GWU 2.0 Lab Nov 19th in Wash, DC

Don't miss this great event at GWU - 2.0 Start-Up Lab.

http://www.gov2expo.com/gov2expo2010

A great event in Washington, DC

Jennifer Schaus
Jennifer Schaus & Associates
Washington, DC
http://www.JenniferSchaus.com
JSchaus@JenniferSchaus.com
GSA Schedules & GOVT RELATIONS

Marketing to the US FED GOV

Please visit our friends at GREEN BUZZ AGENCY for a Guest Post by Jennifer Schaus on "Effective Marketing to the US Federal Government", posted October, 2010.

http://www.greenbuzzagency.com/effective-marketing-to-the-federal-government

Jennifer Schaus - Contributes to WASHINGTON BIZ JOURNAL on SUBCONTRACTING, Aug-Sep 2010

Jennifer Schaus contributes article to Washington Business Journal on SUBCONTRACTING, (Aug - Sep 2010)http://washington.bizjournals.com/washington/stories/2010/08/30/focus3.html

Federal Government Buying Season, 4th Quarter Spikes

Vendors, Be Prepared for Spike in Federal Buying Season, By Michael Keating, Interview with Jennifer Schaus

http://govpro.com/federal/content/federal-demand-spike-20100723/

B2G Networking / Selling to the Gov't

http://JenniferSchaus3.eventbrite.com

GOVERNMENT Contractors Monthly Networking Event at the JF Kennedy Center in Washington, DC.

There will be no event in AUGUST, but we will resume in SEPTEMBER on 9/16 at our new time of 5:30pm - 7:30pm.

Thank you for your attendance and support,

Jennifer Schaus

Selling to the Federal Government, BASIC TIPS TO GET STARTED

Often times, I answer questions by prospective companies on LinkedIn who have no idea HOW to sell to the government but have decided to take the plunge into the B2G vertical market. Often times they jump or leap without conducting any research and have unrealistic expectations.

Below are some high level suggestions (in order) of various resources and steps you can take. Should your require further consultation or more specialized conversation, please do not hesitate to contact me directly.


Marketing or selling anything into any vertical market requires understanding (education) about the client, their goals, challenges and mission - as well as how your solution (product/service) is a fit. After that -- understanding who the players are - Contracting Officers, Program Managers, etc w/in each agency that you have identified as a potential target & good use of your sales time will come next. Governments (state, local, federal, quasi) have different buying periods and therefore different budget cycles and buying patterns. They also purchase in different methods and for different reasons. There are a host of services - some paid by through your tax dollars and others commercially available that will post solicitations. This can include Sources Sought, RFI's, RFP's, RFQ's, etc. Simply responding to these is not the most effective way to win business, as most are wired for the firm that has been knocking on the door, making the pitch to the government & then gotten spec'd into the solicitation.

http://www.FBO.gov = all Fed solicitations $25k+ http://www.FindRFP.com = state, local, Fed http://www.Onvia.com = " " " http://www.Devex.com = for the quasi's


If you want to get in the game before the solicitation, then you must employ some basic sales skills - smiling & dialing to set up meetings w the appropriate people. Here is where you can buy some government marketing lists:

http://www.carrollpublishing.com/
http://www.leadershipdirectories.com/
http://www.input.com/
http://www.fedsources.com/

Some of the above firms will also provide market intel & solicitation information which can be quite useful. The govt market is 10x more competitive today than ever before. Obvious reasons are the economic situation and the pursuit of ARRA contracts. Everyone is rushing in (most without conducting any due-diligence, market analysis or w/o having a B2G biz plan and road map) to try to blindly attempt to secure and win contracts. Some organizations that can help you with the market analysis and strategy:

http://www.tacticalinsight.com/
http://www.ideastolaunch.com/
http://hyodenterprises.com/
http://www.summitinsight.com/

The B2G vertical is the same as any other market - there is a process in place and a big part of the game is relationship building. Going to conferences, trade shows, attending networking events and joining associations related to government can help make the right connections and in-roads.

http://www.theasbc.com/
http://www.secaf.org/
http://www.ndia.org/
http://www.1105media.com/government/html
http://www.fbcinc.com/
http://www.govevents.com/
http://jenniferschaus3.eventbrite.com/

Again, this is not an overnight success playground - B2G is a longer sales cycle, quite competitive with companies that have been in the rotation for quite some time. You may also want to differentiate your firm as best you can in addition to have the best quality product/service. Some marketing tools that may help are GSA Schedules (sets price ceilings for your offering), 8a Status (SBA's formal small business prgm), HUBzone etc. http://www.gsa.gov/
http://www.sba.gov/


Additional resources for information and education about this vertical can be found through your tax payer dollars via govt organizations:

http://www.aptac-us.org/
http://www.score.org/
http://www.osdbu.gov/

Network on B2G Social Media Sites - including LinkedIn by joining the govt related groups available (see my groups).

http://www.tfcn.us/
http://www.idga.org/
http://www.GovLoop.com http://www.gtra.org/


Teaming for Small Biz and Primes:
http://GovWin.comReading periodicals and staying abreast of industry trends in your industry.

http://govpro.com/
http://www.govexec.com/email/?oref=topnav


This should give you a start. Please let me know if I can be of further assistance to you.


