FED GOV CON Webinar Wednesdays 2019 Series JSchaus & Assoc. Washington DC +1–202–365–0598
About Our Webinars: - Every Wednesday; - Complimentary; - Recorded; - YouTube & our Website; - No Questions
About Us:
Professional Services for Federal Contractors - GSA Sched; - SBA 8(a); - Proposal Writing; - Pricing; - Contract Administration; - Business Development
Advertise With Us! We offer newsletter and webinar advertising. Email mallory.flowers@jen niferschaus.com for more information.
About Our Speaker: Eileen Kent Education: Wayne State University Company/Brand Name: Custom Keynotes/Federal Sales Sherpa # of Years Federal Gov Con Experience: 17 Years
Government Contracting: What NOT to Do
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
#1. Manage Your Sam.gov Registration Yourself Get Complimentary Help from Your Local PTAC Keep Your Entity Active and Up-To-Date Keep An Eye Out for the NAICs Codes & PSC Codes You Need to Add Tell the Truth and nothing but the Truth
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
#2. Write Only Winners. Know Your Customers’ Needs, Preferences, Solutions Build a Fail Safe Bid/No Bid Process Have a Strong Win Theme Do It Right or Don’t Do It At All
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
#3. Hit the Field and Call on the Agencies Who Buy What You Sell Train Your Team to Sell Train Your Onsite Team to Pay Attention to Opportunities Perform a Deep Dive Competitive Analysis Have a Federal Sales Action Plan and Execute It Lead with Your Capabilities and Close with Your Set Asides
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
#4. GSA Requires You to Sell $25,000 in the First Two Years and Every Year Thereafter. Make Sure Your Clients Use GSA Schedules Before You Go Through the Year-Long Waiting Game to Get Approved. The Data is Out There. Do Your Homework. They Get Paid When You Get Paid So They Want Winners Only.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
#5. Only Partner with the Primes who are winning at the agencies who buy what you sell. Do Your Homework Ask Around Interview Them Meet Multiple Times Before You Sign On the Dotted Line.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
#6. When Hiring A Consultant, Ask Around. There are Good Consultants and there are Great Consultants. There are Many Price Points Available. Call on their References. Ask Experts on LinkedIn - Privately.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
#7. Ask for a Debriefing and Turn it into a chance to SELL. Show them You’re a Good Loser Who “Gets It.” We’re Happy to be the Back Up …. Anything Else Coming Down the Pipeline?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
#8. Respect the agreement with your Prime at the Agencies where you’re working together. Who knows, they might ask you to be the prime – next time -- and they’re the sub!
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
#9. Talking Politics – Posting Politics – Will Hurt Your Federal Business. No one will ever tell you if you spoke out of turn, they’ll just quietly back away from you. Create a culture at your business of neutrality and remind your team members to do the same.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
#10. Under Promise and Over Deliver Every Single Time. Tell the Truth. If there is a problem, bring it to their attention immediately. Honesty is the only policy in federal contracting.
THANK YOU! JSchaus & Assoc. Washington DC hello@JenniferSchaus.com www.JenniferSchaus.com +1–202–365–0598 Speaker: Eileen Kent, Custom Keynotes Email: eileenkent@customkeynotes.com Phone: 312-636-5381