Description

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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 $13.6 Billion in 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 1,500 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 today's government data systems, on the Integrated Award Environment (IAE), the System for Award Management's (SAM) Data Bank, and recommendations for Strategic Sourcing and Category Management.

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A former military intelligence officer and now an award-winning business coach, professional speaker, and bestselling author, Mr. Frank is a nationally recognized authority on government sales and business acceleration. With more than 30 years in the government market, he specializes in bridging business strategy with federal sales strategies. Mr. Frank has been honored with SBA's award for Veteran Business of the Year; Industry Small Business Advocate of the Year by SAME National; and in 2021, Mr. Frank was inducted into the Government Sales Hall of Fame with the inaugural Lifetime Achievement Award. Mr. Frank is also the author of multiple Amazon bestsellers including The Government Sales Manual. 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.