Jennifer Schaus replied to the topic Any Advice on How to Market a GSA Schedule for Success? in the forum Miscellaneous 9 years, 4 months ago
All too often companies pursue the GSA Sched is hopes that it is the holy grail and will lead to abundant gov sales, when in fact it is simply a marketing tool that some gov buyers may use — and others do not. Additionally, it takes a long time investment to obtain the Sched and it also comes with a sales quota as well as a “GSA Tax” (IFF Fee).
Before even pursuing a Sched, you should understand your market base, how they buy and if they use the Sched or not. You may not need one! Market your products/services to the client and ask if having a Sched would expedite the sales process or increase your chances of winning the bid. The GSA Sched does have the benefit of limiting the playing field and showing that your firm has established price ceilings, is compliant and has past performance in the product/service are you are proposing.
If you have followed this path, then upon recieving your GSA Contract #, you should continue to speak to the prospects who suggested the GSA Sched is how they would buy from you. If this is not the case, then contact someone like Anna Urman of http://www.TacticalInsight.com to conduct some market research for your firm to find out what agencies are buying your offering/s, who the buyers are (names, emails, phone #) and where your competitors have won business. This will give you a road-map …. which you will need, because deciding to “sell to the government” is like deciding to sell to China – it is HUGE and you need a plan/strategy.
Additionally, http://www.TheASBC.com run by Guy and Maggie Timberlake offers great opps for networking and also attending sessions with government officials. I’d also sugest subscribing to many of the gov related publications (ie. http://www.GovExec.com) to stay abreast of policy and legislation affecting your industry, attend PTAC and SCORE meetings hosted by the government and focused on helping/educating gov contractors. Lastly, please see the B2G TIPS section of my website for more suggestions on marketing to the gov. http://www.JenniferSchaus.com
Thanks & good luck,
Jennifer Schaus & Associates
B2G Consultant & GSA Scheds
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