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, Contract Admin & more!; Educational webinars; -
Networking events and seminars;
WEBSITE: http://www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
UPCOMING EVENTS TUESDAY - September 11 CLASS: Introduction to GSA Schedules Register: https://tinyurl.com/y973mbp6
THURSDAY - September 13 CONFERENCE: Federal Government Construction Contracting Summit Register: https://construction091318.eventbrite.com TUESDAY - September 18 CLASS: GSA Schedules For Beginners Register: https://tinyurl.com/ybrcrh2b THURSDAY - October 04 CLASS: GSA Schedule for Beginners Register: https://tinyurl.com/yazpw7da MONDAY - November 05 CLASS: So I Have a GSA Schedule, Now What? Register: https://vaptap.ecenterdirect.com/events/2414
November 13-15 CONFERENCE: GroundBreak - The Construction Conference Register: https://www.procore.com/groundbreak/schedule
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT OUR SPEAKER: Jennifer Schaus - # of Years In GOV CON: 20 - Education: Towson University, BA - Business Leadership Certs – Cornell and UC Berkeley
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing On Federal Q4 Contracts Wednesday, August 21, 2018
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts
Overview
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts OVERVIEW • Federal Fiscal Year runs October 1 – September 30 • Q4 = July, August , September • Largest Spending Spikes are Q4 • Use It Or Lose It Budget
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts
#1
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts # 1 - Don’t wait until Q4! Sales, marketing and business development should be on-going, fluid and dynamic part of your business.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts
#2
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts # 2 – Have a contract vehicle in place Make it easy for the government to purchase from you. A contract vehicle is a bridge that facilitates the acquisition process. ie. GSA SCHEDULE
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts
#3
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts # 3 – Plant seeds and build relationships The US Federal Government makes decisions and purchases based on these main factors: Trust, Known Entity, Price and Past Performance.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts
#4
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts # 4 – Have a plan and be proactive, not reactive Conducting market research, review competitors pricing, acquisition forecast so that you are on offense and prepared.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts
#5
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts # 5 – Know your sweet spot – focus on core competencies Don’t attempt to be everything to everyone. It won’t work. Focus on what you do well – and then do it well.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts
#6
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts # 6 – Work with partners for teaming, JV, sub-contracting, Mentor-Protege and more Build relationships with both large and small to compliment each other and gain access to a new footprint.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts
#7
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts # 7 – Have a warm bench of support staff “ready to go” Q4 is the height of hunting season and it is advantageous to have a bench of proposal writers, pricing analyst, and contract administrators for both the chase and post-award fulfillment.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts
CONCLUSIONS
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
7 Steps To Capitalizing on Federal Q4 Contracts CONCLUSIONS • No silver bullet – takes time & grit • 12 – 24 Month Sales Cycle • Certainly one-hit wonders in Q4 with low hanging fruit • Those with relationships, past performance and a plan have the advantage
THANK YOU FOR ATTENDING!!
WWW.JENNIFERSCHAUS.COM
QUESTIONS? CONTACT Jennifer Schaus at 2 0 2 – 3 6 5 – 0 5 9 8 and jschaus@JenniferSchaus.com
SERVICES FOR US FEDERAL CONTRACTORS
OFFICE: 2 0 2 – 3 6 5 – 0 5 9 8