Who Buys What You Sell? A Step-by-Step Process


About this product

Format: E-course
Duration: Approx. 90 minutes
Instructor: Joshua Frank, RSM Federal
APTAC Certifications: 0.75 ATC
APTAC BOK: C.21 Marketing to Government Agencies (Core)
*This course was recorded on February 18, 2021. 


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Identifying who buys, how much, and how often is called “Propensity” — it helps you identify which military commands and federal agencies to target. This course, designed for “Procurement Readiness,” will accelerate your ability to validate who buys what you sell (down to the state, city, and contracting office level). This, in turn, will help you transform how and where you engage the market and validate the competitiveness of your pricing for any specific opportunity.

Utilizing beta.SAM’s Data Bank (formerly FPDS), Mr. Frank will walk you through an extensive, step-by-step process so that you can perform this research on your own. 

Here’s what you will learn: 

  • How to identify your NAICS codes and your SBA size standards; 
  • How to quickly search SAM’s Data Bank; 
  • How to run advanced ad hoc queries; 
  • How to locate your competitor’s pricing; and 
  • How to find quality teaming partners. 

With millions of data fields, Mr. Frank will demonstrate the tips and tricks for MS Excel pivot tables to help you find the answers you need for your sales strategy. 

If you’re familiar with government data but not confident about how to filter or make sense of it, this session is for you. It will make you more competitive, help you identify and validate competitive price points (CPP) (whether your pricing is competitive), and help you more strongly target government buyers and teaming partners.

This course is more than a general or abstract discussion. It provides award-winning tactics and strategies that 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 of these strategies, 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: Novice and experienced federal contractors

1 review for Who Buys What You Sell? A Step-by-Step Process

  1. 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.

    phoebehelpme@gmail.com (verified owner)

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