Winning Strategies and Proven Best Practices for Government Prospecting (2024 Update)

(3 customer reviews)


Format: E-course
Duration: Approx. 90 minutes
Instructor: Joshua Frank, RSM Federal
Learning Credits: 1.5 CPEs, 1.5 ATCs
*This course was recorded on March 19, 2024.

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Join us for a power-packed course where you’ll learn the ins and outs of accelerating your small business government sales. Whether you’re an entrepreneur, a business professional, or an executive venturing into the federal space, this course is tailored to give you the tactics and strategies needed for success.

Led by Mr. Frank, a seasoned expert in federal acquisition, this course cuts to the chase. Discover the latest changes in federal acquisition and gain practical advice on how and where to prospect. Mr. Frank will provide real-world tactics and strategies that have been proven to maximize government opportunities.

In this course, you’ll gain essential knowledge, including:

  1. Differentiating between acquisition and pre-acquisition, and understanding the time allocation for each phase.
  2. Identifying common challenges faced by small businesses and implementing effective solutions.
  3. Evaluating prospecting and business development methods to determine the core strategies that will drive your sales.

Don’t miss this chance to revolutionize your small business government sales. Sign up for the course now and get ready to master the art of prospecting!

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

Meet Your Instructor:

Joshua Frank

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 RecommendationsGame 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).

3 reviews for Winning Strategies and Proven Best Practices for Government Prospecting (2024 Update)

  1. Lee Mozena (verified owner)

    Fantastic! This workshop had so much invaluable, hard-won information that will solve where I’m stuck in the sales cycle. I wish I’d taken it years ago.

  2. Patrick Flaherty (verified owner)

    Great webinar! Josh is knowledgeable about the government sales cycle and is unafraid to buck the “same old, same old” trends. His sales philosophy is a breath of fresh air.

  3. Stephanie Roberts-Bowman (verified owner)

    This was a great webinar! So much advice given from people in the government space is just plain wrong and you will spin your wheels until you get frustrated and give up. Joshua Frank gives it to you straight! The databank info in SAM was totally new information and all the little tips were invaluable.

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