CLICK THE LINK ABOVE for the Current Edition of this book 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 $2.6 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 30 years in the government market, Mr. Frank is a #1 Amazon bestseller, professional speaker and award-winning business coach that has trained thousands of companies, business developers, other consultants, and small business advisors. Mr. Frank is nationally recognized as one of the top business coaches in the nation for government sales. He was awarded SBA’s Veteran Business Owner 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. A former military intelligence officer, he holds degrees in English, Management of Information Systems, and an MBA. He is a Boy Scout and Girl Scout Leader and lives with his family in St. Louis, Missouri.

An Insider's Guide to Winning Government Contracts: Real-World Strategies, Lessons, and Recommendations

Business & Money

Frank, Joshua P

Education & Reference

RSM Federal

Second Edition – Revised and Updated 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 $2.6 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. This revised edition includes updates on the Integrated Award Environment (IAE) and its impact on the System for Award Management (SAM), including the migration of FedBizOpps and FPDS. Also includes updates on the GSA Consolidated Schedule as well as new content and recommendations for Strategic Sourcing and Category Management. *** With 30 years in the government market, Mr. Frank is a multi #1 Amazon bestseller, professional speaker and award-winning business coach that has trained thousands of companies, business developers, other consultants, and small business advisors. Mr. Frank is nationally recognized as one of the top business coaches in the nation for government sales. He was awarded SBA’s Veteran Business Owner 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. A former military intelligence officer, he holds degrees in English, Management of Information Systems, and an MBA. He is a Boy Scout and Girl Scout Leader and lives with his family in St. Louis, Missouri.

Management & Leadership

Game Changers will provide you with powerful tactics and strategies for winning government contracts. This book is a ground-breaking collaboration from 29 of the Nation’s leading authorities on government sales. The concepts and strategies shared in this book are designed to educate, train, and give you a competitive edge over your competition. Each author has thoroughly tested and proven these tactics and strategies over decades of experience in the government market. This book is based on the wildly popular Podcast Game Changers for Government Contractors. The co-authors in this book are guests of the podcast, current and former government contractors, former contracting officers, and Nationally recognized experts in the government market. The strategies shared in this book have helped companies win over $20 Billion in government contracts. Each chapter in this book is crafted with numerous game changing concepts and strategies - regardless of the stage of your business. There are chapters for those new to government sales and chapters for more experienced companies already engaged in government contracting. Whether you are new to government sales or you’ve been in the trenches for years, you’ll find concepts and recommendations to accelerate your business objectives. You will learn: ★ What it takes to win in the government market ★ How to find the right revenue mix between definitive contracts versus contract vehicles ★ How to properly communicate your past performance ★ How to grow fast in the government market ★ The GovCon small business growth model ★ How to scale your government business ★ Understanding joint ventures ★ What it takes to win SBIR &amp; STTR contracts ★ Winning sole source contracts ★ Properly leveraging your 8(a) certification ★ Social selling in GovCon ★ Price to win strategies ★ Lean proposal management ★ Contract novation ★ Compensation for unanticipated costs and delays ★ Bouncing back from a losing streak ★ And more than 30 other concepts for growing your government business *** Published by RSM Federal The Art and Science of Government Sales Michael LeJeune - Author (Editor-in-Chief) - RSM Federal Joshua P. Frank - Author (Executive Editor) - RSM Federal Contributing Authors Mark Amtower - Amtower &amp; Company Erin Andrew - Live Oak Bank Michele Atkinson - Cavalry Consulting Russ Barnes - Systro Solutions Carroll Bernard - Govology Judy Bradt - Summit Insight Tim Burt - Tim Burt Media Jenny Clark - Solvability Chris Bobbitt - Technical Assent Mario Burgos - Burgos Group Bellandra Foster - BBFoster Consulting Ashley Haass - The Daily Brief Jay McConville - Privia Mike McDermott - InquisIT Michael McNulty - McNulty and Associates Steve Meredith - SW PA Commission Matt Miller - EMA, Inc. David Neal - David Neal Consulting Maria Panichelli - Obermayer Rebmann Maxwell &amp; Hippel LLP Linda Rawson - DynaGrace Enterprises Doug Reitmeyer - Government Construction Experts Rob Rosenberger - Blackdragon Matthew Schoonover - Koprince Law Kathleen Smith - CyberSecJobs.com Courtney Spaeth - growth[period] Carrie Ann Williams - Andana Consulting Eric “Doc” Wright - Vets2PM

Game Changers for Government Contractors: Insider Tips and Advice from the Industry’s Top Experts

