Jennifer Schaus & Associates SERVICES FOR US FEDERAL GOVERNMENT CONTRACTORS
WEBINAR WEDNESDAYS – 2018 WASHINGTON, DC OFFICE PHONE: 2 0 2 – 3 6 5 – 0 5 9 8
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Join Us for Our 2018 Series of Complimentary Webinars on various US Federal Government Contracting Topics. Presenters are industry experts sharing knowledge about the competitive government contracting sector. Find all of our Govt Contracting webinars (free download) at www.JenniferSchaus.com
Contact Us @ 2 0 2 – 3 6 5 – 0 5 9 8
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
REMINDERS: All webinars are complimentary. All webinars are recorded. They are found on our website and on YouTube. Please send your questions to the speaker directly. Thank you for participating.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT JENNIFER SCHAUS & ASSOCIATES: - Based in downtown Washington, DC; -
A la carte services for Federal Contractors;
Proposal Writing to GSA Schedules, 8a Cert and Contract Administration, etc.; Educational webinars; -
Networking events and seminars;
WEBSITE: http://www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT OUR SPEAKER: Jim Bender - 20+ Years In GOV CON; startup to 46 staff in 10 years - BSEE, Northeastern University; MFA, Yale School of Drama; MHS, Johns Hopkins University - ZK Development Solutions; zk-development.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Your Title Here – Initial Caps Wednesday, July 18, 2018
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com
1. Be Clear About Your Brand Proposition 2. Find the Buyers for What You Are Selling 3. Find Out How They Buy Your Service or Product and Be There 4. Reaching Out to The Buyers 5. Find Partners for Winning -
6. Build A Pipeline 7. Make the Case for Your Offer 8. Answer the Mail in Your Response 9. Price to Win 10. Take the Long View to Growing Your Government Portfolio
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Be Clear about your Brand Proposition • What you do? Methodology / technology • How you do it? • Understanding of client agency • Subject matter expertise • Write it down and test it; elevator pitch
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Brand Proposition •
What problem do you solve? •
•
Features or benefits?
Benefits matter to you or buyer? Can you prove it? Tailor it, but be consistent
The pitch should make them want more
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Find the Buyers/How do they Buy/What do they Buy • • •
Databases
Partners, incumbents
Mechanisms, expiring contracts and certifications • Contract type, evaluation criteria • •
Agency/office intel and research
Venues: trade pubs, social media, conferences
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reach Out • • •
Your website Email, social, trades
OSDBUs, Conferences, Industry Days • Phone, face to face •
Freebies, discounts •
Partner strategy
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Partner Strategy •
Incumbent/previous incumbent • Prime or sub? •
•
What do you offer?
•
Where will this lead?
•
Is the team a winner? Experience working together
www.JenniferSchaus.com
THANK YOU FOR ATTENDING!!
WWW.JENNIFERSCHAUS.COM
QUESTIONS? CONTACT OUR SPEAKER Jim Bender; 571-235-0613; jim@zk-development.com; zk-development.com $5 for Print version of book – Discount Code SCHAUS
SERVICES FOR US FEDERAL CONTRACTORS
OFFICE: 2 0 2 – 3 6 5 – 0 5 9 8