Business To Government B2G Federal Contracts Expert Information: FOUND HERE!
Monday, November 14, 2011
GSA Schedule Hands-On WORKSHOP
GSA Schedule - Hands On WORKSHOP
Tuesday, November 22, 2011
from 3:30 PM to 6:30 PM (ET)
GSA Schedule HANDS-ON Workshop
(Session ID: GSA.101)
Tues NOV 22
3:30pm EST - 6:30pm EST
1400 I Street, NW; Suite 900
Washington, DC 20005
MCPHERSON SQUARE METRO
(Offices of NSI, National Strategies Inc.)
GSA Schedules are contract vehciles and marketing tools ONLY;
GSA Schedules are NOT required to sell to the government;
GSA Schedules basis of award are typically derived from your Most Favorite Customer PRICING;
GSA Schedules have many terms and conditions and Solicitations should be read carefully by the submitting fim;
GSA Schedules require a sales quota of $25k;
GSA charges a quarterly fee of .75% of your GSA Schedule sales;
GSA Schedules require past peformance and 2 years of solid financials;
For Product Companies - Must be manufactured in TAA compliant countries;
$38 Billion USD or 9% of US Federal contracting dollars was procured through GSA Schedules;
Most agencies including DoD use GSA Scheds to make purchases;
Agencies also use their own agency wide contract vehciles;
Submission of a GSA Schedule does not guarantee acceptance of the Proposal or award of the Sched;
Award of the GSA Schedule does not guarantee any sales.
GSA Schedules are marketing tools ONLY.
Workshop Requirements - Please bring with you:
Laptop;
Company DUNS # - must be current/valid;
Company TIN #;
Company NAICS Codes;
Commercial Price List;
Name of GSA Schedule pursuing;
6 Customer references (US based) phone #, email; name.
Able to discuss/provide 2-3 current/relevant contracts. (B2B or B2C or B2G)
The Workshop will cover:
Requirements for GSA Schedule;
GSA Schedule SIN selection and corresponding NAICS;
Review and Complete Required Database Registrations;
CCR, ORCA, Digital Certificate; Past Performance Review;
Review ALL Required GSA Documentation for Proposal Submission;
Complete most of the Required Paperwork for Proposal Submission;
Differences in Product/Service Proposals;
Review of GSA E-OFFER and E-MOD System.
Time frames and expectations after Submission.
After Completing This Class:
At the end of this class participants should have the basic knowledge and understanding of GSA Schedule requirements. Participants should be able to upload their proposal through the GSA E-Offer System.
Participants will receive handouts and GSA reference materials during the workshop.
Who Should Attend:
Companies that are able to bring the required items listed above;
Companies who have 2 years of solid financials;
Companies who have current & relevant project experience that can be validated;
Companies who are serious about selling to the US FED GOV;
Companies who know their FED GOV prospects/customers are purchasing from the GSA Sched;
Companies who have a basic understanding of the GSA Sched and need additional assistance with required paperwork;
Companies who have done the homework and understand the risks and rewards of a GSA Sched.
THANK YOU.
For any additional questions, please contact us at:
Tuesday, September 13, 2011
Cashing In On Year End FEDERAL Dollars,
Industry Market Trends quotes Jennifer Schaus on "Cashing In On Year End Dollars".
Jennifer Schaus quoted in INDUSTRY MARKET TRENDS: Selling to the US FED GOV:
http://news.thomasnet.com/IMT/archives/2011/09/cashing-in-on-year-end-federal-spending.html?WT.mc_t=nlimt&WT.mc_n=1123&channel=email
Congress’ last-minute work on the budget will boost federal procurement as the end of the 2011 federal fiscal year approaches on Sept. 30, according to Lourdes Martin-Rosa, an advisor on government contracting at New York-based American Express OPEN. Due to the late passage of the fiscal 2011 budget, the race to exhaust the remaining funds — estimated at $120 billion — is fiercer this fourth quarter than last year’s. “With Congress holding up funding until April 2011, the Continuing Resolution debate will definitely increase fourth-quarter spending,” Martin-Rosa tells IMT. “Most of the contract dollars are now flowing down to the agencies, and they are definitely motivated to spend the money before it’s taken away.”
Look for accelerated purchasing and contracting activity at federal agencies as the federal fiscal year draws to a close, predicts Scott Orbach, president of Bethesda, Md.-based EZGSA, a consulting firm that assists government contractors looking for more federal revenue and helps vendors locate prospective federal buyers.
“There’s some pent-up demand in federal departments to acquire goods and services,” Orbach says. “What we are probably going to see is one of the biggest Septembers in recent memory, and probably the last really, really big September, in spending terms, for a while.”
As the curtain comes down on the federal fiscal year, Neil Gordon, owner of Chestnut Ridge, N.Y.-based Decorating with Fabric, will do what he always does to land last-minute federal business. “It all comes down to networking — getting out there, meeting prospects, getting business cards and capturing e-mail. About 95 out of 100 jobs I get are from relationships, and that’s for all types of business, and government contracts are no different.
“I was at an architectural firm recently doing a ‘lunch and learn,’ and I got 10 e-mail addresses from the architects, who had just spent an hour with me discussing my product. Some of the architects do government work,” Gordon continues. “They might not have a need for my product today, but who knows, maybe in a year or 18 months from now, they might have a need, and the educational e-newsletters that I send out twice a month keep me top of mind. So when they have a need for my product, they remember me, hopefully. It’s all about trying to get those odds down in your favor.”
Gordon’s firm, which holds a GSA contract, sells draperies and window coverings, blinds, shades and shutters to government facility managers, architects, designers and government purchasing departments in the New York metropolitan area. School districts, municipalities, libraries and state/local/federal offices are some of DWF’s public-sector customers.
During the hectic final days of FY2011, federal buyers will accelerate their purchases off the GSA Schedule, which has long-term government-wide contracts with vendors covering more than 11 million products and services.
“GSA Schedule vendors stand out this quarter,” Martin-Rosa explains. “The use of GSA Schedules for acquisitions becomes especially attractive to agencies during the fourth quarter, given their presumption of competition, the thoroughness of vendor vetting, their ease of use and expedited processes. In fact, the amount expected to be spent through GSA Schedules will be much higher in Q4 than Q3.”
Martin-Rosa recommends manufacturers and other businesses take steps to become approved vendors on the GSA Schedule, which can lead to increased visibility and credibility for a company. An online resource titled GSA Schedule: A Tool to Help Win Government Contracts is a good starting point.
“The federal marketplace still remains a predictable and steady market to sell products and services,” Jennifer Schaus, who directs Washington-based Jennifer Schaus & Associates, says. “Where else can you obtain information on budgets, agency-level forecasts, historical and future purchase information, competitive analysis and competitor pricing?”
Having this market intelligence provides smart vendors with actionable information they can use to plan and implement a federal government marketing strategy. “Because of this, the federal sector is still one of the most stable verticals to be selling into,” according to Schaus, whose consulting firm provides expertise to U.S. and European firms interested in entering the federal government market in the U.S. “The private sector has less transparency and more surprises. Commercial companies are typically not going to inform you of upcoming budget cuts or the company closing its doors.”
Michael Keating is senior editor for Government Product News and a contributing editor for American City and County, both published by Penton Media Inc. His second-half 2011 government budget forecast is available at GovPro.com. Earlier this year he wrote about DIY market research for manufacturers and the 2011 industrial buying outlook for IMT. Keating has written articles on the government market for more than 100 publications, including USA Today, Sanitary Maintenance, IndustryWeek and the Costco Connection. Mike can be reached through his website, MikeKeat.net.
Jennifer Schaus quoted in INDUSTRY MARKET TRENDS: Selling to the US FED GOV:
http://news.thomasnet.com/IMT/archives/2011/09/cashing-in-on-year-end-federal-spending.html?WT.mc_t=nlimt&WT.mc_n=1123&channel=email
Congress’ last-minute work on the budget will boost federal procurement as the end of the 2011 federal fiscal year approaches on Sept. 30, according to Lourdes Martin-Rosa, an advisor on government contracting at New York-based American Express OPEN. Due to the late passage of the fiscal 2011 budget, the race to exhaust the remaining funds — estimated at $120 billion — is fiercer this fourth quarter than last year’s. “With Congress holding up funding until April 2011, the Continuing Resolution debate will definitely increase fourth-quarter spending,” Martin-Rosa tells IMT. “Most of the contract dollars are now flowing down to the agencies, and they are definitely motivated to spend the money before it’s taken away.”
Look for accelerated purchasing and contracting activity at federal agencies as the federal fiscal year draws to a close, predicts Scott Orbach, president of Bethesda, Md.-based EZGSA, a consulting firm that assists government contractors looking for more federal revenue and helps vendors locate prospective federal buyers.
“There’s some pent-up demand in federal departments to acquire goods and services,” Orbach says. “What we are probably going to see is one of the biggest Septembers in recent memory, and probably the last really, really big September, in spending terms, for a while.”
As the curtain comes down on the federal fiscal year, Neil Gordon, owner of Chestnut Ridge, N.Y.-based Decorating with Fabric, will do what he always does to land last-minute federal business. “It all comes down to networking — getting out there, meeting prospects, getting business cards and capturing e-mail. About 95 out of 100 jobs I get are from relationships, and that’s for all types of business, and government contracts are no different.
