Read An Insider Guide to Winning Government Contracts RealWorld Strategies Lessons and Recommendations 9781733600903 Business Development Books
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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 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.
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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.
Read An Insider Guide to Winning Government Contracts RealWorld Strategies Lessons and Recommendations 9781733600903 Business Development Books
"I first heard Josh Frank speak at a Government Conference 4 years ago. His presentation was right on point for what I needed to know, my personal next steps. I've learned so much applying his strategies as our company has grown. This book is so intense and applicable TODAY that I'm buying each person in the company a copy. Josh is “The Professor of Government Sales." Thanks. We wouldn't be where we are without you."
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An Insider Guide to Winning Government Contracts RealWorld Strategies Lessons and Recommendations 9781733600903 Business Development Books Reviews :
An Insider Guide to Winning Government Contracts RealWorld Strategies Lessons and Recommendations 9781733600903 Business Development Books Reviews
- As a former government employee and current consultant, I was tired of hearing the same information that is obvious to anyone who has been in the industry for a few years, and that should be obvious to anyone who can use Google (SAM.gov registration, GSA schedule, NAICS codes, etc.). Joshua provides information that is unique, relevant, practical, and entertaining. So much of Joshua's inputs are right in line with the things we do internally and teach other companies that actually result in sales - e.g., focusing on shaping opportunities pre-acquisition. I also learned several new tips that will help me avoid mistakes and stop wasting time.
In my original review, I posted a small complaint about the table of contents on . The author himself reached out to me directly, solved the problem, and then followed up to make sure it was solved. FYI, if you don't see the table of contents on , just remove the book from your device and then re-download (highlights and notes are preserved). - For some time, I along with several of my colleagues have searched in vain for a book on government sales that focuses on the business aspect, not simply your NAICS codes, creating a capability statement, or all the other standard recommendations that you see in all the other books on . We’ve been looking for a book with tangible recommendations and strategies for actually doing what everyone else tells you to do. After purchasing several books by other well-known government “experts,†I can finally say that we found the right book! What I love most about this book is that it demystifies government contracting by providing a wealth of knowledge, tactics, and strategies that actually produce results! And unlike other books, I found myself laughing and enjoying the process of learning these techniques from page to page. There are even suggestions of how to prepare yourself outside of the office, including how to think about business travel on your way to government conferences. Just like the author, this book is an invaluable asset that I will continue to look to for leading guidance. I’m one of those folks that had never seen Mr. Frank speak at a National conference and now I can’t wait to find out his schedule and go see him speak live! AWESOME strategies and recommendations. Thank you!
- I first heard Josh Frank speak at a Government Conference 4 years ago. His presentation was right on point for what I needed to know, my personal next steps. I've learned so much applying his strategies as our company has grown. This book is so intense and applicable TODAY that I'm buying each person in the company a copy. Josh is “The Professor of Government Sales." Thanks. We wouldn't be where we are without you.
- I first found Josh several years ago at a conference, and quickly became what I called a "groupie" for any classes he was giving. His ideas almost seem like common sense AFTER you hear them, but never crossed my mind before. We've implemented many of them, and they have transformed our way of doing business (and grown our revenue exponentially!) This book is almost unfair, because it's a compilation of so many of his ideas all in one place and almost makes it too easy. Thankfully, I'm a believer in abundance of opportunity even in competitive Government contracting, so I don't have to purchase all the copies for myself!
- I have some many items highlighted and pages dog eared from all of the valuable information I have gleaned from this book. Downloading the other tools that are available now. If you are new to the federal market or even old to the federal market, I know there is something that will help you win business from this book. I am excited to put the practices in place and grow our federal business!
- The content of the book is easy to get through while delivering excellent intel and tools for upping your game with federal contracting. Highly recommend for anyone looking to improve their marketing and business planning strategies.
- It is so difficult to navigate the federal bureaucracy, politics and forms in applying for a federal contract. Josh Frank demonstrates a wealth of experience that can guide someone through this complicated process.
- We gave several copies to our clients. The book has already benefited their efforts to win municipal and state contracts. Excellent book.
