RSM Federal | Joshua Frank

meet the experts Aug 12, 2019

Small Business Success Tips Podcast (episode 27)

Summary: Joshua Frank explains the 'long-game' cycle of government contracting, how to combine business development with business strategy, grow through subcontracting and directly influence acquisition.

Guest Bio | Author, trainer, and consultant Joshua Frank is managing director of RSM Federal  A recognized authority on government sales, Josh speaks nationally on small business strategy and business acceleration, particularly on how to apply the right strategies, at the right time, with the right tools.

Mr. Frank is also author of the highly recommended book An Insider’s Guide to Winning Government Contracts | Real-World Strategies, Lessons and Recommendations.

In this episode, Josh Frank and Neil McDonnell discuss: 

  • the importance of having a commercial revenue stream before pursuing government sales
  • understanding the market (applying what you learn), perseverance, a strong business strategy and time as keys to success
  • why 50% of all certified 8(a) and 50% of companies with GSA schedules fail to win a contract (they don't understand how to enter the market)
  • how to influence an acquisition and position yourself with the prospect 
  • the difference between acquisition and pre-acquisition phases
  • how successful companies build relationships with government decision makers and teaming partners and collect information and intelligence (ghosting) during the strategic pre-acquisition phase
  • why it's too late to influence an acquisition once RFPs and RFQs are publicly released (tactical acquisition phase)
  • why 80% of companies completely ignore the opportunity to influence acquisitions
  • new companies absolutely do not need an expensive bid matching tool
  • how strong teaming relationships can be a force multiplier, generating revenue and past performance, while protecting your time and money
  • a hybrid approach of both priming (direct) and subcontracting (indirect) is key to market acceleration 

Referenced Links:

 CONTACT | Joshua Frank


Neil McDonnell is an experienced small business owner and seasoned entrepreneur. An Army veteran and the founder HUBZone Chamber of Commerce, Neil is a government contracting subject expert and small business advocate for media and conferences.

His podcast series offers key information and tips to help small businesses gain insight into government agencies and large prime contractors and develop strategies to effectively present services. 

SPONSOR: Small Business Success Club



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