LeJeune, Michael

Becoming a GovCon Expert Learn the fundamental strategies for winning government contracts. Six of the nation's top government contracting experts share essential strategies for doing business with the government. The strategies in this book have helped companies win over $3 billion in government contracts and over $30 billion in multiple award contracts. Each chapter mirrors a session given at the 2021 GovCon Summit Annual Conference. GovConSummit is a virtual accelerator network and annual conference that focuses on Veteran entrepreneurs in the Federal contracting market. However, the tactics, strategies, and recommendations are applicable to any company that wants to win government contracts. Each chapter skips the fluff and focuses on the core concepts required for you to master the game of government contracting. Unlike most books, Becoming a GovCon Expert provides practical advice from subject matter experts with step-by-step instruction and recommendations. You will learn: &#9733; How to prepare yourself to be a successful government contractor &#9733; 12 common challenges faced by new government contractors &#9733; How to accelerate into the government market &#9733; A case study on government sales and revenue stream diversity &#9733; The value of PMP and Sec+ Certifications &#9733; How to master the game of GovCon &#9733; Branding yourself as a GovCon Subject Matter Expert (SME) &#9733; How to bridge government sales strategy with business strategy &#9733; Building your GovCon pipeline &#9733; Doing business with the Department of the Navy &#9733; How to create a daily "battle-rhythm" for marketing and sales &#9733; How to develop your WRAP rate / fully burdened rate &#9733; Outrunning your overhead &#9733; Authentic leadership &#9733; Growing your solopreneurship beyond yourself *** Published by RSM Federal The Art and Science of Government Sales Michael LeJeune - Author (Editor-in-Chief) - RSM Federal Joshua P. Frank - Author (Executive Editor) - RSM Federal Contributing Authors Russ Barnes, PhD - Systro Systems Jenny Clark - Solvability Emily Harman - Emily Harman Coaching and Consulting Eric "Doc" Wright, PhD - Vets2PM

Becoming a GovCon Expert: How to Accelerate Your Success in Government Contracting

Clark, Jenny

Barnes, Dr. Russ

Harman, Emily

Wright, Dr. Eric

Marketing & Sales

10th Edition – Updated and Revised 
A Foundation For Winning Government Contracts\nFrom the author of The Insider’s Guide to Winning Government Contracts, the award-winning strategies in this Manual have been used by more than 20,000 small and large businesses to win more than $13.5 billion in government contracts.\nFor 15 years this Manual has been the foundation for RSM Federal’s Government Contractor (GovCon) Ecosystem. Fully updated and revised, it is one of the most comprehensive resources for understanding how to effectively market and sell in the government marketplace.\nThis manual provides a solid foundation for government sales combined with basic and advanced step-by-step strategies for understanding the overall federal market and removing the mystique and confusion that you will face as a government contractor.\nThe author shares the foundational aspects of successfully entering and consistently winning government contracts.\nStep-by-Step Strategies to Accelerate Government Sales 
★ 350 pages of tactics and strategies for marketing, prospecting, sales, teaming, proposals, and back-office operations.\n★ For entrepreneurs, small, and large business professionals who want to accelerate their sales. Whether you are new to government sales or been selling to the government for ten years, this manual will help business owners, proposal, marketing, and sales professionals improve their skills with proven strategies for winning government contracts.\n★ There are thousands of books and resources that "tell you what you need to know." Very few explain how to actually do it. The Government Sales Manual is your training foundation for helping you apply what you learn.\n***\nWith 30 years in the government market, Mr. Frank is a multi #1 Amazon bestseller, professional speaker and award-winning business coach that has trained thousands of companies, business developers, other consultants, and small business advisors. Mr. Frank is nationally recognized as one of the top business coaches in the nation for government sales. 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.

The Government Sales Manual: Strategies To Win Government Contracts

Third Edition – Updated and Revised 
This book arms you with step-by-step concepts, strategies, and recommendations for winning government contracts.\nThis 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 $14.6 Billion in government contracts.\nWritten 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 strategy with general business strategy.\nWhether 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.\nThere are thousands of consultants, books, 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.\nIn this book the author shares many of the strategies that will change how you position in the market with your prospects and teaming partners:\n★ Learn the strategies that Mr. Frank provides to his clients and the more than 2,500 Federal Access members. 
★ Real-world examples of challenges you will face and best-practices and strategies on how to overcome and accelerate your sales. 
★ How to identify who buys what you sell, how much they buy, and how often they buy it; includes which government systems you will use. 
★ How to successfully take advantage of your small business socio-economic statuses and how to ‘softly’ market them for maximum value. 
★ Strategies for finding teaming partners and 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 corporate operations.\nThis revised edition includes updates on current market trends, category management, and comprehensive updates due to shifts in the market.\n***\nWith 35 years in the government market, Mr. Frank is a #1 Amazon bestseller, professional speaker, and award-winning business coach that has trained thousands of companies, business developers, other consultants, and small business advisors. Mr. Frank is nationally recognized as one of the top business coaches in the nation for government sales. As a result of these strategies, Mr. Frank was inducted into the Government Sales Hall of Fame with the Lifetime Achievement Award and 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); Top Business Advisor of the Year by Small Business Monthly; and most recently Vendor Partner of the Year by the National 8a Association and HUBZone Contractors National Council.\nA former military intelligence officer, he holds degrees in English, Management of Information Systems, and an MBA. He is a Boy Scout and Girl Scout Leader and lives with his family in St. Louis, Missouri.

See the best price to sell, buy, or rent books by Frank, Joshua P. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Frank, Joshua P

See the best price to sell, buy, or rent books by Frank, Joshua P. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

An Insider's Guide to Winning Government Contracts: Real-World Strategies, Lessons, and Recommendations

An Insider's Guide to Winning Government Contracts: Real-World Strategies, Lessons, and Recommendations

Game Changers for Government Contractors: Insider Tips and Advice from the Industry’s Top Experts

Becoming a GovCon Expert: How to Accelerate Your Success in Government Contracting

The Government Sales Manual: Strategies To Win Government Contracts

An Insider's Guide to Winning Government Contracts: Real-World Strategies, Lessons, and Recommendations