FED GOV CON Webinar Wednesdays 2019 Series JSchaus & Assoc. Washington DC +1–202–365–0598
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About Our Speaker: AMBER HART Education: BS Conflict Analysis and Resolution & Global Affairs | GMU Company Name: The Pulse of GovCon # of Years Federal Gov Con Experience: 10
About Our Speaker: LISA SHEA MUNDT Education: BA/MA Writing, Rhetoric, Technical Comms | JMU Company Name: The Pulse of GovCon # of Years Federal Gov Con Experience: 10
GovCon Cold Calling: 5 Ways To Warm Up Your Approach
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Table of Contents 1. Call with a Purpose 2. Introduce Yourself at an Event 3. Start a[n] online dialogue 4. Submit RFIs/Market Research 5. Make it Easy
This content was developed by The Pulse of GovCon
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
1: Call with a Purpose DON’T Don’t just call a Contracting Professional, Federal Program Manager or OSDBU Representative out of the blue with nothing to say except “hi” Don’t ask Federal Representatives to tell you about upcoming opportunities Don’t call and not leave a voicemail
DO Do your homework! You need to know: -If they have purchasing power -What they’ve bought historically -Their mission -Upcoming opportunities Have your relevant elevator pitch memorized and ready! Know your capabilities that fit the mission. Know your value proposition/differentiators Listen more than you talk
This content was developed by The Pulse of GovCon
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
2. Introduce Yourself at an Event DON’T Don’t overstay your welcome at their table or booth Don’t skip context clues and assume that they will remember who you are Don’t just leave your card and expect them to reach out
DO
Once you find out who you’re selling to, see if they're hosting any industry days or small business sessions – and go Get involved in social events/awards functions to meet Government officials Do follow-up after the event and say it was nice to meet them
This content was developed by The Pulse of GovCon
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
3. Start a[n online] dialogue DON’T Don’t overstep your boundaries Don’t send inappropriate personal messages (don’t be creepy) Don’t steal content and pass it off as your own Don’t shy away from your opinions (they’re what makes you unique!)
DO
Be [appropriately] active on Twitter, LinkedIn and Facebook Write a relevant content where a customer can interact with you online Do observe, analyze and understand what industry is sharing to improve
This content was developed by The Pulse of GovCon
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
4. Submit RFIs/Market Research DON’T Don’t name your electronic marketing documents so that it cannot be found “Capabilities Statement" or "Acronym“ Don’t submit general white papers to multiple agencies
DO
Do name your electronic marketing documents so that it can be easily found [Company Name] [acronym, if any] [Niche] [Set-Asides] Capabilities Be purposeful in your submissions Follow-up and be persistent
This content was developed by The Pulse of GovCon
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
5. Make It Easy
DO
DON’T Don’t be inconsistent – follow-up when you say you will follow-up Don’t force your customers to identify methods of acquisition Don’t have unrealistic spending expectations Don’t leave unidentifiable voicemails
Do your research and identify how your target customer can find you fast and leverage it (GSA Schedules, etc.) Do have your past performance references and references available Do have your SAM profile up-to-date
This content was developed by The Pulse of GovCon
THANK YOU! JSchaus & Assoc. Washington DC hello@JenniferSchaus.com www.JenniferSchaus.com +1–202–365–0598 Speakers: Amber Hart/Lisa Shea Mundt Email: pundits@pulsegovcon.com