Who Buys What You Sell – A Step by Step Process


About this product

Format: On-demand webcast
Duration: Approx. 90 minutes
Instructor: Joshua Frank
NCMA Certifications: 1.5 CPEs
APTAC Certifications: 0.75 ATC
APTAC BOK: C.21 Marketing to Government Agencies (Core)


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

This course has 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 competitors’ 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 course is for you. It will accelerate your ability to validate who buys what you sell.

This course 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).

Target Audience: Small businesses pursuing federal market opportunities

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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