Government Contracting - 7 Steps to Maximizing Your GSA Schedule

7 Steps

To

M a x i m i z e GSA Schedule

Sales

7 Steps to Maximize GSA Schedule Sales

• Agenda– Introductions– Presentation– Q & A

7 Steps to Maximize GSA Schedule Sales

– Introductions:• NCRC / SBTC - Small Business Teaming Center• Ed Saltzberg – ERS Advisors• Jennifer Schaus – JS & Associates

7 Steps to Maximize GSA Schedule Sales

• NCRC – SBTC– National Community Reinvestment Coalition /

Small Business Teaming Center– Funded by SBA Jobs Act 2010– Training & JV’s– Government Contracting

7 Steps to Maximize GSA Schedule Sales

ERS AdvisorsGovernment contract consulting

Environmental sector

Washington, DC based

7 Steps to Maximize GSA Schedule Sales

• Jennifer Schaus & Associates• B2G Services and events

GSA Schedules / 8a Cert / Proposal Writing

Security Clearances / SBIR’s / DCAA Compliance

Fed Sales, Marketing, Lobbying, Biz Dev

# 1: STW – Spread The Word!

• GSA Logo & Contract # – Website – Business Card– Auto-Signature– Marketing Materials– Cap Statement

# 2: BCC – Be Compliant & Current

• GSA Price List & Terms / Conditions

– GSA Advantage = Product Listing– GSA E-Library = T/C’s – GSA E-Buy = RFP Push

# 3: Sleeping with The Enemy

• Friend or Foe?– Complimentary Competitors– Partners & Teaming– Mentor-Protégé – Sub-Contractors & Primes– SDVO, 8a, HUBzone, etc.

# 4: Who Loves You?

• GSA Eligible Buyers

- State & Local Govt

- Quasi – Govt

- Non-Obvious

# 5: Call the Doctor

• Heartbeat Required– Sales 101 – RELATIONSHIPS!– Human Needed

• Diagnose & Remedy– Fresh Perspective– Refresh B2G Biz Plan

# 6: Stay Informed

• Knowledge is Power– GSA initiatives / changes

• GSA Interact• FSSI• SSQ • GSA Confs

# 7: Be The Crossing Guard

– Stop, Direct, Keep It Moving• Stop Competition• Direct contract thru GSA Sched• Keep your project moving

– Test or Pilot Program– Trial Period– On-site Demo

Thank You !!

Thank You !!

Jennifer Schaus & Associates

JSchaus @ JenniferSchaus . com

www . JenniferSchaus . com

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