Government Contracting - 7 Steps to Market Your GSA Schedule - Jennifer Schaus

7 Steps To

Maximize 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 Advisors Government 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 +1–202–365–0598