Finding Competitive Intelligence on Your Opportunities
February 18, 2020
Monday, February 17, 2020
Online registration will close at 11:59 pm, EST, on February 17, 2020.
Webinar Title: Finding Competitive Intelligence on Your Opportunities
Date: February 18, 2020
Format: GoToMeeting (Login information will be sent to you separately)
Presenter: Joshua Frank
Award-winning business coach, professional speaker, and bestselling author, Mr. Frank is a nationally recognized authority on government sales and business acceleration. With 30 years in the government market, he speaks nationally on federal acquisition and business strategy. He specializes in the development and implementation of techniques and strategies required to differentiate, position for, and win government contracts. His training sessions, highly educational and thought-provoking, are consistently rated the top sessions at national conferences and events. Managing Partner at RSM Federal, Mr. Frank is author of Amazon’s #1 bestseller “An Insider’s Guide To Winning Government Contracts – Real World Strategies, Lessons, and Recommendations.” Mr. Frank was awarded Veteran Business of the Year and Industry Small Business Advocate of the Year by SAME. Serves on Board of Directors for the St. Louis Veterans Business Resource Center. A former intelligence officer, Masters in Management Information Systems (MIS) and a Master’s in Business Administration (MBA).
A Master Class on how to find competitive intelligence on government opportunities. An educational, fast-paced, and high-energy session. Unlike most sessions, this is much more than a general or abstract discussion. This session, designed for Procurement Readiness, will accelerate your ability to validate who buys what you sell (down to the contracting office and installation level); to help transform how and where you engage the market; and to help validate the competitiveness of your pricing . . . for any specific opportunity. This session was specifically designed for companies that are new to government sales as well as more established firms.
Everyone tells you that researching government contract data is critical to winning contracts. You’re told to use FPDS or USASpending.gov to research who buys what you sell. But successfully taking advantage of this information requires that you take the data you find in one system and using that data to find information and intelligence in the next system.
There is a process for moving between government systems.
This is NOT your standard class in using FPDS. Finding government data is fairly easy (if you’re new to government sales, we’ll cover the basics as well). We will walk through an extensive, real-world, step-by-step process where we access and use more than a dozen government websites and data sources – online and in real-time during the session.
You will learn how to connect the dots in order to be more competitive.
With hundreds of thousands of data fields, I will demonstrate the tips and tricks for Excel pivot tables in order to quickly find the answers you need for your sales strategy. If you’re familiar with government data, but not confident about how to filter or make sense of the data, this session is guaranteed to make you more competitive; help you identify and validate the competitive price point (CPP) (whether you’re pricing is competitive); and help you more strongly target government buyers and teaming partners.