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7 Steps to Maximize GSA Schedule Sales
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Transcript of 7 Steps to Maximize GSA Schedule Sales
7 Steps
To
M a x i m i z e 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 AdvisorsGovernment 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
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