An educational, fast-paced, high-energy, and thought-provoking course on how to approach a face-to-face meeting with a government prospect.
This course will accelerate your confidence and your ability to position with new prospects. You will learn how to differentiate from your competition while simultaneously collecting information and intelligence necessary to communicate your competitive advantage.
This course will also realign your expectations on what to focus on during an initial prospect meeting because it’s NOT about making a sale or discussing your socio-economic status.
We will discuss 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 marketing slick – don’t. Everyone tells you to introduce your company by including your socio-economic status – that you’re a small business or woman-owned or veteran-owned or minority-owned – don’t. We’ll explain why during this course.
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 the SBA’s Veteran Business of the Year award and the Society of American Military Engineers’ (SAME) Small Business Advocate of the Year award.
Target Audience: Small business sales, marketing, and management.