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: VADM Lou Crenshaw -30+ Years in Navy -
10 Years In GOV CON:
United States Naval Academy, BS Ocean Engineering United States Naval Test Pilot School -
Certified Defense Financial Manager President, Crenshaw Consulting Associates
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
30 Minutes with DoD Execs: Make the most of it! Wednesday, July 11, 2018
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Why Conversations Matter • • • • •
DoD Execs are busy You will probably have one chance Establish credibility/competence/empathy Hear straight from the customer Opens the door for follow-up
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
What an Effective Conversation is not! • A Sales Pitch • A PowerPoint marathon • A Demo • Time to demonstrate reading skills • Time to check your cell phone • Mostly transmitting
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
What is an Effective Conversation? • Builds trust and relationships • Shared learning • Three Stages • Set the agenda • Discuss/probe/listen • Next steps • Active listening • Body Language Matters
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
• • • • • • •
What do Executives Value? Good listeners Team players and partners Honesty Interest in their problems People who can commit Contract vehicle knowledge Options
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
What do Executives Value? • • • •
Unique perspectives Preparation Small groups Written Thank You notes
www.JenniferSchaus.com
THANK YOU FOR ATTENDING!!
WWW.JENNIFERSCHAUS.COM
QUESTIONS? CONTACT OUR SPEAKER LOU CRENSHAW AT 571-421-7622 AND AT
SERVICES FOR US FEDERAL CONTRACTORS
lou@cca-va.com
OFFICE: 2 0 2 – 3 6 5 – 0 5 9 8