Keys To Successful Selling To The Government. Size of Government Markets  Supplies & Services$200 Billion  Office Products $4 Billion (does not include.

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Presentation transcript:

Keys To Successful Selling To The Government

Size of Government Markets  Supplies & Services$200 Billion  Office Products $4 Billion (does not include Furniture or Machines)  Supplies & Services$200 Billion  Office Products $4 Billion (does not include Furniture or Machines)

Reasons Commercial Companies Shy Away Slow Pay Complicated Federal Standards Difficulty Finding Decision Makers Mandatory Sources Blind Industries GSA Depots Small Business Special Marking Requirements 13 Digit National Stock Numbers MIL Standard 123F Bar Coding Slow Pay Complicated Federal Standards Difficulty Finding Decision Makers Mandatory Sources Blind Industries GSA Depots Small Business Special Marking Requirements 13 Digit National Stock Numbers MIL Standard 123F Bar Coding

Supply Chain of Government Procurement DoD Agencies Quasi State & Local Manufacturers Prison Industries Lighthouse / Blind Workshops

Supply Chain of Government Procurement DoD Agencies Quasi State & Local Independent Dealer Power Channel

Supply Chain of Government Procurement DoD Agencies Quasi State & Local GSA (2) JWOD (160) Prison Industries

Supply Chain of Government Procurement DoD Agencies Quasi State & Local

Major Changes to Federal Procurement Federal acquisition streamlining act (FASA) 24-hour desktop delivery contracts Growth of government I.M.P.A.C visa card GSA loses mandatory status Increased emphasis on electronic commerce Industries For The Blind started opening stores Federal acquisition streamlining act (FASA) 24-hour desktop delivery contracts Growth of government I.M.P.A.C visa card GSA loses mandatory status Increased emphasis on electronic commerce Industries For The Blind started opening stores

Small Business Today IRS Agriculture US Postal Service IRS Agriculture US Postal Service NASA Goddard Langley AFB Navy – San Diego NASA Goddard Langley AFB Navy – San Diego  Power Channel companies(some foreign owned) are using their contracts to arrange “sole source” agreements with entire agencies: effectively blocking any sales to small business. This is already in place at:  Agencies are not meeting their Small Business goals  Average grade for all agencies “D”  Grade for Department of Defense “F”  Agencies are not meeting their Small Business goals  Average grade for all agencies “D”  Grade for Department of Defense “F”

Where Do I Go From Here?  Status Quo – Do Nothing  Get Your Own GSA Schedule  Join a Teaming Arrangement  Status Quo – Do Nothing  Get Your Own GSA Schedule  Join a Teaming Arrangement

Network of small business Dealers. Woman Owned Veteran Owned 8-A Located strategically in all major Federal Markets nationwide. Next-day delivery on 40,000 sku’s. Mandatory source items NIB/NISH available. Catalog and E-catalog services. Unified and managed by George W. Allen Co. Network of small business Dealers. Woman Owned Veteran Owned 8-A Located strategically in all major Federal Markets nationwide. Next-day delivery on 40,000 sku’s. Mandatory source items NIB/NISH available. Catalog and E-catalog services. Unified and managed by George W. Allen Co. Introducing Small Business GoverNet

Leading The Small Business Reseller Revolution