“I was at an architectural firm recently doing a ‘lunch and learn,’ and I got 10 e-mail addresses from the architects, who had just spent an hour with me discussing my product. Some of the architects do government work,” Gordon continues. “They might not have a need for my product today, but who knows, maybe in a year or 18 months from now, they might have a need, and the educational e-newsletters that I send out twice a month keep me top of mind. So when they have a need for my product, they remember me, hopefully. It’s all about trying to get those odds down in your favor.”
Gordon’s firm, which holds a GSA contract, sells draperies and window coverings, blinds, shades and shutters to government facility managers, architects, designers and government purchasing departments in the New York metropolitan area. School districts, municipalities, libraries and state/local/federal offices are some of DWF’s public-sector customers.
During the hectic final days of FY2011, federal buyers will accelerate their purchases off the GSA Schedule, which has long-term government-wide contracts with vendors covering more than 11 million products and services.
“GSA Schedule vendors stand out this quarter,” Martin-Rosa explains. “The use of GSA Schedules for acquisitions becomes especially attractive to agencies during the fourth quarter, given their presumption of competition, the thoroughness of vendor vetting, their ease of use and expedited processes. In fact, the amount expected to be spent through GSA Schedules will be much higher in Q4 than Q3.”
Martin-Rosa recommends manufacturers and other businesses take steps to become approved vendors on the GSA Schedule, which can lead to increased visibility and credibility for a company. An online resource titled GSA Schedule: A Tool to Help Win Government Contracts is a good starting point.
“The federal marketplace still remains a predictable and steady market to sell products and services,” Jennifer Schaus, who directs Washington-based Jennifer Schaus & Associates, says. “Where else can you obtain information on budgets, agency-level forecasts, historical and future purchase information, competitive analysis and competitor pricing?”
Having this market intelligence provides smart vendors with actionable information they can use to plan and implement a federal government marketing strategy. “Because of this, the federal sector is still one of the most stable verticals to be selling into,” according to Schaus, whose consulting firm provides expertise to U.S. and European firms interested in entering the federal government market in the U.S. “The private sector has less transparency and more surprises. Commercial companies are typically not going to inform you of upcoming budget cuts or the company closing its doors.”
Michael Keating is senior editor for Government Product News and a contributing editor for American City and County, both published by Penton Media Inc. His second-half 2011 government budget forecast is available at GovPro.com. Earlier this year he wrote about DIY market research for manufacturers and the 2011 industrial buying outlook for IMT. Keating has written articles on the government market for more than 100 publications, including USA Today, Sanitary Maintenance, IndustryWeek and the Costco Connection. Mike can be reached through his website, MikeKeat.net.
Thursday, August 25, 2011
GOV PRO Federal Sales interview with Jennifer Schaus
Federal Sales is a Year-Round Task.
http://govpro.com/federal/content/Use-it-Schaus-20110825/
Wednesday, August 24, 2011
3rd Season of 3rd THURSDAYS - Govt Contractors
September 15 will begin our 3rd season of 3rd THURSDAYS - Culture and Networking at The Kennedy Center for Government Contractors.
Our 2nd Anniversary event was a big success with almost 100 professionals attending! We celebrated in style with local music and some give-aways including a 3 course meal with wine paring at Marcels-DC restaurant; 2 tickets to the Nationals Baseball game; 2 tickets to the National Symphony Orchestra playing music from Casa Blanca at nearby Wolf Trap and finally a gift certificate to Starbucks. We would like to thank Marcels for their great generosity and support. Please visit them in person or on-line at: http://www.marcels-dc.com/
Our September 15, October 20 and November 17 events will be featuring conference passes to the upcoming GOV GREEN Event in Washington, DC. This trade show / conference is being held November 30 - December 1. For more information please visit http://govgreen.org/ or http://ceileadership.org/
We will provide 2 passes at each of the 3 upcoming 3rd THURSDAYS Networking events. We hope to see you soon!
For more information on our networking events, please visit: http://jenniferschaus3.eventbrite.com/
For more information about our services, please visit: http://www.jenniferschaus.com/
Tuesday, July 5, 2011
2 Years & 54 B2G Tips Later......
For almost 2 years, Federal Government Contractors have been gathering on the 3rd Thursday of every month at The Kennedy Center for Jennifer Schaus's signature event. (No charge!)
A group of 50-60 attendees meet at the Millennium Stage on the Foyer Level, sharing best practices, engaging in intelligent conversation and building relationships.
THURSDAY, JULY 21, 2011 will celebrate our 2 Year Anniversary Event. http://JenniferSchaus3.eventbrite.com]
As way to say "THANK YOU" to our attendees for making this event so successful, we asked them & other industry experts for government contracting suggestions.
In the order they were received here is what our B2G experts advised:
----------------------
1. To achieve success in the government market, contractors must conduct comprehensive market research that helps to better understand market needs, prioritize sales targets, develop a message and appropriate marketing materials, identify best-fit potential partners and contract vehicles, as well as understand key decision makers and their influencers. Using the results of the market research to shape procurements as early in the process is critical.
Al Gordon
National Strategies Inc.
http://www.NationalStrategies.com
2. The number one rule in working with anyone including the government is, Never ask for anything you are not entitled to.
John Rectenwald
Elite Personnel
http://www.elitepersonnel.com
3. Members of Congress can no longer use Appropriations earmarks to grow businesses or birth new ones in their district. Leveraging Congressional support for friendly entrees into federal agencies is one of the few remaining ways for Members to lawfully exert influence over the agencies which they fund.
MC Elvis Oxley
Oxley Consulting
http://www.oxley-consulting.com
4. To be successful in government contracting, you must understand your target customer and do everything in your power to help them succeed. This is the best way to build meaningful relationships and be prosperous.
Isaac Barnes
Gov Players
http://www.GovPlayers.com
5. Consider part-time or flexible resources. Smaller companies can lure talent away from larger firms by making minor schedule concessions such as partial telecommuting, early start/finish and compressed workweek.
Jennifer Folsom
Momentum Resources
http://www.Mom-entum.com
6. First, thoroughly read and ensure you understand any document before you sign it. Too often companies sign contracts or amendments without knowing the actual terms and conditions of what they’re agreeing to. Second, keep your government contracts attorney in the loop to help you avoid the many pitfalls of doing business with the government.
Bill Bainbridge
Cohen Mohr LLP
http://www.CohenMohr.com
7. Only use “set aside status” to get your foot into an agency and your first contract. Thereafter, strive to get full and open business, which is much more valuable to an acquirer, when you decide to sell your business.
Robert W. Tillson
Pierce Capital Partners
http://www.piercecapitalpartners.com
8. Although government buyers are harder to get to than contractors (there are many fewer of them), your job is get the government buyers (not other contractors) to structure their requirement to what you offer. Most of government sales activity is trying to recover from not doing this.
Dick Davies
Sales Lab Incorporated
http://www.SalesLabDC.com
9. Listen to what your customer or people are saying - that's how you gain knowledge.
Harlan Wax
HYOD Enterprises
http://www.HyodEnterprises.com
10. Sending out a message using video is now the norm on the web -- the reach is wide, cost effective and engaging. Let RaffertyWeiss Media help with your mission, outreach and training video needs for targeting the government market.
Patrick Rafferty
Rafferty Weiss Media
http://www.RaffertyWeiss.com
11. Attend the agency sponsored vendor outreach sessions.
Jane Iyengar
Ebiz Labs Inc.
http://www.ebizlabs.com
12. Persuasive Proposals, Pleasing Pricing, Perfect Past Performance, and a Plethora of Patience!
Barbara Zakheim
Keith R Scott Associates
http://www.KeithRScott.com
13. Make sure that you have educated yourself on the Federal Acquisition Regulations (FAR) and be prepared for the possibility of a pre-award system review. DCAA has become much stricter in the last three years and will deny you the ability to bid on government contracts without an adequate accounting system and well documented policies, procedures and internal controls.
June Jewell
Acumen Advisors
http://www.AcumenAdvisors.com
14. Remember it is common courtesy to answer the phone, return a phone call or reply to an email.
Morgan Williams
Kipp Visual
http://www.KippVisual.com
15. Go narrow and go deep – it may seem counterintuitive, but focusing on one key strength allows you to concentrate your resources to hone your offering and build credibility. You’ll stand out from the crowd as a SME, and customers will pay attention.
Anna Urman
Tactical Insight
http://www.tacticalinsight.com
16. It is important to have a business plan, marketing strategy and relationships (and when needed, grass roots efforts) in the government market. Working with established, creative and proven firms who provide all of these services is extremely valuable in this competitive market.
Jeffrey Morris
kGlobal
http://kglobalgrassroots.com
17. Your accounting system probably has plenty of sortable fields you can use to filter reports and financials. Once you have set up the crucial (DCAA required) accounts, think twice before giving everything its own General Ledger account.
Rhonda McNamara
Stewart Technologies
http://www.StewartTechnologies.com
18. Do not be discouraged if your bank turns you down for a loan or financing. Consider alternative financing; Financial Engineering Counselors, Ltd. specializes in government contracts and are able to help you secure funding to support existing contracts and bid on larger ones.
Richard Lewis
Financial Engineering Counselors
http://www.FECltd.net
19. Add value and solve problems. Contractors should make sure to add value in helping solve government problems in everything they do - from their advertising to engaging online to participating in events. Don't promote your specific technology or company but ideas and solutions to the problem.
