Description
Does this sound familiar? “Hi, we’re an 8(a) firm or an SDVOSB firm that provides…” Your mentors, colleagues, and small business counselors tell you, “Put it front and center! There are federally mandated set-asides for your company! Large companies require subcontracting plans for companies just like yours! Use your certification.”
The truth is, your small business certification alone will not get you very far. You need to think like a business that provides value rather than a company with socio-economic status. In this course, you will discover real-world tactics, strategies, and examples of how to “softly” communicate your status, differentiate from the competition, and facilitate the perception of corporate maturity. You will learn methods to communicate quantifiable and qualifiable metrics that focus on the value of your solutions. You will also receive a step-by-step process for introducing yourself and your company at conferences and to potential partners and government decision-makers. You’ll know what to do during government meetings and how and when to communicate your socio-economic status the right way.
This training provides award-winning tactics and strategies that have directly helped companies win more than $13.5 billion in definitive contracts and more than $30 billion in multiple award contracts.
Target Audience: Small business owners, marketing, sales, and proposal professionals
Meet Your Instructor:
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 the development and implementation of 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 the SBA’s award for Veteran Business of the Year, the Society of American Military Engineers’ (SAME) award for Industry Small Business Advocate of the Year, 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).
CTRUMBLE (verified owner) –
This is very good information for communicating effectively with your government buyers and customers.
Even the asides are noteworthy.
You will want to listen again and again to make sure you have gleaned all the important tips.
The slides are print worthy and provide a good skeleton for making your own changes.
Thank you so much.