How to Competitively Respond to a Sources Sought and Influence the Acquisition (2023 Update)

(4 customer reviews)


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 November 21, 2023.

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This is an educational, fast-paced, high-energy, and thought-provoking course on how to competitively respond to “sources sought” or “request for information.”

Ten years ago, the government did not utilize “sources sought” as a primary acquisition tool. Now between 8% – 10% of opportunities in are sources sought. This shift indicates that the government is more focused on achieving a balance in its acquisition strategy, which is good news for government contractors.

Most companies respond to a sources-sought notice by only answering the given questions and providing the information requested by the government. However, there are several key strategies for responding effectively. The first is creating a standardized response format with a cover page, corporate overview, and capability statement. The second is recognizing that a sources-sought notice is an opportunity to “influence the acquisition.” You influence the acquisition by making recommendations and “ghosting” your strengths and the weaknesses of the competition. 

This course will include many examples to maximize your understanding of the various techniques and strategies for responding to a sources-sought notice to influence the acquisition. The award-winning tactics and strategies in this course 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, 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.

Target Audience: Small businesses pursuing federal market opportunities

4 reviews for How to Competitively Respond to a Sources Sought and Influence the Acquisition (2023 Update)

  1. CTRUMBLE (verified owner)

    Josh’s presentations are NOT to be missed. He may occasionally seem off topic, but really he is a gold mine of information. He is easy to listen to and given the volume of information he packs into a webinar, it is imperative that you are focused, even and/or especially for the sidebars.

  2. Donovan Marks (verified owner)

    Great presentation Josh; I had read most of this in your book, but nice to have a refresher.

  3. Erreka Coleman (verified owner)

    This webinar was so informative. I also checked out the website after the presentation and received even more great information! I plan to get the book as well. Great Job, I loved the passion, the golden nuggets dropped, and the amazing presentation on strategies that actually work. I learned a lot!!!

  4. Kofi Impraim (verified owner)

    Very practical and informative webinar. The examples were very relevant and useful. Definitely time well spent. I learned so much about the bidding process and acquired great tools for success!

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