Who Buys What You Sell – A Step by Step Process


Course Number: Gov
Format: On-demand webcast (available on March 28)
Duration: Approx. 90 minutes
Trainer: Joshua Frank
NCMA Certifications: 1.5 CPEs
APTAC CPP Certification: Pending

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Identifying who buys, how much, and how often is called “Propensity” – and helps you figure out who to target. Many consultants charge anywhere from $3K to $5K to do what this webinar will teach you in an hour. We will walk through an extensive, step-by-step process so that you can perform this research on your own as often as you like.

This webinar will have both basic content to support companies new to government sales and advanced content for companies that are more established in the government space.

You will learn how to:

  • Identify your NAICS codes and your SBA size standards
  • Quickly search USASpending.gov and locate your competitor’s pricing
  • Use Microsoft Excel pivot tables following our step-by-step guidance along with the tricks we use to quickly make sense of the hundreds of thousands of fields of data.

If you’re one of those companies that know about FPDS and USASpending.gov but aren’t confident about how to filter the data, this webinar is for you. Unlike most webinars, this is more than a general or abstract discussion. This webinar is designed to accelerate your ability to validate who buys what you sell.

This webinar 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 Small Business Advocate of the Year award from the Society of American Military Engineers (SAME).


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