Jennifer Schaus and Assoiates presented to a South Korean delegation hosted by The George Mason University, PTAC - Procurement Technical Assistance Center. For more information about government contracting, visit http://www.JenniferSchaus.com

1. US Government
Marketing Strategies
October 7. 2014

2. AGENDA
October 7. 2014

3. Welcome!
환영합니다
October 7. 2014

4. AGENDA
Introduction
Presentation
Conclusions / Recommendations
Q & A
October 7. 2014

5. Introduction
Company Name
Product / Service
# Years In Business
Any Government Customers?
October 7. 2014

6. Introduction
Jennifer L. Schaus
20 Years Govt Contracting
Washington DC Based
Embassies / Foreign Clients
Contract Vehicles / Fed Gov Sales
October 7. 2014

7. Presentation
October 7. 2014

8. The US Federal Government
World’s Largest Purchaser
Goods / Services
$500B (USD) Annually
PUBLIC INFO!
October 7. 2014

9. The US Federal Government
Contractors
Long Sales Cycle
Paperwork / Forms
Relationships Matter
Competitive
October 7. 2014

10. The Federal Fiscal Year
October 1 – September 30
Note: Q4 = Use it or lose it policy
High spikes in Q4 spending
October 7. 2014

11. Learn Before You Leap
October 7. 2014

12. Considerations:
Who is my customer?
How do they buy?
When do they buy?
How much do they buy?
What is the competitive landscape?
What are my advantages?
October 7. 2014

13. Considerations:
Who is the incumbent?
What certifications do my
competitors have?
Do I know the customer?
What is the current political
landscape?
October 7. 2014

14. Did You Know?
ALL of these questions should be
answered;
MOST of these questions can be
answered via public data.
October 7. 2014

15. Steps to Market Entry
October 7. 2014

16. Steps to Market Entry
1 – Conduct Research/Homework
2 – Create A Plan
3 – Know Your Advantages /
Disadvantages
4 – Understand the investment –
time & $$$ & learning curve
October 7. 2014

17. 5 – Build Relationships
6 – Solve Problems
7 – Follow the rules (familiar with
FAR)
8 – Hire experts when needed
9 – Be aware of compliance &
reporting issues
October 7. 2014

18. 10 – The government market is not
for everyone!
October 7. 2014

19. Steps to Market Entry
Practical & Actionable Steps
for Getting Started!
October 7. 2014

20. Steps to Market Entry
Consider establishing a
US Office / Presence:
Branch Office or Subsidiary
(US Bank, Mailing address, Phone
#, Local Contact Person)
October 7. 2014

21. Steps to Market Entry
Obtain & know your North
American Industry Codes
NAICS
www.Naics.com
October 7. 2014

22. Steps to Market Entry
Register with the IRS
Internal Revenue
Service
www.IRS.gov
Obtain a Tax ID # (TIN)
October 7. 2014

23. Steps to Market Entry
Register with D&B
Dun and Bradstreet
www.DnB.com
Obtain a DUNS #
October 7. 2014

24. Steps to Market Entry
Register on SAM
System for Award
Management
www.SAM.gov
October 7. 2014

25. Steps to Market Entry
Obtain a CAGE Code
Commercial And
Government Entity
www.DLA.gov
(Maintained by Defense Logistics Agency)
October 7. 2014

26. Steps to Market Entry
Review, Search & Register on
Federal Business
Opportunities
www.FBO.gov
October 7. 2014

27. Steps to Market Entry
Review, Search & Register on
Federal Business
Opportunities
www.FBO.gov
* Set up alerts for RFP’s!
October 7. 2014

28. Steps to Market Entry
Review & Search Industry Codes,
Competitors on
Federal Procurement
Data System
www.FPDS.gov
Competitive Intel!
October 7. 2014

29. Steps to Market Entry
Review & Obtain Agency Reports
and Budget Info
USA Spending
www.USAspending.gov
October 7. 2014

30. Steps to Market Entry
Review & Understand the Rules of
the Government Game!
The FAR
www.acquisition.gov
October 7. 2014

31. Steps to Market Entry
Register as a Small Business
(NOTE: US Citizen requirements)
Small Business
Administration
www.SBA.gov
October 7. 2014

32. Steps to Market Entry
Review the Small Business Scorecard
Small Business
Administration
www.SBA.gov
Learn which agencies contract well with small
business.
October 7. 2014

33. Steps to Market Entry
Attend Agency Industry Days
Agency Open House
Can be found on agency website or
with www.OSDBU.gov
(Office of Small & Disadvantaged Business)
October 7. 2014

34. Steps to Market Entry
Attend Small Business
Teaming Events with Prime
Contractors
* Register as a Small Business Vendor
on their website FIRST!
October 7. 2014

35. Steps to Market Entry
Win more through JV, Teaming
& SubContracting
Consider viewing Competitors “as”
Partners
Leverage relationships, capabilities,
business status.
October 7. 2014

36. Steps to Market Entry
Review Procurement Forecast
Agency Forecast
www.acquisition.gov
October 7. 2014

37. Steps to Market Entry
Review GSA Website for Similar
Services / Products –
Competitors / Partners
GSA Schedules
www.gsaadvantage.gov
October 7. 2014

38. Steps to Market Entry
Review GSA details on competitors
& create reports
GSA Detailed Reports
http://ssq.gsa.gov
October 7. 2014

39. Steps to Market Entry
Create a Capability Statement
One Page Marketing Document
Outline info / bullets
NAICS, DUNS & CAGE
Any contract vehicles
Business Size
Past Performance
October 7. 2014

40. Steps to Market Entry
Make a FOIA Request
Freedom Of Information Request
Provides details on contracts of competitors
www.FOIA.gov
October 7. 2014

41. Steps to Market Entry
Submit a Compliant & Competitive
Proposal.
Request a Debrief if you win or did not
win.
Great way to build relationships and learn
what happened.
October 7. 2014

42. Steps to Market Entry
Stay abreast of government issues & areas
for improvement where your solution solves
a problem.
October 7. 2014

43. Steps to Market Entry
Suggested Publications:
Washington Executive
Washington Business Journal
Washington Post
Government Executive
Fierce Government
October 7. 2014

44. Steps to Market Entry
Join networking groups & industry trade
organizations:
AFCEA
SECAF
The ASBC
NCMA
Professional Services Council
October 7. 2014

45. Steps to Market Entry
Leverage Social Media Sites for Marketig
www.Linkedin.com – select govt contracting
groups;
www.TFCN.us
www.GovLoop.com
www.IDGA.org
www.PublicWorksAgency.com
October 7. 2014

46. Steps to Market Entry
List Industry Codes, Contract Vehicles, Business
Size, DUNS# on:
Business Cards
Website
Auto-signature in email
October 7. 2014

47. Steps to Market Entry
Regularly check www.GovEvents.com for
government related events.
October 7. 2014

48. Steps to Market Entry
Consider subscriptions to government data
aggregators for RFP’s and intel reports:
www.Govini.com
www.BGov.com
www.Deltek.com
October 7. 2014

49. Conclusions
Do your homework!
Budget & Prepare
Build relationships
Know your advantages & value-add
Lead with Capabilities
October 7. 2014

50. Thank You!
고맙습니다
Questions & Answers
Jennifer Schaus
Washington, DC
Government Contracts Consulting Services
+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8
www.JenniferSchaus.com
October 7. 2014