Description
After decades of outsourcing and offshoring, the federal government is aggressively pivoting back toward domestic supply chains. Combine that with strategic sourcing, category management, and GSA’s OneGov initiative, and you have a procurement environment that manufacturers, resellers, distributors, and Value-Added Resellers (VARs) must understand to stay competitive or risk losing market share they didn’t even know was at stake.
But here’s what makes 2026 different. Executive Order 14275, “Restoring Common Sense to Federal Procurement,” kicked off the Revolutionary FAR Overhaul and triggered a wave of changes to FAR Part 25, the rules that govern your domestic content obligations. Translation: the playbook you learned last year may not be the playbook that works today.
That’s the problem this session solves. We cut through the noise and tell you what actually changed, what it means for your business, and what you need to do about it – in plain English, not legalese. You’ll walk away knowing the rules being applied right now, not the ones in last year’s training deck. This is essential for newcomers to government sales and for seasoned vendors who have sold to federal agencies and the Department of Defense for years.
What You’ll Learn:
- How Buy American, the Nonmanufacturer Rule, and Trade Agreements affect your day-to-day operations
- When each one applies, how they interact, and how contracting officers decide which path to take
- What has recently changed, and what it means for manufacturers and distributors trying to win work
- The common pitfalls that quietly knock small businesses out of the running
- Real-world case studies of companies that adapted and won
Join us for a straight-talk session on Buy American, Trade Agreements, the Berry Amendment, and the Nonmanufacturer Rule – with practical guidance for quickly spotting which rules impact your company and how to use them to your advantage instead of fearing them.
Something to think about: in this market, the company that knows the current rules beats the company that knew last year’s.
Target Audience: Manufacturers selling products to federal agencies, product distributors and wholesalers, Value-Added Resellers (VARs), GSA Schedule holders, Defense industry suppliers, APEX Accelerator counselors
Meet Your Instructor:
JOSHUA FRANK, Founder & 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 that provide 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).
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