An Insider's Guide to Winning Government Contracts

Download or read book An Insider's Guide to Winning Government Contracts written by Joshua Frank and published by Rsm Federal. This book was released on 2019-01-10 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book arms you with step-by-step strategies, concepts, and recommendations for winning government contracts. This book goes beyond the generic content and information that is commonly provided by other resources. These concepts and strategies have helped companies win more than $2 Billion in small business government contracts over the last five years. Written in the author's bold and direct style, this book is designed to change how you approach government sales. Using real-world strategies and examples, it provides detailed recommendations for helping you synchronize business development with business strategy. Whether you are new to government sales or you've been selling to the government for ten years, this book demystifies why so many companies get the same training and knowledge, yet some succeed and others fail. It is a compilation of concepts and strategies that you will be able to quickly grasp and then implement in your own business. There are thousands of consultants and resources that will tell you what to do. There are hundreds of business books on Amazon that will tell you what to do. There are training events, webinars, and conference seminars that will tell you what to do. But it is not what you know. It is not what you have been taught. It is how you apply it. In this book the author shares many of the strategies that will change how you position in the market with your prospects and teaming partners: ★ Learn the strategies that Mr. Frank uses with his clients and Federal Access (FA) Members in addition to dozens of additional free and low-cost online training resources. ★ Real-world examples of challenges you will face and best-practices and strategies to accelerate your sales. ★ How to identify who buys what you sell, how much they buy, and how often they buy it; includes which free government systems you will use. ★ How to successfully take advantage of your small business certifications and how to 'softly' market them for maximum value. ★ Strategies for building relationships. ★ Strategies for ghosting your capabilities and influencing procurements. ★ Strategies for managing your sales pipeline, how many opportunities you need, and how to make yourself more competitive. ★ How to find competitive data on existing contracts. ★ Strategies for teaming with other companies. ★ The truth about bid-matching tools and strategies for using them. ★ And 30 other concepts and strategies for marketing, prospecting, sales, teaming, and pricing. *** With 28 years in the market, the author is a professional speaker and business coach that has trained thousands of companies, other business coaches and consultants, and small business advisors. Mr. Frank is nationally recognized as one of the top small business trainers in the nation for small business government sales. He was awarded SBA's Veteran Business of the Year; the National Small Business Advocate of the Year by the Society of American Military Engineers; and one of the Most Trusted Companies of the Year by Silicon Review.