Government Contracting - Navigating the Market in Challenging Times - Jennifer Schaus

Navigating The Federal Market In Challenging Times

Jennifer Schaus May 2013

Navigating The Federal Market In Challenging Times Agenda * Introduction & Background * Presentation Content

* Conclusions * Q&A

Navigating The Federal Market In Challenging Times

Introduction & Background Jennifer Schaus -

15 yrs in govt contracting Washington DC based govt consulting firm Product & Service Clients Domestic & Intl Clients Small, Mid Size & Large Biz GSA Scheds / Lobbying / Proposal Writing / etc.

Navigating The Federal Market In Challenging Times

Navigating The Federal Market In Challenging Times Presentation Topics……………

1. Why Sell in the Federal Market?

2. Current State of Affairs

3. Jockey For Best Position 4. Schaus – Out Of The Box

Navigating The Federal Market In Challenging Times Why Sell in the Federal Market?

ADVANTAGES * Steady Business – once in * Guaranteed Payment * Diversify Customer Base * Leverage Set Aside Goals * Public Information Avail

Navigating The Federal Market In Challenging Times Why Sell in the Federal Market?

DISADVANTAGES * Long Sales Cycle * Competition / Incumbents / Risk Adverse * Red Tape / Paperwork * Quirky Vertical – Acronyms, Lingo * Good ol’ boys

Navigating The Federal Market In Challenging Times Current State of Affairs - FACTS * Shrinking Budgets * Sequestration

* Continuing Resolution * Delayed Purchases * Bundled Contracts

Navigating The Federal Market In Challenging Times Current State of Affairs – UGLY! * Decreased Attendance Trade Shows * Harder to get 1:1 Face Time * Younger Work Force – CO’s * “Buying Contracts” – LPTA * GSA (FSSI) – Federal Strategic Sourcing Initiative “Clear Winners & Losers”

Navigating The Federal Market In Challenging Times

What’s YOUR Strategy?

Navigating The Federal Market In Challenging Times

Jockey For Position * Many Bidders

* ONLY One Winner

Navigating The Federal Market In Challenging Times

Jockey For Position * * * *

Competitors = Partners Forecast & Plan Sub to Prime Network – Assoc & Industry

* TOOL = SBA Score Card

Navigating The Federal Market In Challenging Times

Jockey For Position * * * * *

Limit Your Competition Partner w them; Certifications – 8a, WO, etc Contract Vehicles – GSA Sched., etc.

Trainings – incl. State, Local, Assoc

Navigating The Federal Market In Challenging Times

Schaus – Out Of The Box - IDEAS * * * *

State & Local Govt Quasi Govt – UN, World Bank, Red Cross Export – CAN, NZ, AUS – MWBDA/ExIm Partner, JV, M&A

Navigating The Federal Market In Challenging Times

Schaus – Out Of The Box - ACTION

* Limited Budget / Risk Adverse * Demo’s / Trials * Budgets Decreased * Diversification – other mkts * Hard to get meetings * Request Debrief = Relationship

Navigating The Federal Market In Challenging Times

Conclusions . . .

Navigating The Federal Market In Challenging Times

Conclusions * Fed Mkt not immune to budget cuts & cycles; * More co.’s entering Govt mkts = competitive; * Comml mkt may recover; Govt mkt not getting easier;

* Have a Plan; * More importantly - have a Plan B; * Knowledge = power. Use public data (ie. SBA Score Card)

Navigating The Federal Market In Challenging Times

What Questions Do You Have?

Navigating The Federal Market In Challenging Times * Gov Con Marketing & Events

Jennifer Schaus Jennifer Schaus & Assoc.

Washington, DC http://JenniferSchaus.com

+1–202–365–0598

* Business to Government Services B2G Business Plan; Govt Marketing, Sales, Biz Dev; Lobbying & Hill Relations Proposal Writing GSA Schedules 8a Cert SBIR’s Security Clearances DCAA Audits Other B2G Services