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How To Engage and Position During Government Prospect Meetings

November 2, 2021 @ 9:00 am - 10:30 am

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 in this course.

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.


This training is offered at no cost; it’s the final Golden State PTAC training in 2021!


November 2, 2021
9:00 am - 10:30 am