Steve Ressler
Gov Loop
http://www.GovLoop.com
20. As federal agency’s budget demands and procurement processes face challenges to meet IT requirements, its necessary for organizations to deliver relevant solutions to government end users and Systems Integrators based on their mission critical needs. While many small-to-mid tier technology organizations struggle to gain access to government steak holders, Government Sales Specialists, LLC provides a turnkey sales solution that methodically identifies, qualifies and navigates through procurement processes, teaming clients with the appropriate players.
Jonathan Ferguson
Government Sales Specialist
http://www.GovSPC.com
21. The government awards contracts to the companies that will offer them little to no risk in successfully meeting the program goals. If you don't even have a web site and you're emailing from a Gmail account, you're going to look far more risky than any other company.
Alissa Knight
Brier and Thorn
http://www.BrierAndThorn.com
22. To be successful in government contracting, businesses need to dedicate time to building relationships, conducting thorough research on what the customer needs and hiring the right people who get the job done and provide the best customer experience. Know your customer and know yourself. It’s about meeting a need, and making sure you have the ability to get the job done.
Michael Hackmer
Deltek / GovWin
http://www.Deltek.com
23. If it was easy, everyone would be doing it. In order to do business with the government you need a focused approach and a detailed marketing plan that includes marketing materials, capability statement, updated website, social media presence and a good website.
Jean Kristensen
Jean Kristensen Associates
http://www.mwbescuccess.com
24. Be proactive in networking with government buyers and small business liason officers. You need to increase your company' visibility by reaching out to them and finding out how you can best meet their needs for goods and services.
David Jay
Government Supplier
http://www.GovSupplier.com
25. Government contractors must form relationships which will then foster new opportunities.
Chris Harr
Morton Consulting
http://www.MortonConsulting.com
26. Understand the buying behavior and procurement vehicles of choice for the targeted agency.
Dennis Dunston
Concept Labs
http://www.ConceptLabs.com
27. This ia a relationship driven market, make no mistake about it: customer relationships, channel relationships, C-level to employee, company rep to government, manufacturer to channel partner, prime to sub, sub to prime, company to media, peer to peer - it is all about relationships. Relationships are built on trust- violate the trust and it becomes a house of cards. Build on the trust and you have a solid foundation in the world's biggest market.
Mark Amtower
Federal Direct
http://federaldirect.net
28. Vendors tell Government Product News that it’s important, especially as the end of the federal fiscal year approaches, to network with government buyers/specifiers/decision-makers. Find out what immediate needs you can answer in the government marketplace.
Michael Keating
Government Product News
http://www.GovPro.com
29. The critical path to the best possible profitability includes time-keeping, contract - job costing, accurate payroll distribution, and a clear methodology for calculating and applying indirect rates. These solutions must be implemented early on in a contractor's accounting, reporting, and proposal systems.
Jeffrey Padawer
DCAA Assist
http://www.dcaa-assist.com
30. If your competitors are improving the presentation skills of their orals teams, while you rely on your "superior” written proposal, your company could lose millions of dollars. A small investment in presentations training can pay huge dividends when lucrative contracts are awarded.
Larry Tracy
Tracy Presentation Skills
http://www.Tracy-Presentation.com
31. Trying to develop a relationship with a government buyer once the notice has been posted is like going backstage right before a performance - if you get in at all, you are not a welcomed persona. Know your customer and create value in the relationship.
Jack Gates
Sales Lab Incorporated
http://www.SalesLabDC.com
32. Emerging technology companies often make the mistake of assigning federal marketing to their chief engineer or inventor, and then they wonder why their government strategy is getting bogged down. They could save a lot of time, money, and frustration by hiring an expert in U.S. Government relations who has a network of contacts and understands the organizations, processes, and lingo.
Timothy Bromelkamp
Bromelkamp Government Relations
http://www.bromelkampgr.com
33. Eliminate competition. Let your buyers know who you are through a visual story. It has been a proven fact that more web users are likely to watch a video than read a page of facts and information. More and more people want to engage with the content.
Lori Llewelyn
Big Picture, Inc.
http://www.BPIworks.com
34. Ask your best clients – government OR commercial -- for referrals. Seem awkward? Try this: “We’re building our federal business and looking for new clients. Who do you know who’d like to have the fabulous experience you’ve had in working with us?"
Judy Bradt
Summit Insight
http://www.SummitInsight.com
35. When you meet with a government prospect, do your homework and offer solutions to current challenges they are facing, it’s best to give to get something in return. Spend time developing your differentiators and value proposition, everyone wants a piece of government business, so stand out from the crowd.
Laura Nash
Achieva Central
http://www.Linkedin.com/in/lauranash1
36. In a post-congressional earmark era, it is now a clear benefit for your company to keep your members of Congress apprised of when your company seeks government contracts and grants. With no ability to secure an earmark, your Washington congressional delegation now might be more inclined to send a helpful letter to the federal agency in support of your application; it certainly won’t win the contract for you, but it will clearly make sure the process is fair and above board.
Jeffrey Taylor
US Government Relations International, LLC
http://www.USGovernmentRelations.com
37. Federal Government Marketing is not for sissies. Prepare well and be prepared through education, networking, relationship building, partnering, and using knowledgeable resources.
Ray Stamps
Discovery Partnerships
http://www.govforward.com
38. Although the government contracting arena seems filled with an endless list of companies, networking events quickly show you how small of a world it is - and help you find opportunities and gain valuable insights.
Brian Blankenship
Moventum Consulting
http://www.MoventumConsulting.com
39. The government market is a buyer’s dream with 2,500 buying offices that procure $535 Billion of products and services each year. The government awards contracts that can have a value ranging from $10 Million to $100 Million; a dream market and excellent way to diversify your business.
Tom Petruska
Contracts Unlimited Inc. http://www.ContractsUnlimitedInc.com
40. Synergism is paramount in teaming with any size company, whether in a lead or subcontracting role; there should be technical, management and market segment similarities between you and any company with whom you are considering teaming. Your prospective team member ideally will not be a direct competitor; rather a business in a related field with whom you share a mutual need for each other's contributions in pursuing large-scale projects.
Kenneth Larson
Small To FEDS
http://www.SmallToFeds.com
41. Introduce yourself to your congressional delegation preferably the member of Congress and Senators, but at least their staff. Be sure they understand and support what you are doing. You may need their support down the road!
Caren Turner
Turner Government & Public Affairs
http://www.TurnerGPA.com
42. The era of "What you know" and "Who you know" have given way to "Who knows you and what they think of you." Strive to become known, liked and trusted amongst your colleagues and customers.
Guy Timberlake
The American Small Business Coalition
http://www.TheASBC.org
43. Complying now, promotes growth and protects profits later.
Jerry Miles
Shulman Rogers
http://www.ShulmanRogers.com
44. Don’t underestimate the power of conferences and trade shows to make new contacts, build relationships, scope out your competition and get first-hand feedback from your customers and prospects.
Ann Seltz
Gov Green
http://www.GovGreen.org
45. Don't be discouraged if your traditional bank is not able to meet your financial needs in government contracting. Keep alternative sources in mind when you need assistance with factoring and funding government contracts.
Kathleen Manley
Asset Funding Solution
http://www.AssetFundingSolution.com
46. The Key to success in GSA/VA Schedule Post Award Marketing is to understand the benefits of and built in value of a prequalified contracting vehicle for your Federal end-user customer.
Bob Griffin
Keynote Connections, Inc.
http://www.keynote-connections.com
47. Learn from your losses: Request and attend post-award briefings. Actively manage your company's reputation by ensuring high-quality past performance.
Joseph Loong
Deltek / GovWIN
http://www.GovWin.com
48. Government contracting is a marathon, not a sprint. It takes perseverance, dedication, and the understanding that relationships are critical to success.
Jaime Gracia
Seville Government Consulting
http://www.sevillegovcon.com
49. Perform extensive research on each one of your competitors; one way to accomplish this is by using Google Alerts.
Harry Ponack
Government Consultant
http://www.linkedin.com/pub/harry-ponack/3/3b1/996
50. Justice for all, Life Happens. Are you protected?
Carene Simon
http://www.CareneSimon.info
51. Don’t be the cobbler whose children go without shoes. We can help you keep your own technical infrastructure running smoothly so you can stay on top of your client’s needs without IT getting in the way.
Tim Baer
American Technology Services
http://www.NetworkATS.com
52. In government contracting, as in any business sector, good and timely decisions require good and timely information. Learn to leverage the many government and industry tools to establish a robust information pipeline.
Maggie Timberlake
The American Small Business Coalition
http://www.TheASBC.org
53. Building relationships to sell to the government starts with finding and attending events. GovEvents is that one-stop shop resource.
Kerry Rea
GovEvents
http://www.GovEvents.com
54. Make sure it "makes sense" financially before jumping blindly into B2G; do your homework. The ROI must be there and it may take a longer time, more resources, creativity and extra value-add to obtain even a small win in this ultra-competitve marketplace.
Jennifer Schaus
Jennifer Schaus & Associates
http://www.JenniferSchaus.com
Thanks to everyone who provided their expertise on government contracting and for supporting our "Monthly 3rd THURSDAYS Event". We appreciate your time and hope to see you at our SIGNATURE ANNIVERSARY EVENT on THURSDAY JULY 21, 2011. http://JenniferSchaus3.eventbrite.com
A group of 50-60 attendees meet at the Millennium Stage on the Foyer Level, sharing best practices, engaging in intelligent conversation and building relationships.
