Description
Stop Chasing RFPs. Start Creating Opportunities.
If your government sales strategy begins when the solicitation drops… you’re already behind.
This fast-paced, high-energy session cuts through the noise and shows you where real government sales success actually starts: pre-acquisition prospecting.
Designed for small businesses operating (or planning to operate) in the federal space, this webinar delivers practical, real-world tactics you can apply immediately.
What You’ll Learn:
The Prospecting Shift That Changes Everything
- The difference between acquisition and pre-acquisition
- Where successful contractors spend most of their time
- Why waiting for posted opportunities limits growth
Finding Agencies That Actually Buy What You Sell
- How to identify the right federal agencies and military commands
- How to evaluate whether they’re a real fit
- Where to prospect based on acquisition changes over the last five years
The 20 Most Common Prospecting Methods
Not theory. Not fluff. A clear walkthrough of the most widely used government prospecting tactics — and which ones are:
- Weak
- Strong
- Core to a winning sales strategy
Overcoming Small Business Roadblocks
- The most common prospecting challenges
- What stalls momentum
- What successful companies do differently
Why This Session Stands Out:
This isn’t a generic overview of government marketing. The strategies shared in this session have been used to support companies winning billions in federal contracts and multiple award vehicles. Joshua Frank brings decades of hands-on experience advising and training government contractors and delivers it in a direct, engaging, no-nonsense style.
Who Should Attend?
- Small business owners
- Growth and business development leaders
- Entrepreneurs entering the federal market
- Experienced contractors looking to sharpen their prospecting strategy
- Executives responsible for accelerating government sales
If you want a clearer prospecting strategy — and fewer wasted business development efforts — this session will give you the structure to do it right.
Meet Your Instructor:
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 Recommendations, Game 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).
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.
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.
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.