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 the changes that have taken place in federal acquisition over the last five years, Mr. Frank will outline how and where to prospect and will 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 most common prospecting methods, highlighting those that work.
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; and
- which prospecting and business development methods are weak, robust, 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.