THURSDAY, JULY 21, 2011 will celebrate our 2 Year Anniversary Event. http://JenniferSchaus3.eventbrite.com]
In the order they were received here is what our B2G experts advised:
----------------------
1. To achieve success in the government market, contractors must conduct comprehensive market research that helps to better understand market needs, prioritize sales targets, develop a message and appropriate marketing materials, identify best-fit potential partners and contract vehicles, as well as understand key decision makers and their influencers. Using the results of the market research to shape procurements as early in the process is critical.
Al Gordon
National Strategies Inc.
http://www.NationalStrategies.com
2. The number one rule in working with anyone including the government is, Never ask for anything you are not entitled to.
John Rectenwald
Elite Personnel
http://www.elitepersonnel.com
3. Members of Congress can no longer use Appropriations earmarks to grow businesses or birth new ones in their district. Leveraging Congressional support for friendly entrees into federal agencies is one of the few remaining ways for Members to lawfully exert influence over the agencies which they fund.
MC Elvis Oxley
Oxley Consulting
http://www.oxley-consulting.com
4. To be successful in government contracting, you must understand your target customer and do everything in your power to help them succeed. This is the best way to build meaningful relationships and be prosperous.
Isaac Barnes
Gov Players
http://www.GovPlayers.com
5. Consider part-time or flexible resources. Smaller companies can lure talent away from larger firms by making minor schedule concessions such as partial telecommuting, early start/finish and compressed workweek.
Jennifer Folsom
Momentum Resources
http://www.Mom-entum.com
6. First, thoroughly read and ensure you understand any document before you sign it. Too often companies sign contracts or amendments without knowing the actual terms and conditions of what they’re agreeing to. Second, keep your government contracts attorney in the loop to help you avoid the many pitfalls of doing business with the government.
Bill Bainbridge
Cohen Mohr LLP
http://www.CohenMohr.com
7. Only use “set aside status” to get your foot into an agency and your first contract. Thereafter, strive to get full and open business, which is much more valuable to an acquirer, when you decide to sell your business.
Robert W. Tillson
Pierce Capital Partners
http://www.piercecapitalpartners.com
8. Although government buyers are harder to get to than contractors (there are many fewer of them), your job is get the government buyers (not other contractors) to structure their requirement to what you offer. Most of government sales activity is trying to recover from not doing this.
Dick Davies
Sales Lab Incorporated
http://www.SalesLabDC.com
9. Listen to what your customer or people are saying - that's how you gain knowledge.
Harlan Wax
HYOD Enterprises
http://www.HyodEnterprises.com
10. Sending out a message using video is now the norm on the web -- the reach is wide, cost effective and engaging. Let RaffertyWeiss Media help with your mission, outreach and training video needs for targeting the government market.
Patrick Rafferty
Rafferty Weiss Media
http://www.RaffertyWeiss.com
11. Attend the agency sponsored vendor outreach sessions.
Jane Iyengar
Ebiz Labs Inc.
http://www.ebizlabs.com
12. Persuasive Proposals, Pleasing Pricing, Perfect Past Performance, and a Plethora of Patience!
Barbara Zakheim
Keith R Scott Associates
http://www.KeithRScott.com
13. Make sure that you have educated yourself on the Federal Acquisition Regulations (FAR) and be prepared for the possibility of a pre-award system review. DCAA has become much stricter in the last three years and will deny you the ability to bid on government contracts without an adequate accounting system and well documented policies, procedures and internal controls.
June Jewell
Acumen Advisors
http://www.AcumenAdvisors.com
14. Remember it is common courtesy to answer the phone, return a phone call or reply to an email.
Morgan Williams
Kipp Visual
http://www.KippVisual.com
15. Go narrow and go deep – it may seem counterintuitive, but focusing on one key strength allows you to concentrate your resources to hone your offering and build credibility. You’ll stand out from the crowd as a SME, and customers will pay attention.
Anna Urman
Tactical Insight
http://www.tacticalinsight.com
16. It is important to have a business plan, marketing strategy and relationships (and when needed, grass roots efforts) in the government market. Working with established, creative and proven firms who provide all of these services is extremely valuable in this competitive market.
Jeffrey Morris
kGlobal
http://kglobalgrassroots.com
17. Your accounting system probably has plenty of sortable fields you can use to filter reports and financials. Once you have set up the crucial (DCAA required) accounts, think twice before giving everything its own General Ledger account.
Rhonda McNamara
Stewart Technologies
http://www.StewartTechnologies.com
18. Do not be discouraged if your bank turns you down for a loan or financing. Consider alternative financing; Financial Engineering Counselors, Ltd. specializes in government contracts and are able to help you secure funding to support existing contracts and bid on larger ones.
Richard Lewis
Financial Engineering Counselors
http://www.FECltd.net
19. Add value and solve problems. Contractors should make sure to add value in helping solve government problems in everything they do - from their advertising to engaging online to participating in events. Don't promote your specific technology or company but ideas and solutions to the problem.
Steve Ressler
Gov Loop
http://www.GovLoop.com
20. As federal agency’s budget demands and procurement processes face challenges to meet IT requirements, its necessary for organizations to deliver relevant solutions to government end users and Systems Integrators based on their mission critical needs. While many small-to-mid tier technology organizations struggle to gain access to government steak holders, Government Sales Specialists, LLC provides a turnkey sales solution that methodically identifies, qualifies and navigates through procurement processes, teaming clients with the appropriate players.
Jonathan Ferguson
Government Sales Specialist
http://www.GovSPC.com
21. The government awards contracts to the companies that will offer them little to no risk in successfully meeting the program goals. If you don't even have a web site and you're emailing from a Gmail account, you're going to look far more risky than any other company.
Alissa Knight
Brier and Thorn
http://www.BrierAndThorn.com
22. To be successful in government contracting, businesses need to dedicate time to building relationships, conducting thorough research on what the customer needs and hiring the right people who get the job done and provide the best customer experience. Know your customer and know yourself. It’s about meeting a need, and making sure you have the ability to get the job done.
Michael Hackmer
Deltek / GovWin
http://www.Deltek.com
23. If it was easy, everyone would be doing it. In order to do business with the government you need a focused approach and a detailed marketing plan that includes marketing materials, capability statement, updated website, social media presence and a good website.
Jean Kristensen
Jean Kristensen Associates
http://www.mwbescuccess.com
24. Be proactive in networking with government buyers and small business liason officers. You need to increase your company' visibility by reaching out to them and finding out how you can best meet their needs for goods and services.
David Jay
Government Supplier
http://www.GovSupplier.com
25. Government contractors must form relationships which will then foster new opportunities.
Chris Harr
Morton Consulting
http://www.MortonConsulting.com
26. Understand the buying behavior and procurement vehicles of choice for the targeted agency.
Dennis Dunston
Concept Labs
http://www.ConceptLabs.com
27. This ia a relationship driven market, make no mistake about it: customer relationships, channel relationships, C-level to employee, company rep to government, manufacturer to channel partner, prime to sub, sub to prime, company to media, peer to peer - it is all about relationships. Relationships are built on trust- violate the trust and it becomes a house of cards. Build on the trust and you have a solid foundation in the world's biggest market.
Mark Amtower
Federal Direct
http://federaldirect.net
28. Vendors tell Government Product News that it’s important, especially as the end of the federal fiscal year approaches, to network with government buyers/specifiers/decision-makers. Find out what immediate needs you can answer in the government marketplace.
Michael Keating
Government Product News
http://www.GovPro.com
29. The critical path to the best possible profitability includes time-keeping, contract - job costing, accurate payroll distribution, and a clear methodology for calculating and applying indirect rates. These solutions must be implemented early on in a contractor's accounting, reporting, and proposal systems.
Jeffrey Padawer
DCAA Assist
http://www.dcaa-assist.com
30. If your competitors are improving the presentation skills of their orals teams, while you rely on your "superior” written proposal, your company could lose millions of dollars. A small investment in presentations training can pay huge dividends when lucrative contracts are awarded.
Larry Tracy
Tracy Presentation Skills
http://www.Tracy-Presentation.com
31. Trying to develop a relationship with a government buyer once the notice has been posted is like going backstage right before a performance - if you get in at all, you are not a welcomed persona. Know your customer and create value in the relationship.
Jack Gates
Sales Lab Incorporated
http://www.SalesLabDC.com
32. Emerging technology companies often make the mistake of assigning federal marketing to their chief engineer or inventor, and then they wonder why their government strategy is getting bogged down. They could save a lot of time, money, and frustration by hiring an expert in U.S. Government relations who has a network of contacts and understands the organizations, processes, and lingo.
Timothy Bromelkamp
Bromelkamp Government Relations
http://www.bromelkampgr.com
33. Eliminate competition. Let your buyers know who you are through a visual story. It has been a proven fact that more web users are likely to watch a video than read a page of facts and information. More and more people want to engage with the content.
Lori Llewelyn
Big Picture, Inc.
http://www.BPIworks.com
34. Ask your best clients – government OR commercial -- for referrals. Seem awkward? Try this: “We’re building our federal business and looking for new clients. Who do you know who’d like to have the fabulous experience you’ve had in working with us?"
Judy Bradt
Summit Insight
http://www.SummitInsight.com
35. When you meet with a government prospect, do your homework and offer solutions to current challenges they are facing, it’s best to give to get something in return. Spend time developing your differentiators and value proposition, everyone wants a piece of government business, so stand out from the crowd.
