Posts Tagged ‘Marketing’

Free GSA IT 70 Training 9/20 & 9/21/10 – Tips on Offers, Marketing, & Compliance

Friday, September 3rd, 2010

Attendees will gain insight on (a) the Multiple Award Schedule (MAS) IT 70 offer process, (b) marketing a MAS IT 70 contract, and (c) keeping schedule contracts in compliance via FREE IT Schedule 70 Business Partner Training classes (Pre-Award and Post-Award).  Classes are offered by GSA’s Center for IT Schedule 70 Program and will be held at 2200 Crystal Drive, Crystal Plaza 4, Room L1301, Arlington, Virginia 22202.

• IT Schedule 70 Pre-Award Training – Held September 20, 2010, 9:00 a.m. to 4:00 p.m. This class provides an overview of the OFFER process with seasoned Contract Officer break-out-discussions that include key segments of the contracting process, the Commercial Sales Practices (CSP) Chart and the labor matrix for services.
• IT Schedule 70 Post-Award Training– Held September 21, 2010, 9:00 a.m. to 4:00 p.m. This class will provide you with helpful information on how to market your GSA Schedule contract, how to keep your contract in compliance and how to use e-Tools as a resource.
• Registration form and Driving directions available at GSA IT 70 Training webpage.  Contact GSA for additional information at:  IT Center Hotline (703) 605-2700,  8am – 4pm EST daily, email: it.center@gsa.gov.

Contact Vanessa Payne at Aronson & Company, 301-231-6200, vpayne@aronsoncompany.com with your GSA and government contracting questions.

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Six Approaches To Get Started Working with the Federal Government

Tuesday, July 20th, 2010

By Marsha Lindquist, The Management Link

The Government essentially buys everything the general commercial marketplace buys and more.  What small businesses need is an understanding how the Federal Government buys what they buy (requirements) and six approaches to easily market your services to this valuable customer.

Many businesses shy away from doing business with the Federal Government largely because they have either heard it’s complicated or it requires a large investment in infrastructure to handle successfully. The simple truth is you don’t need a complicated network of support people – something small businesses are not able to easily afford. Equally true is doing business with the Federal Government can be a very simple matter of selling your product or service to a very willing buyer.

Don’t let either of these myths keep you from engaging in a very rewarding and profitable business with a very stable customer.  Click this link to read the six approaches you can take in order to get started working with the Federal Government.

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GSA Management Services Center Sponsors Industry Days in Crystal City

Friday, March 5th, 2010

GSA’s Management Services Center (MSC), which manages the MOBIS, PES, LOGWORLD, Language, Consolidated, and Environmental Schedule Contracts, is based in Washington state – 3,000 miles from the majority of Schedule holders. Fortunately for DC-area contractors who hold one or more of these Schedules, the MSC will be hosting Industry Days in Crystal City, VA on May 25-26, 2010. This is the second Industry Day sponsored by MSC in the DC Metro area offering contractors a unique opportunity for specialized training and networking. The first session filled quickly, so register now to take advantage of this free event. More information about the program schedule and registration is located after the jump. (more…)

Marketing Your “Green” Products and Services to Federal Agencies

Tuesday, November 17th, 2009

How can you market your “green” products and services? As noted in our 11/10/09 post, GSA Schedule contractors have new opportunities to sell to federal agencies. This comes as a result of Executive Order 13514 on Federal Sustainability, and in particular, the green procurement policy which will cover 95 percent of new contracts and acquisitions. If you’ve worked with the government for any length of time, you know everything old is new again. For example, in 1998, the Planet GSA Agency Initiative focused on Buying, Building, Driving, and Saving Green. So… what’s likely to be in demand this time? Listed below are “Green”-focused products, services, and policies to assist agency compliance with the procurement responsibilities outlined in federal environmental laws and regulations, including efforts to:

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Mark Your Calendars – Upcoming GSA Contracting Events

Friday, August 28th, 2009

September 15, 2009-GSA Schedules Training Webinar. The Office of Small Business Utilization conducts monthly training on the process of obtaining a GSA schedules contract. This free webinar is designed to encourage and support small businesses interested in obtaining a GSA Multiple Award Schedules contract. (Online)

September 24, 2009-Telework Exchange Town Hall Meeting. GSA sponsors this educational forum, along with the private sector, for federal government employees to learn about the latest technology and best practices used to implement telework programs. (Washington, DC)

October 22, 2009-Access to Success Small Business Conference. This powerful one-day conference features procurement and marketing workshops and provides an opportunity to meet and network with GSA program managers, building managers, leasing specialists, senior procurement employees, as well as small business advocates from DoD and other federal agencies. Attendees will also meet prime contractors seeking to partner with experienced small businesses to meet or exceed their company’s subcontracting goals. (Washington, DC)

December 1, 2009-Marketing to the Federal Government Webinar. This free webinar is designed for vendors who have already obtained a GSA Multiple Award Schedules contract and provides marketing tips and strategies for vendors with government contracts. Participants will learn techniques and resources to assist them in marketing to federal government agencies. (Online)

Successful Business Development Hiring – A BD Plan of Action is just as important as Experience

Friday, August 7th, 2009

By Sid Jaffe, CEO, Advantage Consulting, Inc.

Government contractors have not been successful in finding experienced Business Developers who will make immediate impact on the business. “Immediate impact” seems to mean bringing in new business to cover themselves within six months of starting with the company. Experienced people in government contracting realize the new business acquisition cycle is longer than six months and a Business Developer starting with a minimal “pipeline” will not show significant results for more than a year. A company needs to decide what they want the BD resources focused on and prepare to fund the effort required to obtain the results. At the same time management needs to have a BD Plan of Action that establishes with new BD people an agreed upon set of tactics and, more specifically, a list of people and positions to access for establishing, building and maintaining value-based business relationships.

New business, especially major programs, are multi-year efforts that begin with getting access to the right persons. Business Developers worth their salt are good at getting that access. Initial access is a beginning; the relationship, educating the customer and your company molding the procurement to align with your firm capabilities, solutions and services mix requires time and effort. It won’t happen in six or nine months; plan on more than a year. As the new business efforts are moving forward you need to be working on your task order marketing your existing contracts and opportunities. Task Order Marketing is business development using your project managers, task managers and senior staff. Contribution to revenue and margin should be a part of every manager’s performance review and compensation. Companies need to have excellent BD resources as a corporate resource and using programmatic staff, on the team at the customer site.

For more information on organizing, training and measuring the effectiveness of your BD plan and team contact Sid Jaffe, CEO, Advantage Consulting Inc. at sjaffe@acibiz.com or 703-642-5153.