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Small Business Solutions. 6 Steps to Marketing for the New Government Contractor. Christy L. Jackiewicz Outreach Program Manager. Purpose. Provide 6 Steps to Marketing Identify the Customer Analyze the current and future needs Listen to the Customer Talk about what matters

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slide1

Small Business Solutions

6 Steps to Marketing for the New Government Contractor

Christy L. Jackiewicz

Outreach Program Manager

purpose
Purpose
  • Provide 6 Steps to Marketing
    • Identify the Customer
    • Analyze the current and future needs
    • Listen to the Customer
    • Talk about what matters
    • Be the Solution
    • Be Better than their last experience
identify the customer
Identify the Customer

What are your questions?

  • Who is buying what you sell?
  • How much are they spending?
  • Where did they buy it from?
  • What is the current trend?
  • Where is the Procurement Data?
  • Who are the top spenders?
identify the customer5
Identify the Customer

The Federal Procurement Data System provides:

  • Geographical Analysis
  • Market Analysis
  • Congressional and Presidential Initiative Impact
  • Socio and Economic Analysis
  • And more…

https://www.fpds.gov

fpds data example top 10 contractors
FPDS Data Example – Top 10 Contractors

Benefits of Data? Seeking Partnerships?

find new customers
Find New Customers
  • www.fbo.gov – Advanced Search
    • Pre-solicitation, Sources Sought, Solicitation/Synopsis
    • Classification Code
    • NAICS Code
    • Recovery and Reinvestment Act
    • Collect Contact Info Always
  • www.gsa.gov/smbusforecast - Forecast
    • NAICS Code
    • Title
    • State
find new customers8
Find New Customers
  • Cold Calling
    • Authority to Purchase
    • Contact Information
    • Quarterly/Biannual Updates
    • Emails as follow-up only
  • Conference Attendance
    • Set Goals
    • Anticipate potential partners – not just buyers
    • Determine Needs
    • Network, Network, Network
analyze and anticipate
Analyze and Anticipate
  • Current and future trends are the source of success
    • Current
      • Sustainability
      • Telework
      • Mobile Office
      • Cleaner and Greener
analyze and anticipate11
Analyze and Anticipate
  • Current and future trends are the source of success
    • Future
      • What makes sense? How is the demand changing?
        • Mandatory Home Office?
        • Eliminate Toxic Sources
        • Better Tools for a Mobile Environment
how to analyze and anticipate
How to Analyze and Anticipate
  • Listen
  • Watch
  • What is the need now?
  • How has it changed?
  • Where is it going?
  • Successful companies are intuitive and move with the direction of the current.
how will your customers decide
How will your Customers Decide?
  • Past Performance
  • Price
  • Options
  • Warranty
  • Availability
  • Location
  • Buyer Discretion
  • 508 Compliance
  • Green Options
listen to your customer
Listen to your customer
  • What are their needs and challenges?
  • What is their pain/heartburn?
  • How can you be the solution?

Be the solution to the problem!

solutions
Solutions?
  • Determining what matters?
    • Customers Concerns
    • Customers Budget
    • Customers Support System
    • Customers Resources
    • Customers Vision
    • Customers Last Contractor Experience
    • What else matters? NOTHING!!!
    • Take care of the customer!
seeking partnerships resources
Seeking Partnerships/Resources
  • Contractor Teaming Arrangements (gsa.gov/cta)
    • GSA Schedule Vendors ONLY
    • Total Solution
    • Paid Separate
    • Team Plans Process
  • Subcontracting (gsa.gov/subdirectory)
    • Any size prime
    • GSA Schedule Projects
    • Piece of the Pie
  • Mentor Protégé (gsa.gov/mentorprotégé)
    • GSA Schedule Vendors
    • Prime Directed Projects
    • GSA Approved
    • Subcontracting Agreement
business marketing plans help
Business/Marketing Plans help!
  • How?
    • Blueprints of a Business
      • How do we make a difference?
      • Who does it better than we do?
      • Who will buy our products/services?
      • How will we get new opportunities?
      • Short and Long term goals
      • How much it will cost?
      • What are we missing?
more support
More Support

11 Regional GSA OSBU

and SBTA’s

www.gsa.gov/smallbizsupport

OSDBU for all agencies

www.osdbu.gov

Procurement Technical

Assistance Centers

www.aptac-us.org

Customer Service Directors

www.gsa.gov/CSD

small business solutions
Christy L. Jackiewicz

General Services Administration

Office of Small Business Utilization

1-855-OSBUGSA

www.gsa.gov/osbu

Small Business Solutions