Description
Successful government contractors rely on more than opportunity searches—they rely on data-driven competitive intelligence. This course teaches you how to use federal procurement data to understand your market, refine your pricing strategy, and identify the agencies most likely to buy what you sell.
Through a step-by-step, real-world example, you will learn how to analyze government purchasing data using multiple federal systems, including SAM.gov’s Data Bank, and connect information across several government databases to uncover valuable insights about buying patterns, competitor activity, and potential teaming partners.
In this course, you will learn how to:
- Identify which agencies and military commands purchase what you sell
- Determine how frequently agencies buy and how much they typically spend
- Use SAM.gov’s Data Bank to research historical procurement activity
- Run advanced ad-hoc queries to uncover deeper market intelligence
- Identify competitors and analyze historical contract awards
- Locate potential teaming partners for upcoming opportunities
- Determine whether your pricing is competitive for a specific opportunity
- Use Excel pivot tables to quickly analyze large procurement datasets
Why This Course Matters
Understanding who buys what you sell, how often they buy it, and how much they spend—often referred to as propensity analysis—helps contractors target the right agencies, develop stronger sales strategies, and validate competitive price points.
Many consultants charge $3,000–$10,000 to conduct this type of market research. In this course, you will learn how to perform this analysis yourself, allowing you to independently research opportunities, validate your pricing strategy, and focus your efforts on the most promising government buyers.
Target Audience: Businesses new to government contracting, as well as experienced federal contractors looking to strengthen their competitive intelligence, pricing strategy, and market targeting.
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).
Unknown Member (verified owner) –
The presenter was clearly knowledgable. During the webinar we were able to see the actual websites and links that we’ll be using. That is a huge advantage for me. The fact that the webinar was recorded and I’ll be able to review it repeatedly is an advantage that I wasn’t aware of when I signed up. The webinar was worth the time and money to participate.
Kim Betts (verified owner) –
This was the best information I have received to date about Federal Procurement. By accessing historical information, you learn where to spend your time and what barrier (or open doors) there are. This is a must see webinar