Winning Strategies and Proven Best Practices for Government Prospecting

About this product

Format: E-course
Duration: Approx. 90 minutes
Instructor: Joshua Frank, RSM Federal
Learning Credits: 1.5 CPEs, 0.75 ATC
APTAC BOK: C.21 Marketing to Government Agencies (Core)
*This course was recorded on June 24, 2021.



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In this educational, fast-paced, high-energy, and thought-provoking course, you will learn basic and advanced tactics and strategies for accelerating small business government sales. These tactics and strategies are designed for entrepreneurs, novice and experienced business professionals, and executives who operate or plan to operate in the federal space. 

Based on changes that have taken place in federal acquisition over the last five years, Mr. Frank will outline how and where to prospect and provide real-world tactics, strategies, and recommendations. Focusing on techniques proven to maximize government opportunities, he will discuss the importance of pre-acquisition prospecting, how and where to identify and evaluate which federal agencies and military commands buy what you sell, and the most common prospecting challenges faced by small businesses. Mr. Frank will also identify, walkthrough, and evaluate the 20 most common prospecting methods and highlight those that work.

This seminar 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.

In this course, you will learn: 

  • The difference between acquisition and pre-acquisition and how much time successful companies spend in each phase.
  • The most common small business challenges and what you can do to minimize them.
  • Which prospecting and business development methods are weak, strong, and core to your sales strategy.

Target Audience: Entrepreneurs, novice and experienced business professionals, and executives who operate or plan to operate in the federal space.


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