Description
Whether you are new to government sales or have been selling to federal agencies and the Department of Defense for years, the landscape is changing. For 60 years, the United States has been outsourcing and offshoring manufacturing. Today, the government’s statutes and regulations are shifting towards a more domestic supply chain. For example, in October 2023, the domestic component percentage jumped to 65%. Combined with strategic sourcing and category management, you need to understand how the Buy American Act (BAA) and the Nonmanufacturer Rule (NMR) apply to full-and-open and set-aside procurements. The updated statutes and regulations may impact market share for companies that have been selling to the government for years.
If you don’t fully understand how BAA, NMR, and trade agreements impact your company, you will want to attend this session. We will cover the Buy American Act, Trade Agreements, the Berry Amendment, the Nonmanufacturer Rule, and how to quickly identify which ones impact your company. We’ll cover regulatory updates, discuss manufacturers versus distributors, explain the common “gotcha’s” for small businesses, and examine several real-world case studies.
Joshua Frank is a nationally recognized expert in bridging government sales strategies with business strategies. A #1 bestselling author, public speaker, and emcee for the National Veterans Conference, Mr. Frank is widely recognized as one of the top GovCon small business experts in the United States. His training approach is consistently rated as being real-world, highly educational, and thought-provoking. Don’t miss this!
Target Audience: Small business owners, marketing, sales, proposal and contract managers
Meet Your Instructor:
JOSHUA FRANK, 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 SBA’s award for Veteran Business of the Year; Industry Small Business Advocate of the Year by the Society of American Military Engineers (SAME); 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 providing 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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