Convincing a Prime to Put You on Their Team

You know you have to team with another company to take part in a larger acquisition. You know that a dozen teams will go after the bid. There are three companies that you KNOW have a competitive chance at winning. One of these three is likely to win. You select the one you believe is most competitive, and you have a meeting to discuss joining their team. By the time the meeting takes place, the prime has most likely already made a decision. You’re on the team or you’re not. But even if you’re on the team, you may get little or no work.

These are the situations many companies face in both the government and commercial markets. We’re going to discuss several strategies you can employ to make sure that your initial discussion clearly shows that you will make the prime more competitive. It’s not about what you sell or how strong you are at what you do. It’s about helping the prime win. Create that perception and you’re on the team.

SPEAKER:  JOSHUA P. FRANK, Managing Partner, RSM Federal.

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. He is a recognized expert in the development and implementation of tactics and strategies required to differentiate, position for, and win government contracts. His seminars are consistently the top rated sessions at national conferences and events. Mr. Frank’s coaching has helped companies win more than $13.5 billion in government contracts and $30 billion in indefinite delivery contracts. His tactics and strategies facilitate improved positioning, competitive advantage, and sales cycle acceleration to winning new contracts and increasing revenue. With thousands of testimonials, Mr. Frank’s approach is consistently rated as being real-world, highly educational, and thought provoking.

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. 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 by Small Business Monthly; and in the fall of 2021, Mr. Frank was inducted into the Government Sales Hall of Fame with the inaugural Lifetime Achievement Award.

Mr. Frank has landed coverage in print and broadcast, including NBC, CBS, Fox Business, and dozens of other magazine and news outlets. He serves as Chairman of the Board for the Midwest Veterans Advocacy Foundation (VAF). He supports the SBA’s Emerging Leaders Program and judges applications for Arch Grants providing startup funding for entrepreneurs. An avid outdoor enthusiast, Girl Scout and Boy Scout leader, Mr. Frank lives in St. Louis, Missouri with his wife, daughter, and son. A former military intelligence officer, holds degrees in English, a Masters in Management Information Systems (MIS), and a Master’s in Business Administration (MBA).