Laura Nash
Achieva Central
http://www.Linkedin.com/in/lauranash1
36. In a post-congressional earmark era, it is now a clear benefit for your company to keep your members of Congress apprised of when your company seeks government contracts and grants. With no ability to secure an earmark, your Washington congressional delegation now might be more inclined to send a helpful letter to the federal agency in support of your application; it certainly won’t win the contract for you, but it will clearly make sure the process is fair and above board.
Jeffrey Taylor
US Government Relations International, LLC
http://www.USGovernmentRelations.com
37. Federal Government Marketing is not for sissies. Prepare well and be prepared through education, networking, relationship building, partnering, and using knowledgeable resources.
Ray Stamps
Discovery Partnerships
http://www.govforward.com
38. Although the government contracting arena seems filled with an endless list of companies, networking events quickly show you how small of a world it is - and help you find opportunities and gain valuable insights.
Brian Blankenship
Moventum Consulting
http://www.MoventumConsulting.com
39. The government market is a buyer’s dream with 2,500 buying offices that procure $535 Billion of products and services each year. The government awards contracts that can have a value ranging from $10 Million to $100 Million; a dream market and excellent way to diversify your business.
Tom Petruska
Contracts Unlimited Inc. http://www.ContractsUnlimitedInc.com
40. Synergism is paramount in teaming with any size company, whether in a lead or subcontracting role; there should be technical, management and market segment similarities between you and any company with whom you are considering teaming. Your prospective team member ideally will not be a direct competitor; rather a business in a related field with whom you share a mutual need for each other's contributions in pursuing large-scale projects.
Kenneth Larson
Small To FEDS
http://www.SmallToFeds.com
41. Introduce yourself to your congressional delegation preferably the member of Congress and Senators, but at least their staff. Be sure they understand and support what you are doing. You may need their support down the road!
Caren Turner
Turner Government & Public Affairs
http://www.TurnerGPA.com
42. The era of "What you know" and "Who you know" have given way to "Who knows you and what they think of you." Strive to become known, liked and trusted amongst your colleagues and customers.
Guy Timberlake
The American Small Business Coalition
http://www.TheASBC.org
43. Complying now, promotes growth and protects profits later.
Jerry Miles
Shulman Rogers
http://www.ShulmanRogers.com
44. Don’t underestimate the power of conferences and trade shows to make new contacts, build relationships, scope out your competition and get first-hand feedback from your customers and prospects.
Ann Seltz
Gov Green
http://www.GovGreen.org
45. Don't be discouraged if your traditional bank is not able to meet your financial needs in government contracting. Keep alternative sources in mind when you need assistance with factoring and funding government contracts.
Kathleen Manley
Asset Funding Solution
http://www.AssetFundingSolution.com
46. The Key to success in GSA/VA Schedule Post Award Marketing is to understand the benefits of and built in value of a prequalified contracting vehicle for your Federal end-user customer.
Bob Griffin
Keynote Connections, Inc.
http://www.keynote-connections.com
47. Learn from your losses: Request and attend post-award briefings. Actively manage your company's reputation by ensuring high-quality past performance.
Joseph Loong
Deltek / GovWIN
http://www.GovWin.com
48. Government contracting is a marathon, not a sprint. It takes perseverance, dedication, and the understanding that relationships are critical to success.
Jaime Gracia
Seville Government Consulting
http://www.sevillegovcon.com
49. Perform extensive research on each one of your competitors; one way to accomplish this is by using Google Alerts.
Harry Ponack
Government Consultant
http://www.linkedin.com/pub/harry-ponack/3/3b1/996
50. Justice for all, Life Happens. Are you protected?
Carene Simon
http://www.CareneSimon.info
51. Don’t be the cobbler whose children go without shoes. We can help you keep your own technical infrastructure running smoothly so you can stay on top of your client’s needs without IT getting in the way.
Tim Baer
American Technology Services
http://www.NetworkATS.com
52. In government contracting, as in any business sector, good and timely decisions require good and timely information. Learn to leverage the many government and industry tools to establish a robust information pipeline.
Maggie Timberlake
The American Small Business Coalition
http://www.TheASBC.org
53. Building relationships to sell to the government starts with finding and attending events. GovEvents is that one-stop shop resource.
Kerry Rea
GovEvents
http://www.GovEvents.com
54. Make sure it "makes sense" financially before jumping blindly into B2G; do your homework. The ROI must be there and it may take a longer time, more resources, creativity and extra value-add to obtain even a small win in this ultra-competitve marketplace.
Jennifer Schaus
Jennifer Schaus & Associates
http://www.JenniferSchaus.com
Thanks to everyone who provided their expertise on government contracting and for supporting our "Monthly 3rd THURSDAYS Event". We appreciate your time and hope to see you at our SIGNATURE ANNIVERSARY EVENT on THURSDAY JULY 21, 2011. http://JenniferSchaus3.eventbrite.com
Wednesday, June 29, 2011
2 Year Anniversary in DC of FEDERAL GOVERNMENT Networking Evenet
Jennifer Schaus & Associates will celebrate 2 years of successful B2G - Business To Government - Networking Events.
This 3rd THURSDAYS Event (free) at Washington, DC's premiere performing arts center - The John F Kennedy Center - is held monthly from 5:30 to 7:30pm.
The event draws over 60 professionals from FEDERAL GOVERNMENT, GOVERNMENT CONTRACTORS and GOVERNMENT CONSULTANTS/SERVICE PROVIDERS. All professionals are welcome.
For more information about the 2 YEAR Anniversary event on Thursday JULY 21st 2011, and all of the FAQs, please visit:
http://JenniferSchaus3.eventbrite.com
This 3rd THURSDAYS Event (free) at Washington, DC's premiere performing arts center - The John F Kennedy Center - is held monthly from 5:30 to 7:30pm.
The event draws over 60 professionals from FEDERAL GOVERNMENT, GOVERNMENT CONTRACTORS and GOVERNMENT CONSULTANTS/SERVICE PROVIDERS. All professionals are welcome.
For more information about the 2 YEAR Anniversary event on Thursday JULY 21st 2011, and all of the FAQs, please visit:
http://JenniferSchaus3.eventbrite.com
Jennifer Schaus contributes to START-UP MISTAKES on Entrepreneur Blog
Jennifer Schaus contributes to "Start-Up Mistakes" on Entrepreneur Blog - Toilet Paper Entrepreneur Blog.
http://www.toiletpaperentrepreneur.com/branding/business-start-up-mistakes
http://www.toiletpaperentrepreneur.com/branding/business-start-up-mistakes
Tuesday, June 21, 2011
Recession Proof Industries...
Recession Proof Industries.......
http://tinyurl.com/3n9c5mn
JENNIFER SCHAUS & ASSOCIATES
WASHINGTON, DC
GSA SCHEDULES & B2G CONSULTING
B2G NETWORKING:
HTTP://JENNIFERSCHAUS3.EVENTBRITE.COM
http://tinyurl.com/3n9c5mn
JENNIFER SCHAUS & ASSOCIATES
WASHINGTON, DC
GSA SCHEDULES & B2G CONSULTING
B2G NETWORKING:
HTTP://JENNIFERSCHAUS3.EVENTBRITE.COM
Wednesday, June 15, 2011
Tuesday, June 7, 2011
Hard Facts For Job Seekers: GET A JOB, By Jennifer Schaus
“Get A Job!!”
By Jennifer Schaus, June 2011 ©
Let’s make this clear: I am not a recruiter, I do not want to be one - and I am not hiring. Sometimes hourly, sometimes daily but more-so weekly, I receive inquiries from friends, friends of friends, friends of colleagues, former co-workers, friends of former co-workers and attendees of my Monthly Networking Event in Washington, DC asking me to help them or their friends for suggestions on how they can get a job. I’m exhausted from these exercises and again, I repeat – I am not a recruiter.
Listed below are “101 Job Seeking Basics” that surprisingly most professionals do not take advantage of.
1. Business Card
Ensure you have a simple business card with only the essentials: your name, one contact phone number, email address, and website if you have one. Use a large easy to read font. Consider adding a job title or your expertise to the back of the card. (ie. Public Relations Professional, Bookkeeping Services, Italian-English Translator, etc.). This helps people remember what you do. Carry these with you EVERYWHERE. Always have more than enough.
ACTION YOU CAN TAKE NOW: Go to FedEx/Kinkos or use VistaPrint on-line services to create a simple yet professional card. Consider occasionally handing out 2 cards – one for the person you met and one for them to pass along. Beyond two, you appear desperate.
2. Website
These days it is very simple and inexpensive to set up a website. Companies like GoDaddy and many others have user-friendly pre-established templates for you to complete. Keep it simple – one page - with a capabilities statement or bullet points. Be sure to add your contact information.
ACTION YOU CAN TAKE NOW: Log onto GoDaddy or any other web hosting site to build a simple professional site. You can also pay a small fee to have them complete it for you.
3. Networking & Communication
Networking events are always a great way to meet new people and expand your professional group. If you are a marketing professional or an IT professional, take yourself out of your comfort zone. Know your industry players, but perhaps try a networking event for Government Contractors or Small Businesses or even International Trade professionals. Mix it up. You will stand out, people will remember you. These industries also need marketing and IT personnel.
Go with an objective and understand that the attendees are most likely not your customers. (BNI does a great job of conveying this concept.) Their neighbor, spouse or brother may be your client - so it is important to communicate clearly what you bring to the table (skill-set) and what you are seeking.
