Office of Small Business Utilization U.S. General Services Administration Marketing Strategies and Techniques for Small Business GSA Schedule Contract Holders Christy L. Jackiewicz Program Analyst

2 Agenda  Business/marketing plans  Who uses GSA Schedules?  Ordering procedures for buyers  Return on investment  Locating Buyers  Utilizing information effectively  Company introductions  Quality proposals  Recovery methods  More support  Green Initiatives  Stimulus Package Access

3 Business/Marketing Plans  Blueprints of a Business  Who am I/are we?  Where do we want to go?  What is attainable now?  What should we plan?  What/Who will help me meet my goals?  What is my budget for exploring?  What is the final outcome?

4 Schedule Sales Query (SSQ)  SSQ provides the sales reported by MAS contractors  Use SSQ to research your competitors’ sales  Go to

5 Who uses GSA Schedules?  Executive & Other Federal Agencies  Mixed-Ownership Government Corporations (FDIC, Federal Home Loan Banks, etc.)  The District of Columbia  Cost Reimbursable Government Contractors authorized in writing by a Federal agency (48 CFR 51.1)  State and Local Government (Cooperative Purchasing)  Domestic and Worldwide

6 Ordering procedures for Buyers Any vendor for purchases under $3000 Two or more vendors for orders over $3000 Orders above the Maximum Order request more discounts Non-GSA Items are Open Market Purchase Decision Past Performance Price Options Warranty Availability Location Buyer Discretion

7 Return on Investment  Research/Customer Base  Current  Potential  Request  Other sources  Cost/Discounts  Benefit  Success?  Contract/Revenue  Current Customer Orders  Potential Customer Orders  No Orders  2 years with Contract before $25,000  Other sources fulfilling orders  Success? Note: Note: The GSA Schedules Program is only one tool buyers use to purchase products and services. Know your customers purchasing practice.

8 Locating Buyers  – Advanced Search  Pre-solicitation, Sources Sought, Solicitation/Synopsis  Classification Code  NAICS Code (New)  Recovery and Reinvestment Act (New)  Collect Contact Info Always (Updated)  - Forecast (Updated)  NAICS Code  Title  State  Cold Calling  Authority to Purchase  Contact Information  Quarterly/Biannual Updates  s as follow-up only  Conference Attendance  Set Goals  Anticipate potential partners – not just buyers  Determine Needs  Network, Network, Network

9 Utilizing Information Effectively  Consider different mailing list  General – Any and everybody  Potential – High Probability  Direct – responsive/sure thing  Contact Steps 1.Letter/Postcard (Intro) 2.Phone Call (details) 3.Follow-up  Follow-up Often/Sincere  Postcards   Seasonal Greetings  Update Annually  Points of Contact (POC’s)  Numbers  Address  General or Direct List  Pricing  GSA Data Sites –e-library –GSA Advantage!®

10 Company Introduction  Letter: Who, What, Where (about the company)  Phone Call: Who, When, How Much (potential customer)  Follow –Up: Lunch, Card, , Letter (quarterly update) GOAL: Visibility, Familiarity, Integrity, Trust, Confidence

11 Quality Proposals  Obvious  Clean  Neat  Follow Directions  Provide additional data  Typed – not hand written  Not So Obvious  Have more than one person read for errors  Double check submission requirements  Be prepared to provide oral proposal if requested  Rejection doesn’t mean you were not competitive  Points of Contact are reachable regardless of outcome  Follow-up with a “thank you” card regardless of outcome

12 Written Proposal  Decide and Notify  Yes I will be participating  No, I will not  Respond in order  Not clear, then ask questions  Respond to all parts  Follow Directions  Describe your process and unique values  Spell Check and Grammar Check  Be Neat  Group Review before submission

13 Oral Proposal  Professional Business Attire  Be On-Time  Know the Proposal  Include Key Workers  Be polite  Speak clearly and professionally  Answer all questions

14 How to DEAL?????  Rejected Offers  Unable to fulfill contract  Cannot submit an offer  Upset the Contracting Officer  Errors in proposal  Not meeting sales criteria  Nothing seems to be working

15 More Support 11 Regional GSA OSBU OSDBU for all agencies Procurement Technical Assistance Centers Customer Service Directors

16 Utilize All Marketing Tools   Use images on GSA Advantage!®  Attend large conferences like the GSA EXPO   look under “Events”  Attend outreach sessions designed just for small business  Come prepared to ask questions and get contact information  Invest in FedBizOpps

17 Modifications to Your Contract Modifications to Your Contract - Money Talks!  Economic Price Adjustment  Price Increases  Most common EPA clause GSAM  Check the details for your Percentage ceiling  Prices fixed for first 12 months  No more than 3 increases/year  Price Decreases  Determined by the MFC  Ratio must remain the same  Spot Price Reduction  Reductions that do not apply across the board  Used to build relationships  Notify GSA when in use  Will not affect your awarded discount, terms and conditions

18 Other Modifications  Adding and Deleting Items  Adding –New products or services must be awarded –Within Scope, simple modification  Deleting –Remove products or services –Simplify Contract Coverage  Transfer of Assets  Novation Agreement  Legal Name Change  Change-of-Name Agreement See “Contract Modification” clause in the solicitation

19 Know Your Contract Terms  Warranty  Delivery  Discounts  Authorized Dealers  Quantity Discounts  Service Agreements  Expiration Date  Option Year Requirements Give copies to your employees!!!

20  Eliminates barriers  Opportunities for the disabled  Applies to all Federal agencies  Procure  Maintain  Use Electronic and Information Technology (EIT) Consider ALL current and potential customers!  Contractors selling EIT must comply with 508  Register with the e-Buy Accessible Data Center at

21 Environmental Program Office of Applied Science (202) Fax (202) Alternative Fuel Vehicles Vehicle Buying (703) 605-CARS Fax (703) Green Power Mark Ewing (202) Jerard Butler (202) Green Purchasing FAS Assisted Acquisition Services - NCR (202) NCR Safety, Environmental and Fire Protection (NCR PBS) (202) Waste Reduction and Recycling Energy Conservation Branch - NCR (202) Edward Crandell (202)

22 Stimulus Package Recovery Efforts Stimulus Package Recovery Efforts

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26 Questions & Answers

27 Christy L. Jackiewicz Program Analyst Office of Small Business Utilization