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UH Bauer Procurement Technical Assistance Center

Govology: How To Engage and Position During Government Prospect Meetings

Sep
23
2021
Thu 12:00 PM to 1:30 PM
Topic: Government Contracting

READ BEFORE REGISTRATION

This workshop requires you first to register with the UH PTAC by selecting the "Register Online" link below. After you have completed the UH PTAC registration, YOU MUST select the "Continue" link and you will be taken to the Govology website. On the Govology website select the "Buy now" link to complete the registration process. If you are an existing UH PTAC client, enter your coupon code during the Govology registration and the training is free for you to attend.

YOUR REGISTRATION TO ATTEND THE WEBINAR IS NOT COMPLETE UNTIL BOTH THE UH PTAC AND GOVOLOGY REGISTRATIONS ARE COMPLETED.

If you are a current client of the UH PTAC, when you register for the webinar please use the email address we currently have on file. If you do not know the email you have on file with us, please email uhptac@uh.edu and we will confirm your email address.

If you have a new email address, please let us know and we will update your record with us.

Please do not register for the webinar using your new email address until you have informed us of the new email address and we have updated your record.

Thank you!

How many times have you had a meeting with a government prospect, walked out, and asked yourself, “What did I really get out of that meeting, and what are my next steps? How do I make the sale?”

This educational, fast-paced, high-energy, and thought-provoking webinar will teach you how to approach a face-to-face meeting with a government prospect. If you or your employees are often fearful or uncertain when meeting prospects, this webinar is guaranteed to give you a new sense of confidence. It may also realign your expectations on what you should focus on during a prospect meeting because prospect meetings are NOT about making a sale or discussing your socio-economic status.

You will learn about pre-meeting activities, including research and planning; how to facilitate the onsite meeting with your prospect; how to control the direction of the meeting, prioritizing your meeting objectives, and how to successfully follow up. Everyone tells you to bring a copy of your capability statement or a marketing slick – don’t. Everyone tells you to introduce your company by including your socio-economic status – don’t. The presenter, Mr. Joshua Frank will explain why during the webinar.

This training provides award-winning tactics and strategies that have directly helped companies win more than $2.8 billion in definitive contracts and more than $30 billion in multiple-award contracts. As a result of these strategies, Mr. Frank, managing partner at RSM Federal, was awarded SBA’s Veteran Business of the Year and Small Business Advocate of the Year by the Society of American Military Engineers.

Learning Objectives:

  • Understand that the objective of meeting with a prospect is NOT to sell something. You will learn the importance of value and strategically positioning during pre-acquisition for business intelligence.
  • Understand the common challenges and fears of meeting with a government prospect and simple techniques and strategies for overcoming them.
  • Understand what marketing materials you should and should not bring to a meeting with a prospect or teaming partner. Contrary to what many believe, bringing a generic capability statement is a poor business decision.
  • Understand how to create a 45-second introduction that proves to the prospect or teaming partner that your company provides substantial value.

Target Audience: New and experienced government contractors

Speaker(s): Joshua Frank, RSM Federal


Fee: $ 75.00

FREE for UH PTAC clients after you enter the coupon code. Click "Continue" after you complete the UH PTAC registration to go to the Govology website to complete your registration.

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