Game Changers for Government Contractors: Insider Tips and Advice from the Industry's Top Experts Joshua P Frank Author
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Game Changers will provide you with powerful tactics and strategies for winning government contracts. This book is a ground-breaking collaboration from 29 of the Nation's leading authorities on government sales. The concepts and strategies shared in this book are designed to educate, train, and give you a competitive edge over your competition. Each author has thoroughly tested and proven these tactics and strategies over decades of experience in the government market. This book is based on the wildly popular Podcast Game Changers for Government Contractors. The co-authors in this book are guests of the podcast, current and former government contractors, former contracting officers, and Nationally recognized experts in the government market. The strategies shared in this book have helped companies win over $20 Billion in government contracts. Each chapter in this book is crafted with numerous game changing concepts and strategies - regardless of the stage of your business. There are chapters for those new to government sales and chapters for more experienced companies already engaged in government contracting. Whether you are new to government sales or you've been in the trenches for years, you'll find concepts and recommendations to accelerate your business objectives. You will learn: ★ What it takes to win in the government market ★ How to find the right revenue mix between definitive contracts versus contract vehicles ★ How to properly communicate your past performance ★ How to grow fast in the government market ★ The GovCon small business growth model ★ How to scale your government business ★ Understanding joint ventures ★ What it takes to win SBIR & STTR contracts ★ Winning sole source contracts ★ Properly leveraging your 8(a) certification ★ Social selling in GovCon ★ Price to win strategies ★ Lean proposal management ★ Contract novation ★ Compensation for unanticipated costs and delays ★ Bouncing back from a losing streak ★ And more than 30 other concepts for growing your government business ***Published by RSM FederalThe Art and Science of Government Sales Michael LeJeune - Author (Editor-in-Chief) - RSM FederalJoshua P. Frank - Author (Executive Editor) - RSM FederalContributing AuthorsMark Amtower - Amtower & CompanyErin Andrew - Live Oak BankMichele Atkinson - Cavalry ConsultingRuss Barnes - Systro SolutionsCarroll Bernard - GovologyJudy Bradt - Summit InsightTim Burt - Tim Burt MediaJenny Clark - SolvabilityChris Bobbitt - Technical AssentMario Burgos - Burgos GroupBellandra Foster - BBFoster ConsultingAshley Haass - The Daily BriefJay McConville - PriviaMike McDermott - InquisITMichael McNulty - McNulty and AssociatesSteve Meredith - SW PA CommissionMatt Miller - EMA, Inc.David Neal - David Neal ConsultingMaria Panichelli - Obermayer Rebmann Maxwell & Hippel LLPLinda Rawson - DynaGrace EnterprisesDoug Reitmeyer - Government Construction ExpertsRob Rosenberger - BlackdragonMatthew Schoonover - Koprince LawKathleen Smith - CyberSecJobs.comCourtney Spaeth - growth[period]Carrie Ann Williams - Andana ConsultingEric Doc Wright - Vets2PM


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