GOVOLOGY: Winning Strategies and Proven Best Practices for Government Prospecting (2026 Update)

This fast-paced, high-energy session cuts through the noise and shows you where real government sales success actually starts: pre-acquisition prospecting.

Designed for small businesses operating (or planning to operate) in the federal space, this webinar delivers practical, real-world tactics you can apply immediately.

Date: March 17, 2026

Time: 12:00 p.m. CDT

Duration: Approx. 90 minutes

Presented by: Joshua Frank (RSM Federal)

Learning Credits: 1.5 CPEs, 1.5 ATCs

*To register, please see the Govology Event Registration Instructions below.

Your registration includes access to the on-demand recording.

What You’ll Learn:

The Prospecting Shift That Changes Everything

• The difference between acquisition and pre-acquisition

• Where successful contractors spend most of their time

• Why waiting for posted opportunities limits growth

Finding Agencies That Actually Buy What You Sell

• How to identify the right federal agencies and military commands

• How to evaluate whether they’re a real fit

• Where to prospect based on acquisition changes over the last five years

The 20 Most Common Prospecting Methods

Not theory. Not fluff. A clear walkthrough of the most widely used government prospecting tactics — and which ones are:

• Weak

• Strong

• Core to a winning sales strategy

Overcoming Small Business Roadblocks

• The most common prospecting challenges

• What stalls momentum

• What successful companies do differently

Why This Session Stands Out:

This isn’t a generic overview of government marketing. The strategies shared in this session have been used to support companies winning billions in federal contracts and multiple award vehicles. Joshua Frank brings decades of hands-on experience advising and training government contractors and delivers it in a direct, engaging, no-nonsense style.

Who Should Attend?

• Small business owners

• Growth and business development leaders

• Entrepreneurs entering the federal market

• Experienced contractors looking to sharpen their prospecting strategy

• Executives responsible for accelerating government sales

If you want a clearer prospecting strategy — and fewer wasted business development efforts — this session will give you the structure to do it right.

Instructions: 

*Govology Event Registration Instructions:

As a client of the Northwest Texas APEX Accelerator, you can attend Govology webinars at no cost with a discount code. Please email David Miller at David.B.Miller@ttu.edu to get your discount code BEFORE you click on the webinar link to register.

Get code, then, click HERE to register.

When you register, you’ll receive a confirmation email from Govology with your webinar link. If you don’t receive it, contact support@govology.com.

1. Create an account on Govology.com if you are new to Govology.

2. Add the webinar to cart.

3. Enter your discount code in the Coupon field and click Apply.

4. Click Proceed to Checkout to complete your registration.

5. Fill out the registration form and click Place Order.

ONLINE | No cost with code

This APEX Accelerator is funded in part through a cooperative agreement with the Department of Defense.