Provide real examples of your work. People tend to talk in their own language and in generalities. “I work in IT” – or - “I have provided program management services”. This is an obscure statement that gets you nowhere. Explaining how your firm worked with the US Army to establish a recruitment website, provided outreach and marketing services for their ROTC program to increase applicants by 15%, is a better example. Use examples when you communicate.
ACTION YOU CAN TAKE NOW: Search the internet (including LinkedIn) for networking events in your area. Set a goal of attending 3-4 events monthly with at least one being outside of your industry. Take a friend. Always bring your new business cards (see #1).
4. Social Media
The power of social media is beyond anyone’s imagination. My favorite by far, which is not industry specific, but allows you to be – is LinkedIn. This is where I personally go to check a potential partner or employee qualifications. Having a solid profile on LinkedIn is not everything, but as LI becomes more or less, the North American standard, it cannot hurt to leverage its power. If you do not have any LI recommendations, start making recommendations. Give a compliment – Receive a compliment.
It’s that simple. I use the free services of LI and have obtained multiple paying clients from it all over the world.
ACTION YOU CAN TAKE NOW: Update your profile and recommendations. Join as many groups as possible on LinkedIn related to your industry. Read the posts and make educated comments. Share articles you have read that may be helpful to the group. Pose questions to the group that may get a strong reaction. Post events that you are attending that may be useful to the others. All of these actions will bring people to you and show you as a credible source of information. Meet with the local professionals in your area with whom you have connected. LI is not the silver bullet; it is a way to assist with relationship building.
5. Creatively Create
Many people are sending out CV’s hoping for a full-time job. Hire Me! Hire Me! This mentality will certainly not get you hired. This is not 2nd grade and the teacher is not going to “pick you”. This is the real world and it is competitive. You have to set yourself apart from the other adults.
Some individuals may get as far as an interview, yet turned down from the job because funding was cut for the position or other reasons. The job seeker typically walks away. Assuming you have invested your time, completed research on the firm, met with several members of the company – go back!! Reach back to the firm with whom you now have a relationship with and propose working in that position in a part-time capacity or as a consultant. (Some have proposed working for free in an intern role which eventually led to employment. Save this as a last resort.) This is a very attractive approach to the hiring firm as it mitigates risk for them. They will not have the overhead expense of benefits, and other FTE costs. This allows them to “test drive” your skills - and for you to do the same with them. Suddenly, as a consultant you have created value for the firm and a role for yourself. Once you are in, meet as many people as possible to build relationships at all levels.
ACTION YOU CAN TAKE NOW:
Reach back to the firms you interviewed with over the past year. Set a meeting and make your proposition as a part-time or consultant. If you are able to obtain 2-4 clients working 2-3 days per week for them (advocate for on-site!!!) then you are most likely bringing home the bacon and meeting that monthly number you once had.
If you need a jump-start, you can also leverage firms like Jennifer Folsom’s at www.Mom-entum.com and the team at www.FlexforceProfessionals.com that specialize in PT or consulting positions.
6. Relationships
Of course, the old adage goes, “It is not what you know, it is who you know”. These days you absolutely need both – knowledge and relationships. Build relationships with everyone you meet. This includes the person next to you on the metro, the plane, at church, in the elevator, your other soccer mom friends and poker club pals – people with whom you volunteer. You will be surprised at who knows someone that may need you or your services.
ACTION YOU CAN TAKE NOW:
Contact every person you know (friends, family, colleagues) and direct them to your new website (see # 2) letting them know you are proving these services as a consultant – yet are also open to part-time or full-time employment.
7. Partner
Find a friend or colleague who is also job seeking regardless of industry or experience or location. Set goals of accomplishing some of the suggestions on this list. Set time-frames for accomplishing the goals. Attend networking events together. Set a day to talk or meet weekly and evaluate each others progress. (ie. Your goal was to attend 4 networking events in June. Today is June 7th. What events have you signed up for and what events have you attended?) Sometimes all it takes is having someone to keep us accountable in order to accomplish our tasks. Keep track of your progress. Reward yourself along the way.
ACTION YOU CAN TAKE NOW:
Find a partner or start a group. Do your job by holding the others accountable and make them do the same for you. Stop making excuses. Just do it.
8. Value Proposition
The Reality: The job market is competitive and candidates need to understand that regardless of their industry, they are in sales and need to bring something of value to the hiring firm. This can be a unique skill-set, or better yet a potential client for the company. If you are seeking a marketing position, consider going to the interview/meeting bringing 3 or 4 creative ideas on how the company can improve expand their marketing. (ie.“I noticed your website does not have links to any social media such as LinkedIn, Twitter or Facebook. This is one of my expertise areas and in my past position; I used of these tools grew business by x% over 6 months.”)
There are many ways to sell yourself to win business or get a job (virtually the same thing!).
ACTION YOU CAN TAKE NOW:
Know your value, communicate it, sell it to the employer so that you are not asking what they can do for you, but rather you are telling them what you can do for them. Sound familiar?
Tweak this to be unique for each firm you meet with.
Please Note:
Local Recruiters are also standing by to assist you.
Jennifer Schaus runs a boutique government consulting firm in Washington, DC focused on GSA Schedules and business development for B2G contractors – and hosts a B2G monthly networking event at The Kennedy Center. For more information please visit www.JenniferSchaus.com.
By Jennifer Schaus, June 2011 ©
Let’s make this clear: I am not a recruiter, I do not want to be one - and I am not hiring. Sometimes hourly, sometimes daily but more-so weekly, I receive inquiries from friends, friends of friends, friends of colleagues, former co-workers, friends of former co-workers and attendees of my Monthly Networking Event in Washington, DC asking me to help them or their friends for suggestions on how they can get a job. I’m exhausted from these exercises and again, I repeat – I am not a recruiter.
Listed below are “101 Job Seeking Basics” that surprisingly most professionals do not take advantage of.
1. Business Card
Ensure you have a simple business card with only the essentials: your name, one contact phone number, email address, and website if you have one. Use a large easy to read font. Consider adding a job title or your expertise to the back of the card. (ie. Public Relations Professional, Bookkeeping Services, Italian-English Translator, etc.). This helps people remember what you do. Carry these with you EVERYWHERE. Always have more than enough.
ACTION YOU CAN TAKE NOW: Go to FedEx/Kinkos or use VistaPrint on-line services to create a simple yet professional card. Consider occasionally handing out 2 cards – one for the person you met and one for them to pass along. Beyond two, you appear desperate.
2. Website
These days it is very simple and inexpensive to set up a website. Companies like GoDaddy and many others have user-friendly pre-established templates for you to complete. Keep it simple – one page - with a capabilities statement or bullet points. Be sure to add your contact information.
ACTION YOU CAN TAKE NOW: Log onto GoDaddy or any other web hosting site to build a simple professional site. You can also pay a small fee to have them complete it for you.
3. Networking & Communication
Networking events are always a great way to meet new people and expand your professional group. If you are a marketing professional or an IT professional, take yourself out of your comfort zone. Know your industry players, but perhaps try a networking event for Government Contractors or Small Businesses or even International Trade professionals. Mix it up. You will stand out, people will remember you. These industries also need marketing and IT personnel.
Go with an objective and understand that the attendees are most likely not your customers. (BNI does a great job of conveying this concept.) Their neighbor, spouse or brother may be your client - so it is important to communicate clearly what you bring to the table (skill-set) and what you are seeking.
Provide real examples of your work. People tend to talk in their own language and in generalities. “I work in IT” – or - “I have provided program management services”. This is an obscure statement that gets you nowhere. Explaining how your firm worked with the US Army to establish a recruitment website, provided outreach and marketing services for their ROTC program to increase applicants by 15%, is a better example. Use examples when you communicate.
ACTION YOU CAN TAKE NOW: Search the internet (including LinkedIn) for networking events in your area. Set a goal of attending 3-4 events monthly with at least one being outside of your industry. Take a friend. Always bring your new business cards (see #1).
4. Social Media
The power of social media is beyond anyone’s imagination. My favorite by far, which is not industry specific, but allows you to be – is LinkedIn. This is where I personally go to check a potential partner or employee qualifications. Having a solid profile on LinkedIn is not everything, but as LI becomes more or less, the North American standard, it cannot hurt to leverage its power. If you do not have any LI recommendations, start making recommendations. Give a compliment – Receive a compliment.
It’s that simple. I use the free services of LI and have obtained multiple paying clients from it all over the world.
ACTION YOU CAN TAKE NOW: Update your profile and recommendations. Join as many groups as possible on LinkedIn related to your industry. Read the posts and make educated comments. Share articles you have read that may be helpful to the group. Pose questions to the group that may get a strong reaction. Post events that you are attending that may be useful to the others. All of these actions will bring people to you and show you as a credible source of information. Meet with the local professionals in your area with whom you have connected. LI is not the silver bullet; it is a way to assist with relationship building.
5. Creatively Create
Many people are sending out CV’s hoping for a full-time job. Hire Me! Hire Me! This mentality will certainly not get you hired. This is not 2nd grade and the teacher is not going to “pick you”. This is the real world and it is competitive. You have to set yourself apart from the other adults.
