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7 Steps To M a x i m i z e GSA Schedule Sales Jennifer Schaus JS & Associates

7 Steps To M a x i m i z e GSA Schedule Sales Jennifer Schaus JS & Associates. 7 Steps to Maximize GSA Schedule Sales. Agenda Introductions Presentation Q & A. 7 Steps to Maximize GSA Schedule Sales. Introductions Moderator: Edward Saltzberg – ERS Advisors

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7 Steps To M a x i m i z e GSA Schedule Sales Jennifer Schaus JS & Associates

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  1. 7 Steps To M a x i m i z e GSA Schedule Sales Jennifer Schaus JS & Associates

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

  3. 7 Steps to Maximize GSA Schedule Sales Introductions • Moderator: Edward Saltzberg – ERS Advisors • Expert: Jennifer Schaus – JS & Associates • Sponsors • NCRC / SBTC - Small Business Teaming Center • Set Aside Alert • James J. Baker

  4. 7 Steps to Maximize GSA Schedule Sales NCRC – SBTC www.ncrc.org • 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 Set Aside Alert www.setasidealert.com • Small business government intelligence • Contract alerts • Teaming opportunities • News and interviews • Biweekly newsletter • Daily emails

  6. 7 Steps to Maximize GSA Schedule Sales James J. Baker www.jamesjbaker.com • Pubic Sector Research, Strategy and Execution • Tools and Tactics Training Seminar How to Win Business From The Government

  7. 7 Steps to Maximize GSA Schedule Sales ERS Advisors www.ersadvisors.com • Business Acquisition Processes & Training • Capture Management • Proposal Strategy and Support • Bid Pipeline Management The Business Acquisition Tracker (The BAT) www.ersadvisors.com/webinarspecial

  8. 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 http://jenniferschaus.com/

  9. # 1: STW – Spread The Word! • GSA Logo & Contract # • Website • Business Card • Auto-Signature • Marketing Materials • Cap Statement

  10. # 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

  11. # 3: Sleeping with The Enemy • Friend or Foe? • Complimentary Competitors • Partners & Teaming • Mentor-Protégé • Sub-Contractors & Primes • SDVO, 8a, HUBzone, etc.

  12. # 4: Who Loves You? • GSA Eligible Buyers - State & Local Govt - Quasi – Govt - Non-Obvious

  13. # 5: Call the Doctor • Heartbeat Required • Sales 101 – RELATIONSHIPS! • Human Needed • Diagnose & Remedy • Fresh Perspective • Refresh B2G Biz Plan

  14. # 6: Stay Informed • Knowledge is Power • GSA initiatives / changes • GSA Interact • FSSI • SSQ • GSA Confs

  15. # 7: Be The Crossing Guard • Stop, Direct, Keep It Moving • Stop Competition • Direct Contract thru GSA Schedule • Keep Your Project Moving • Test or Pilot Program • Trial Period • On-site Demo

  16. Thank You !!

  17. Thank You !! Jennifer Schaus & Associates JSchaus @ JenniferSchaus . com www . JenniferSchaus . com + 1 – 2 0 2 – 3 6 5 – 0 5 9 8

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