Jennifer Schaus
Jennifer Schaus & Associates
Washington, DC
http://www.JenniferSchaus.com GSA SCHEDS & GOVT RELATIONS

B2G NETWORKING IN WASH DC
http://jenniferschaus3.eventbrite.com/

Links:
http://www.linkedin.com/redirect?url=http%3A%2F%2FJenniferSchaus-b2g%2Eblogspot%2Ecom&urlhash=4v9I
http://www.linkedin.com/redirect?url=http%3A%2F%2Fwww%2EJenniferSchaus%2Ecom&urlhash=kOCn

My Account - Event Sponsors

My Account - Event Sponsors

Stimulus program is funding more than 110,000 prime and subcontractors

Stimulus program is funding more than 110,000 prime and subcontractors

Jennifer Schaus Comments on Selling to the FED GOV, March 2010

http://www.allbusiness.com/company-activities-management/contracts-bids/14146555-1.html

A quick peek at some of the in's and out's of doing business with the US FED GOV.
Jennifer Schaus of Jennifer Schaus & Associates in Washington, DC comments.
Her firm, based in Washington DC assist domestic & foreign companies with the GSA Schedule process and provides government relations services. More info at http://www.JenniferSchaus.com

The US Government, A Viable Customer for Foreign Companies

The US Federal Government, A Viable Customer for Foreign Companies by Jennifer Schaus of Jennifer Schaus & Associates, a boutique government consulting firm in Washington, DC provide expertise to domestic and foreign companies interested in doing business with the US Goverment. Read all about it on SSRN - Social Science Research Network:http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1569926

Or visit Jennifer Schaus & Associates at http://www.JenniferSchaus.com

Jennifer Schaus - Response to Panel Recommendation of GSA's MAS Overhaul

Jennifer Schaus of Jennifer Schaus & Associates responds to - Panel Recommendation of General Services Administration MAS (Multiple Award Schedule) Overhaul.

http://www.govexec.com/story_page.cfm?articleid=44698&dcn=e_tma

Foreign Companies Selling to the US Government

Find Jennifer Schaus & Associates now on http://issuu.com/jennifer_schaus
Read white papers here about government contracting and how foreign companies can enter the US market.

SBA's Womens Procurement Program - Government Contracts

Jennifer Schaus comments on controversial womens procurement program at SBA (Small Business Administration) ...stressing the importance of relationship building in the sales process. March 2010
http://www.govexec.com/story_page.cfm?articleid=44698&dcn=e_tma

Foreign Companies Selling to the US Government

This link takes you to a white paper written by Jennifer Schaus of Jennifer Schaus & Associates, a boutique government consulting firm in Washington, DC - assisting companies (domestic & foreign) with selling to the US Government. The paper focuses on how foreign companies can enter this competitive US market and capture Stimulus dollars, grants, government contracts, etc.
http://www.scribd.com/doc/15461938/Foreign-Companies-Selling-to-the-US-Govt-B2G

GSA Schedules & how you can WIN more FEDERAL Business

WIPP (Women Impacting Public Policy) and American Express Present "Give Me 5". Jennifer Schaus of Jennifer Schaus & Associates, a boutique government consulting firm in Washington, DC present to WIPP members about the importance of the GSA (General Services Administration) Schedule and discusses how government agencies use this contract vehicle to make purchases.
Small Business TV hosts the webinar content for WIPP.
http://www.sbtv.com/Women/Organizations/GiveMe5/2089/Video

Government Buying Cycle, Understanding the Fiscal Year Purchasing Cycle

Michael Keating of Government Product News interviews Jennifer Schaus of Jennifer Schaus & Associates in Washington, DC about how businesses can tap into government contracts. She explains the importance of understanding the federal buying cycle and spikes in the fiscal year purchases.

This is a good article for small businesses and companies (domestic and foreign, including embassies) interested in breaking into the government market to understand. The Stimulus Package/ ARRA has opened up some opportunities for small businesses to capture government contracts, grants and standard contracts partnering with prime contractors.

http://govpro.com/federal/content/Use_it_Lose_it_0713/

Jennifer Schaus
Jennifer Schaus & Associates
Washington, DC
http://www.JenniferSchaus.com
JSchaus@JenniferSchaus.com
GOVT RELATIONS & GSA SCHEDULES

B2G Networking at the Kennedy Center, DC
http://JenniferSchaus3.eventbrite.com

Response to the State of Union, January 2010

Response to the State of the Union
The Government as a Customer for Small Business.........

I did not watch the SOU. However, the script from the tele-prompter seemed to say & promise various areas for businesses - large & small to stay alive during these economic times. There are incentives in certain industries (green, energy efficiency, etc) that are new and burgeoning area where the playing level may appear fair. Most of these areas are dominated by larger firms who have the experience, past performance, resources, relationships in place & knowledge of how to be successful.

Many of these areas which require some involvement with government - such as applying for grants, competing for government contracts, interfacing with Export-Import Bank, or OPIC - again will leave many of the small businesses baffled by the cumbersome government process. The small businesses do not have the financial strength or time investment (as cash is dwindling down) to either pay a government consultant or learn the B2G process.

It is however not all "doom-&-gloom" for the small business. I highly suggest that they take advantage of the set-aside contracts w/in the government; take advantage of the Prime Contractors (ie. Lockheed, Northrop Grumman) small business contracting goals; leverage the free (tax-payer funded) gov't resources such as the PTAC offices - and many others!; and lastly... capitalize on the fact that you are small & you can make changes quickly in your organization & that you are adaptable, can add new product/service lines to your offering - unlike the big companies that are as cumbersome as the government.

There are opportunities for all and that is the beauty of this great country. Businesses need to find their angle and advantages asap - and implement their 2010 strategy for success in this increasingly competitive global economy.

Thank You.

Jennifer Schaus
Jennifer Schaus & Associates
Washington, DC
http://www.JenniferSchaus.com
JSchaus@JenniferSchaus.com
GOVT RELATIONS CONSULTANT
B2G Monthly Networking Event
http://JenniferSchaus3.eventbrite.com

By: Jennifer Schaus, Jennifer Schaus & Associates, Washington DC