Washington - The Right Way to Sell to the Government

Some of the topics covered at the conference will be:

Exploring your GSA Contract, how the buyers see it, how they search and how you are displayed to the buyers.  We will view your competitors, what have they got that you don’t have, who is getting the sales and why.  This segment will include viewing GSA Advantage, using Sales Queries on the Vendor Support Center site and learning how to use this information for marketing.  What can you do to give your number the best visibility possible.

• Reviewing your Terms and Conditions and how to use this document to your advantage.  How to use this as a marketing tool and how to use on your web site.
• Researching the Federal Procurement site for important information as to the top 10 buyers of your products/services, who is selling to these Agencies and why.  How to review past awards.
• Using NAICs and PSC’s to your advantage.  Dynamic Small Business database will be explored making sure your information, capabilities, references are all in order for buyers to find you. 
• Looking at your SAM to make sure it is current, all information is included and reviewing how buyers use it to find you, you might be very surprised at what you are missing.  Making sure your information has populated into the Dynamic Small Business site, and what you need to make sure appears here for buyers review.
• How to find out if you are HUBZone or have any set-asides you may be missing.
• CMAS (California) TMAS (Texas), DoDEmall (if applicable), etc.  These entities can purchase off your contract and go towards your GSA Sales.
• Research and Navigation of Important Web Sites to help your business – Registration    sites and databases such as Navy, Army and other agencies
• Vendor Support Center – Training classes, MASS MODS, Reporting IFF, etc.
• Navigating Agency Web Sites to Find Business Opportunities and Purchasing Forecasts and how to use these sites effectively for marketing
• How to use Ebuy as a marketing tool
• Unsolicited Proposals – How to prepare a turn-key opportunity for the Government
• Letters for CO’s, Letter of Extension, Letters of Authorization, etc.
• How to communicate to your CO’s, dos and don’ts.  You are NOT their customer.
• How to use CSD’s (Customer Service Directors) –* Letter used by GSA stating why a GSA contractor should be used for products/services
• Your web presence
• Using the GSA Logo
• Opportunity Site discussion – FedBizOpps how to use it to your advantage and marketing, exploring other opportunity services
• Your FSS Pricelist and how to use it as a marketing tool
• Government/Military Selling vs Commercial Selling
• Preparing for a Sales Call
• What Do You Need on Your Business Card
• What Should a Sell Sheet Look Like
• What Does the Government Look For?
• Role Playing

So much more will be offered over the course of the two-day conference.