Jennifer Schaus presents a webinar on GSA Schedules and how to maximize sales. Webinar audio/video avail: http://www.youtube.com/watch?v=N0cDBhT1BhY&feature=youtu.be Or contact JSchaus@JenniferSchaus.com or + 1 - 2 0 2 - 3 6 5 - 0 5 9 8

1. 7 Steps
To
Maximize
GSA Schedule
Sales

2. 7 Steps to Maximize GSA Schedule
Sales
• Agenda
– Introductions
– Presentation
–Q&A

3. 7 Steps to Maximize GSA Schedule
Sales
– Introductions:
• NCRC / SBTC - Small Business Teaming Center
• Ed Saltzberg – ERS Advisors
• Jennifer Schaus – JS & Associates

4. 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

5. 7 Steps to Maximize GSA Schedule
Sales
ERS Advisors
Government contract consulting
Environmental sector
Washington, DC based

6. 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

7. # 1: STW – Spread The Word!
• GSA Logo & Contract #
– Website
– Business Card
– Auto-Signature
– Marketing Materials
– Cap Statement

8. # 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

9. # 3: Sleeping with The Enemy
• Friend or Foe?
– Complimentary Competitors
– Partners & Teaming
– Mentor-Protégé
– Sub-Contractors & Primes
– SDVO, 8a, HUBzone, etc.

10. # 4: Who Loves You?
• GSA Eligible Buyers
- State & Local Govt
- Quasi – Govt
- Non-Obvious

11. # 5: Call the Doctor
• Heartbeat Required
– Sales 101 – RELATIONSHIPS!
– Human Needed
• Diagnose & Remedy
– Fresh Perspective
– Refresh B2G Biz Plan

12. # 6: Stay Informed
• Knowledge is Power
– GSA initiatives / changes
• GSA Interact
• FSSI
• SSQ
• GSA Confs

13. # 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

14. Thank You !!

15. Thank You !!
Jennifer Schaus & Associates
JSchaus @ JenniferSchaus . com
www . JenniferSchaus . com
+1–202–365–0598