SPEAKER: Joshua Frank - RSM Federal

This session provides basic to advanced tactics and strategies on how to position and communicate your company’s experience and past performance via both metrics and graphics.

First developed in 2018, this session is built on one of our most popular strategies called Value-Mapping. Now used by thousands of small and large businesses, the strategy increases perceived maturity and capability with both government buyers and teaming partners. If you’re looking for tactics and strategies on how to position and communicate your experience and corporate past performance, this session will change how you market, communicate, and differentiate your products and services.

An educational, fast-paced, and high-energy session, we look at how most companies market their “experience” and past performance with moderate success and little differentiation. We then provide real-world examples where you will learn to map the quantifiable value for each of your contracts and then “bridge” them to improve market position and increase the perceived maturity of your company. The session will be heavy on examples and strategy, which any company, small or large, can take advantage of. Several years ago, an experienced and successful business owner said, “Simply incredible. This strategy has just changed my life.” When presented at a training event two weeks ago for a $30M company, the owner said, “the single most valuable strategy we’ve ever learned.” Whether you are an entrepreneur, small, or large business; regardless of targeting the public or private sectors, this session will open your eyes to how you can more strongly position the breadth, depth, and maturity of your company.

Attendees will also receive various templates outlined during the session. Unlike most seminars, this is more than a general or abstract discussion. This seminar provides award-winning tactics and strategies that have directly helped companies win more than $14.6 Billion in definitive contracts and more than $30 billion in multiple award contracts.

Managing Partner at RSM Federal, Mr. Frank is author of multiple Amazon bestsellers including An Insider's Guide To Winning Government Contracts – Real World Strategies, Lessons, and Recommendations, Game Changers for Government Contractors, and The Government Sales Manual. As a result of these strategies, 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); Top Business Advisor of the Year by Small Business Monthly; and most recently, Mr. Frank was inducted into the Government Sales Hall of Fame with the Lifetime Achievement Award.

Co-Sponsor: ETSU Small Business Development Center

Start time: 11:30 am CT (12:30 pm ET)