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

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.