Some individuals may get as far as an interview, yet turned down from the job because funding was cut for the position or other reasons. The job seeker typically walks away. Assuming you have invested your time, completed research on the firm, met with several members of the company – go back!! Reach back to the firm with whom you now have a relationship with and propose working in that position in a part-time capacity or as a consultant. (Some have proposed working for free in an intern role which eventually led to employment. Save this as a last resort.) This is a very attractive approach to the hiring firm as it mitigates risk for them. They will not have the overhead expense of benefits, and other FTE costs. This allows them to “test drive” your skills - and for you to do the same with them. Suddenly, as a consultant you have created value for the firm and a role for yourself. Once you are in, meet as many people as possible to build relationships at all levels.
ACTION YOU CAN TAKE NOW:
Reach back to the firms you interviewed with over the past year. Set a meeting and make your proposition as a part-time or consultant. If you are able to obtain 2-4 clients working 2-3 days per week for them (advocate for on-site!!!) then you are most likely bringing home the bacon and meeting that monthly number you once had.
If you need a jump-start, you can also leverage firms like Jennifer Folsom’s at www.Mom-entum.com and the team at www.FlexforceProfessionals.com that specialize in PT or consulting positions.
6. Relationships
Of course, the old adage goes, “It is not what you know, it is who you know”. These days you absolutely need both – knowledge and relationships. Build relationships with everyone you meet. This includes the person next to you on the metro, the plane, at church, in the elevator, your other soccer mom friends and poker club pals – people with whom you volunteer. You will be surprised at who knows someone that may need you or your services.
ACTION YOU CAN TAKE NOW:
Contact every person you know (friends, family, colleagues) and direct them to your new website (see # 2) letting them know you are proving these services as a consultant – yet are also open to part-time or full-time employment.
7. Partner
Find a friend or colleague who is also job seeking regardless of industry or experience or location. Set goals of accomplishing some of the suggestions on this list. Set time-frames for accomplishing the goals. Attend networking events together. Set a day to talk or meet weekly and evaluate each others progress. (ie. Your goal was to attend 4 networking events in June. Today is June 7th. What events have you signed up for and what events have you attended?) Sometimes all it takes is having someone to keep us accountable in order to accomplish our tasks. Keep track of your progress. Reward yourself along the way.
ACTION YOU CAN TAKE NOW:
Find a partner or start a group. Do your job by holding the others accountable and make them do the same for you. Stop making excuses. Just do it.
8. Value Proposition
The Reality: The job market is competitive and candidates need to understand that regardless of their industry, they are in sales and need to bring something of value to the hiring firm. This can be a unique skill-set, or better yet a potential client for the company. If you are seeking a marketing position, consider going to the interview/meeting bringing 3 or 4 creative ideas on how the company can improve expand their marketing. (ie.“I noticed your website does not have links to any social media such as LinkedIn, Twitter or Facebook. This is one of my expertise areas and in my past position; I used of these tools grew business by x% over 6 months.”)
There are many ways to sell yourself to win business or get a job (virtually the same thing!).
ACTION YOU CAN TAKE NOW:
Know your value, communicate it, sell it to the employer so that you are not asking what they can do for you, but rather you are telling them what you can do for them. Sound familiar?
Tweak this to be unique for each firm you meet with.
Please Note:
Local Recruiters are also standing by to assist you.
Jennifer Schaus runs a boutique government consulting firm in Washington, DC focused on GSA Schedules and business development for B2G contractors – and hosts a B2G monthly networking event at The Kennedy Center. For more information please visit www.JenniferSchaus.com.
DC is not dead in the summer
Many people leave Washington DC in the summer time for vacation of long weekends at the beach. The city attracts millions of tourist every year and also host hundreds of trade shows and events drawing international crowds.
Don't miss the Federal Government Contractors Signature Event - 3rd Thursdays at The Kennedy Center with Jennifer Schaus & Associates. This is a free event averaging 50-60 professionals.
For more information and to register for the JUNE 16 & JULY 21 events, http://jenniferschaus3.eventbrite.com/
Don't miss the Federal Government Contractors Signature Event - 3rd Thursdays at The Kennedy Center with Jennifer Schaus & Associates. This is a free event averaging 50-60 professionals.
For more information and to register for the JUNE 16 & JULY 21 events, http://jenniferschaus3.eventbrite.com/
Monday, June 6, 2011
7 Reasons FED Contractors Should Consider State & Local Markets
7 Reasons FEDERAL GOVERNMENT Contractors Should Consider State & Local Government Markets, By Jennifer Schaus, JUNE 2011
http://www.jenniferschaus.com/uploads/7_Reasons_SL.pdf
http://www.jenniferschaus.com/uploads/7_Reasons_SL.pdf
Closing The Sale..........37 Tips,
37 Best Kept Secrets for Closing a Sale (mine is #29) - http://wp.me/pKJr1-Nd
Thursday, June 2, 2011
Larson Allen Accounting - B2G Risks & Rewards (with Jennifer Schaus) REPLAY
Jennifer Schaus & Larson Allen Accounting recently provided a joint webinar on B2G (Business to Government) Risks and Rewards. Topics included: GSA Schedule / Accounting & Finance / 8a Small Business Certification.
The below link provides the replay of the webinar (audio & content slides).
http://www.larsonallen.com/Advisory_Services/Recording__Selling_to_the_Federal_Government.aspx
The below link provides the replay of the webinar (audio & content slides).
http://www.larsonallen.com/Advisory_Services/Recording__Selling_to_the_Federal_Government.aspx
Friday, May 27, 2011
GSA Schedule - Advantages
An old post (with relevant information) on GSA Schedules and winning FED GOV Contracts (Stimulus/ARRA or not). From Suart Lander & our friends at Public Spend:
http://blog.publicspend.com/publicspend/blog/tag/jennifer-schaus/
http://blog.publicspend.com/publicspend/blog/tag/jennifer-schaus/
Thursday, May 26, 2011
More tips for Networking,
Apparantly networking is the key to forming relationships, which eventually lead to sales & revenue. Some attend networking for the free food and drinks. Others are there to market themselves (their businesses) and draw value from the handshakes and card swapping.
Michelle Villalobos recently gathered feedback from the experts on your "Biggest Tip for Effective Networking". This was posted on her blog. We were featured in the blog, highlighting our 3rd Thursdays NETWORKING at The Kennedy Center in Washington, DC.
Michelle's Blog:
http://michellevillalobos.wordpress.com/2011/05/10/biggest-tip-for-effective-networking/
3rd Thursdays at The Kennedy Center:
http://JenniferSchaus3.eventbrite.com
Thank You,
Jennifer Schaus
Washington, DC
Michelle Villalobos recently gathered feedback from the experts on your "Biggest Tip for Effective Networking". This was posted on her blog. We were featured in the blog, highlighting our 3rd Thursdays NETWORKING at The Kennedy Center in Washington, DC.
Michelle's Blog:
http://michellevillalobos.wordpress.com/2011/05/10/biggest-tip-for-effective-networking/
3rd Thursdays at The Kennedy Center:
http://JenniferSchaus3.eventbrite.com
Thank You,
Jennifer Schaus
Washington, DC
10 Tips for Networking - from GOV PLAYERS
Isaac Barnes of Gov Players in Washington, DC recently attended our 3rd Thursdays Networking & Culture at The Kennedy Center for Government Contractors.
He stepped away with these thoughts & networking tips:
http://govplayers.com/10-tips-for-networking-at-government-contracting-events/
Thanks for sharing, Isaac!
He stepped away with these thoughts & networking tips:
http://govplayers.com/10-tips-for-networking-at-government-contracting-events/
Thanks for sharing, Isaac!
B2G Networking in Washington, DC
Thanks to all who have attended & supported
"3rd Thursdays"
B2G Culture & Networking
NEXT EVENTS:
Thursday, JUNE 16
Thursday, JULY 21
Government Contractors
B2G NETWORKING
Third Thursdays
Please join
JENNIFER SCHAUS & ASSOCIATES
http://www.JenniferSchaus.com
for
Culture & B2G Networking
at
The Kennedy Center
*Every 3rd Thursday*
5:30pm - 7:30pm EST
This is a FREE EVENT
TIPS ON NETWORKING FROM GOV PLAYERS:
http://govplayers.com/10-tips-for-networking-at-government-contracting-events/
WHAT:
This is strictly a high level professional networking event, not a conference, trade show or seminar. It is a free event. We encourage conversation and exchange of business cards. ******We highly discourage handing out any promotional materials, flyers, brochures, etc.******
WHO ATTENDS:
Approximately 50-60 attendees including B2G Contractors, B2G Service Providers, B2G Curious, Government Employees, Embassy Officials, Consultants, Job Seekers, International Professionals, etc. All PROFESSIONALS are welcome!
WHERE:
WE MEET ON THE FOYER LEVEL (main level) near the MILLENNIUM STAGE area.
We are usually situated about 40-50 yards behind the last row of seats for the Millennium Stage performance.
WHEN:
Every THIRD THURSDAY of the month
5:30 - 7:30pm, EST (Please note this is a NEW TIME)
TRANSPORTATION and PARKING:
*There is a FREE Kennedy Center Shuttle bus from the Foggy Bottom metro (Blue / Orange lines) running every 10 minutes until midnight. There is also a parking garage (PAY-FOR)) and some (metered) street parking.
NOTE:
The theater beverage area hosts half-price beverages on select items from 5-6pm.
Available items include soda, juice, water, champagne, wine, beer and theater snack food.
Millennium Stage Music Performance 6-7pm
Networking from 5:30 - 7:30pm.
This event is a monthly recurring event EVERY 3rd THURSDAY of the month.
*Jennifer Schaus & Associates is not a recruiting firm.
