

We will cover the following:

  • Researching who buys what you sell;
  • Understanding why communicating quantifiable value is critical to prime and subcontracting efforts;
  • Fine-tuning your positioning within the market;
  • Engaging the market;
  • Teaming to win;
  • Building and managing your pipeline; and
  • Determining your Bid – No Bid process.

We’ll finish with an honest and frank discussion on bid-matching / contract management tools.

This course 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 SBA’s Veteran Business of the Year and the Society of American Military Engineers’ (SAME) Small Business Advocate of the Year awards.

Target Audience: Federal small business contractors


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