Presentation on theme: "A Winning Approach to Government Sales Federal Marketing Partnership Josh Ladick, President // (866) 916-6484 //"— Presentation transcript:
A Winning Approach to Government Sales Federal Marketing Partnership Josh Ladick, President // (866) //
Teamwork We partner with our clients, and are very invested in their success. We are an extension of your federal marketing sales force, and we take this seriously. You will enjoy a high level of confidentiality and communication from GSA Focus. Discipline Perseverance and trust in our methods will lead to success. We know this. Therefore, all it takes to win in the federal market is to continue on the trusted course. We are disciplined in our methods and delivery, you will see what you are paying for. Intelligence We have a winning approach that has taken 6 years to develop and fine tune. But, we are never satisfied, always striving to improve. We are also in a continuously adaptive state as the federal market and acquisition patterns change. Our Philosophy Teamwork, Discipline, Intelligence
Who is Winning in Your Market? We will Research winning Contractors in your Market to Quantify your Federal Market Opportunity. This gives you the intel you need to estimate a reasonable market share target. What Agencies Buy What You Sale? Research into the Federal/State & Municipal spending histories to surface the agencies to target. We share this information with you, giving you the tools to decide if moving forward will benefit your company. What Advantages Do You Currently Have? Do you have a GSA Contract, SBA Certifications, etc. that will be a competitive advantage for you in the federal market? If not, we will advise on the cost/benefits of obtaining those available. Stage 1 – Research First Week
Tools to Start Strong o Timely Bid Notifications (Federal/State/Municipal) o Buyer Contact Lists for Direct Marketing (Decision Makers who Have bought from your competitors) o Assistance in Capabilities Statement (Marketing Document) o Direction on Website enhancements to reach Government Customers o Identify Strategic Business Conferences & Trade Shows o Identify Partnering / Teaming Opportunities (socio-economic, primes, etc.) Stage 2 – Action Second - Third Weeks
Disciplined & Organized Approach o Ongoing Bid Notifications – First to contact buyer often wins, so we get you the opportunity data ASAP. We also Qualify leads, to save you time & effort. o Direct Marketing to buyers with a history of buying your like-products/services. o Perform regular Agency Forecasts and monitor expiring contracts to provide information about government needs before solicitations are publicly released. o We write winning proposals efficiently and at cost-effective prices. Stage 3 – Execution Fourth Week and on …
How Long Before I See Results? GSA Focus has engineered our approach to achieve success as soon as possible. However, these markets have a high barrier for entry, and buyers move slow. So, although progress is made, success can be hidden from sight. Depending on your industry, we expect a 6-9 month grace period before the fruit of our labor is seen, and you start winning bids. Similar to the efforts laying the foundation of a building, so the structure is strong and sound when it comes time to erect. What kind of Results Can I Expect? Every industry is different, and there is no way to accurately forecast success in the federal market. However, we have a winning approach that has taken 6 years to develop and fine tune. Generally, our clients see results within the first year, or not at all. It usually depends on the level of commitment a client has and if they are willing to persevere through the building stage. Expectations What can you Expect with RBH?
Options 1.Hiring an In-House Federal Salesman (or team) Going Rate is over $120K/year for an experienced and proven federal sales manager. You will be paying employee taxes, Social Security, Health Care, etc. They will need to set-up the infrastructure from scratch, since 2.Teaching Current Employee(s) Trial and Error for years to come. You are paying someone (at about $60 K/year) to learn and gain experience for at least 3 years. You will likely lose patience and scrap the federal contracting endeavor after 1 year. If successful, your employee could go to your competitor. 3.GSA Focus – Federal Marketing Partnership We are an Independent Contractor so you will avoid taxes. Our price is less than a third of option 1, and half of Option 2. If we do not produce, you can fire us and find another provider. We will work with you as long as you want us to. ROI Return On Investment (Considerations)