Please join us and extend the invite to your network.
FAQ's -- FREQUENTLY ASKED QUESTIONS
When is your next event?
This is a monthly recurring event. It takes place the 3rd Thursday of the month.
Where do you meet?
We meet at the Kennedy Center, Foyer Level, Millennium Stage Area.
Is there a cost to attend?
No. This is a free event.
Is there parking?
Yes. The Kennedy Center has a parking garage and there is a cost associated with parking. You may also be able to find street parking (mostly metered)
Is this metro accessible?
Yes. Take the Foggy Bottom Metro - Blue/Orange line. Just outside the metro, hop on the FREE Kennedy Center (red) shuttle bus. It runs round trip every 5 - 10 minutes.
Can I hand out brochures, pamphlets or flyers?
No. We encourage conversation and business card exchange ONLY.
Is this event for companies that wish to sell to the GOV or is it geared towards job-seekers?
The event is B2G - for those Businesses that are or wish to sell to the GOV. Occassionally our attendance is made up of job-seekers, rcruites and companies that are hiring. All professionals are welcome.
What is your snow policy?
If the Kennedy Center is closed - the event is OFF. If the Kennedy Center is open, we will meet.
Who attends?
Typicaly 50-60 professionals. This ranges from government contractors, government consultants and some government employees. Prime contractors as well as small businesses attend. There is a wide mix ranging from IT to international business development professionals, CO's from the Federal Government, recruiters and many others.
I have a GSA Schedule and 8a status, should I attend?
We welcome all professionals including GOV Contactors just starting out as well as seasoned firms.
Can I wear jeans?
The Kennedy Center is DC's premiere performing arts center. Please dress in appropriate business professional attire.
Is the Kennedy Center wheelchair accessible and do they allow seeing eye dogs?
Yes and yes.
Can I send you my resume, CV?
Jennifer Schaus & Associates is not a recruiting firm. Sometimes the attendance includes recruiters and companies who are hiring that attend the event - so please send your resume to these individuals.
Is there a conference or presentation or trade show?
No. This is a networking event.
Can I share this event with my colleagues?
Yes. All professionals are welcome.
What business is Jennifer Schaus & Associates in? Are you an event planner? Are you hiring?
We help companies who wish to sell to the FED GOV. We are not event planners. No, we are not hiring but actively work with GOV Consulants to refer business back and forth.
THANK YOU FOR SUPPORTING
3rd THURSDAYS
at
The Kennedy Center
"3rd Thursdays"
B2G Culture & Networking
NEXT EVENTS:
Thursday, JUNE 16
Thursday, JULY 21
Government Contractors
B2G NETWORKING
Third Thursdays
Please join
JENNIFER SCHAUS & ASSOCIATES
http://www.JenniferSchaus.com
for
Culture & B2G Networking
at
The Kennedy Center
*Every 3rd Thursday*
5:30pm - 7:30pm EST
This is a FREE EVENT
TIPS ON NETWORKING FROM GOV PLAYERS:
http://govplayers.com/10-tips-for-networking-at-government-contracting-events/
WHAT:
This is strictly a high level professional networking event, not a conference, trade show or seminar. It is a free event. We encourage conversation and exchange of business cards. ******We highly discourage handing out any promotional materials, flyers, brochures, etc.******
WHO ATTENDS:
Approximately 50-60 attendees including B2G Contractors, B2G Service Providers, B2G Curious, Government Employees, Embassy Officials, Consultants, Job Seekers, International Professionals, etc. All PROFESSIONALS are welcome!
WHERE:
WE MEET ON THE FOYER LEVEL (main level) near the MILLENNIUM STAGE area.
We are usually situated about 40-50 yards behind the last row of seats for the Millennium Stage performance.
WHEN:
Every THIRD THURSDAY of the month
5:30 - 7:30pm, EST (Please note this is a NEW TIME)
TRANSPORTATION and PARKING:
*There is a FREE Kennedy Center Shuttle bus from the Foggy Bottom metro (Blue / Orange lines) running every 10 minutes until midnight. There is also a parking garage (PAY-FOR)) and some (metered) street parking.
NOTE:
The theater beverage area hosts half-price beverages on select items from 5-6pm.
Available items include soda, juice, water, champagne, wine, beer and theater snack food.
Millennium Stage Music Performance 6-7pm
Networking from 5:30 - 7:30pm.
This event is a monthly recurring event EVERY 3rd THURSDAY of the month.
*Jennifer Schaus & Associates is not a recruiting firm.
Please join us and extend the invite to your network.
FAQ's -- FREQUENTLY ASKED QUESTIONS
When is your next event?
This is a monthly recurring event. It takes place the 3rd Thursday of the month.
Where do you meet?
We meet at the Kennedy Center, Foyer Level, Millennium Stage Area.
Is there a cost to attend?
No. This is a free event.
Is there parking?
Yes. The Kennedy Center has a parking garage and there is a cost associated with parking. You may also be able to find street parking (mostly metered)
Is this metro accessible?
Yes. Take the Foggy Bottom Metro - Blue/Orange line. Just outside the metro, hop on the FREE Kennedy Center (red) shuttle bus. It runs round trip every 5 - 10 minutes.
Can I hand out brochures, pamphlets or flyers?
No. We encourage conversation and business card exchange ONLY.
Is this event for companies that wish to sell to the GOV or is it geared towards job-seekers?
The event is B2G - for those Businesses that are or wish to sell to the GOV. Occassionally our attendance is made up of job-seekers, rcruites and companies that are hiring. All professionals are welcome.
What is your snow policy?
If the Kennedy Center is closed - the event is OFF. If the Kennedy Center is open, we will meet.
Who attends?
Typicaly 50-60 professionals. This ranges from government contractors, government consultants and some government employees. Prime contractors as well as small businesses attend. There is a wide mix ranging from IT to international business development professionals, CO's from the Federal Government, recruiters and many others.
I have a GSA Schedule and 8a status, should I attend?
We welcome all professionals including GOV Contactors just starting out as well as seasoned firms.
Can I wear jeans?
The Kennedy Center is DC's premiere performing arts center. Please dress in appropriate business professional attire.
Is the Kennedy Center wheelchair accessible and do they allow seeing eye dogs?
Yes and yes.
Can I send you my resume, CV?
Jennifer Schaus & Associates is not a recruiting firm. Sometimes the attendance includes recruiters and companies who are hiring that attend the event - so please send your resume to these individuals.
Is there a conference or presentation or trade show?
No. This is a networking event.
Can I share this event with my colleagues?
Yes. All professionals are welcome.
What business is Jennifer Schaus & Associates in? Are you an event planner? Are you hiring?
We help companies who wish to sell to the FED GOV. We are not event planners. No, we are not hiring but actively work with GOV Consulants to refer business back and forth.
THANK YOU FOR SUPPORTING
3rd THURSDAYS
at
The Kennedy Center
Thursday, April 28, 2011
B2G Basics - May 24 2011 Webinar,
LarsonAllen and Jennifer Schaus present B2G Basics on Selling to the Federal Government,
GOVERNMENT CONTRACTORS: Please mark your calendar for a May 24th WEBINAR on B2G Basics hosted by LarsonAllen & Jennifer Schaus, http://www.larsonallen.com/default.aspx?id=10110
GOVERNMENT CONTRACTORS: Please mark your calendar for a May 24th WEBINAR on B2G Basics hosted by LarsonAllen & Jennifer Schaus, http://www.larsonallen.com/default.aspx?id=10110
Friday, April 8, 2011
Friends of the US Chamber Of Commerce - Brace for Government Shutdown,
http://www.friendsoftheuschamber.com/article/government-contractors-brace-for-shutdown- Jennifer Schaus featured in Wall Street Journal article posted on Friends Of the US Chamber
Jennifer Schaus - Wall Street Journal - Government Shutdown
http://online.wsj.com/article/SB10001424052748704587004576241033511757282.html Jennifer Schaus contributes to the Wall Street Journal on the effects of a Federal Government shutdown, April 2011. Government Contractors Steel For Shutdown
The Wall Street Journal and Jennifer Schaus on Potential Federal Government Shutdown, April 2011
The Wall Street Journal speaks with Jennifer Schaus of Jennifer Schaus & Associates in Washington, DC about the effects on supply chain regarding the potential Federal Government Shutdown. April 2011. http://www.jenniferschaus.com/uploads/WSJ_JSchaus_March2011.pdf
Thursday, March 24, 2011
9 Ways Foreign Firms Can Compete for US FED GOV Contracts,
http://www.jenniferschaus.com/uploads/9Tips_Foreign_JS_2011.doc.pdf
Jennifer Schaus
Jennifer Schaus & Associates
Washington, DC
http://www.JenniferSchaus.com
Jennifer Schaus
Jennifer Schaus & Associates
Washington, DC
http://www.JenniferSchaus.com
Wednesday, March 23, 2011
7 Ways To Win FED GOV Contracts Without Having To Be In DC
7 Ways To Win FED GOV Contracts Without Having To Be In DC
http://www.jenniferschaus.com/uploads/WinInDC_JS_March2011.pdf
Jennifer Schaus
Jennifer Schaus & Associates
Washington, DC
http://www.JenniferSchaus.com
http://www.jenniferschaus.com/uploads/WinInDC_JS_March2011.pdf
Jennifer Schaus
Jennifer Schaus & Associates
Washington, DC
http://www.JenniferSchaus.com
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