How To Engage and Position During Government Prospect Meetings (2021 Update)

(1 customer review)


Format: E-course
Duration: Approx. 90 minutes
Instructor: Joshua Frank, RSM Federal
Learning Credits: 1.5 CPEs, 1.5 ATCs
*This course was recorded on September 23, 2021.

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How many times have you had a meeting with a government prospect, walked out, and asked yourself, “What did I really get out of that meeting, and what are my next steps? How do I make the sale?” 

This educational, fast-paced, high-energy, and thought-provoking course will teach you how to approach a face-to-face meeting with a government prospect. If you or your employees are often fearful or uncertain when meeting prospects, this course is guaranteed to give you a new sense of confidence. It may also realign your expectations on what you should focus on during a prospect meeting because prospect meetings are NOT about making a sale or discussing your socio-economic status. 

You will learn about pre-meeting activities, including research and planning; how to facilitate the onsite meeting with your prospect; how to control the direction of the meeting, prioritizing your meeting objectives, and how to successfully follow up. Everyone tells you to bring a copy of your capability statement or a marketing slick – don’t. Everyone tells you to introduce your company by including your socio-economic status – don’t. The presenter, Mr. Joshua Frank will explain why in this course.

This training 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.

Learning Objectives: 

  • Understand that the objective of meeting with a prospect is NOT to sell something. You will learn the importance of value and strategically positioning during pre-acquisition for business intelligence.
  • Understand the common challenges and fears of meeting with a government prospect and simple techniques and strategies for overcoming them.
  • Understand what marketing materials you should and should not bring to a meeting with a prospect or teaming partner. Contrary to what many believe, bringing a generic capability statement is a poor business decision.
  • Understand how to create a 45-second introduction that proves to the prospect or teaming partner that your company provides substantial value.

Target Audience: new and experienced government contractors

1 review for How To Engage and Position During Government Prospect Meetings (2021 Update)

  1. Anonymous (verified owner)

    Great webinar! Learned a lot. Agree with Joshua Frank’s techniques for small business on landing a government contract.

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