Thank You for Joining Us, The Webinar Will Begin Shortly. Increase Your GSA Sales FAST

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1 SBA S NEW SMALL BUSINESS MENTOR-PROTÉGÉ PROGRAM Thank You for Joining Us, The Webinar Will Begin Shortly Increase Your GSA Sales FAST Presented by: Gloria Larkin President, TargetGov While you are waiting please check out the Upcoming Webinars on

2 SBA S NEW SMALL BUSINESS MENTOR-PROTÉGÉ PROGRAM Before we begin just a few notes: During the presentation lines will be muted so only presenters can be heard. While you are listening please also put your phone on mute Do NOT put your phone on hold please hang up and call back If having trouble viewing the presentation please close out and log in using a different browser If your slides are not moving please refresh or log out & then log back in If you have any questions during the presentation, please feel free to enter them into the discussion box on the bottom left of your screen

3 Increase Your GSA Sales FAST! Presented by: Gloria Larkin President, TargetGov #SalesFAST TargetGov 2017

4 SBA S NEW SMALL BUSINESS MENTOR-PROTÉGÉ PROGRAM Women Impacting Public Policy (WIPP) is a nonprofit, membership organization working to increase the economic power and public policy clout of women entrepreneurs by providing essential business skills education, leadership opportunities for business and personal growth, and a seat at the table among policymakers in Washington, D.C. WIPP was founded in 2001 and is recognized as a national, nonpartisan voice for women business owners, advocating on behalf of its coalition 79 business organizations. WIPP identifies important trends and opportunities and provides a collaborative model for the public and private sectors to advance the economic empowerment of women.

5 SBA S NEW SMALL BUSINESS MENTOR-PROTÉGÉ PROGRAM GIVE ME 5 National program from WIPP & American Express OPEN designed to educate women business owners on how to apply for and secure federal procurement opportunities. Give Me 5 works to increase the representation of Women Business Owners that win government contracts. We provide accessible business education tools to assist both new and experienced federal contractors.

6 Increase Your GSA Sales FAST! Presented by: Gloria Larkin President, TargetGov #SalesFAST TargetGov 2017

7 Instructor: Gloria Larkin 2 Gloria Larkin CEO, TargetGov Quoted in Wall Street Journal, NY Times, Washington Post, INC magazine Clients have won $4.0 billion in federal contracts (866) glorialarkin@targetgov.com

8 GSA Sales Acceleration: Best Practices for Success 3 Daily Action Plan for GSA Sales Success GSA ebuy Relationships and Registrations Value Proposition & Differentiators Required Collateral Material Content Targets: Agencies, Primes, Teaming Partners Simplified Action Steps for Success Mistakes to Avoid

9 Strategy: When Selling Through GSA 5 YOU are the Prime Sales must be on your contract to count towards your minimum Not the time to be a subcontractor or teaming partner

10 Foundation: Registrations 6 System for Award Management (SAM.gov) Double Check NAICS, PSC codes If small: Small Business Dynamic Search (SBDS or SBA Profile) Agency Registrations

11 Annual Sales Timeline 7

12 What do you look like to decisionmakers? 8

13 GSA Advantage 9

14 GSA Schedule Sales Query 10 The Schedule Sales Query (SSQ) enables you to easily access the sales, business size and NAICS information reported by Federal Supply Schedule Contractors. Create Report

15 Create Report # 11 11

16 Choose Year and SIN# 12

17 Sample Results 13

18 Multiple Layers of Decision-makers 14 Contracting and acquisition staff CO, KO, CS Program and technical managers PM, end-user, COTR Small business representatives OSDBU, SADBU, SBLO

19 GSA ebuy 15

20 CRM: Customer Relationship Management 16 Add all contacts to your CRM system! Contact them once a month More frequently if a hot opportunity coming up

21 Sources Sought Notice Search 17 Mandated Government Market Research What companies can do what we need What types of small businesses Smart companies aggressively use these notices to Build GSA Sales! Find contacts and market to them Build relationships Plan pipeline

22 Capability Statement & Website 18 Five Key Elements 1. Call it a Capability Statement 2. Core Competencies 3. Past Performance 4. Differentiators 5. Company Data

23 Targeting Messages 19

24 Marketing Activities Balanced by Marketing Budget Registrations Web Site Capability Statement White Papers Lead Generators Vendor Outreach Meetings Debriefings Social Media, Blogs Public Relations Advertising: TV, Radio, Print 20

25 Secret Weapon for Success 24 Past Performance Information Retrieval System as the single, authorized application to retrieve contractor performance information Connects with CCAS and CPARS CPARS hosts a suite of web-enabled applications that are used to document contractor and grantee performance information

26 Wrap Up and Other Resources 27 o Check our website: for additional templates, webinars, and GSA FAST o Join Preferred Client list o Send Questions: Questions@targetgov.com o The Basic Guide to Government Contracting By Gloria Larkin

27 Questions? 28

28 SBA S NEW SMALL BUSINESS MENTOR-PROTÉGÉ PROGRAM THANK YOU FOR PARTICIPATING Following this call you will receive links to the podcast of this session. Be sure to view all of the webinars in this series AND to register for the final webinar by going to For questions, please contact Lin Stuart at Lstuart@wipp.org

29 SBA S NEW SMALL BUSINESS MENTOR-PROTÉGÉ PROGRAM Get Involved! Join a policy issue committee and learn how policy can impact your business growth Make your voice heard - become a member of our national Instant Impact Advocacy Team Participate in our educational series unlimited opportunities for you and your staff Receive weekly policy updates and briefings WIPP Questions? Contact WIPP Staff Program & Education Coordinator: Lin Stuart LStuart@wipp.org (415) Membership Coordinator: Lynn Bunim LBunim@wipp.org (415)

30 Instructor: Gloria Larkin 2 Gloria Larkin CEO, TargetGov Quoted in Wall Street Journal, NY Times, Washington Post, INC magazine Clients have won $4.0 billion in federal contracts (866) glorialarkin@targetgov.com