Driving GSA Sales

1. Driving GSA Sales Marketing Proposal Development Capture Management

2. David LoweCEOisiFederal, Inc.

3. Carl Dickson • Founder • CapturePlanning.com • PropLibrary.com

4. Jamey Zell • Director of Sales and Marketing

5. The Numbers That Matters Most... 41 & 406

6. Questions??? Chat

7. Questions??? Chat

8. Questions??? Chat Enter Audio Pin so We can unmute you

9. Quick poll How much federal business do you do annually?

10. Driving GSA Sales Webinar Series

11. Driving GSA Sales Webinar Series GSA Schedule Holders

12. Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success

13. Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success Gaining Exposure

14. Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success Gaining Exposure Insider Information

15. Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success Gaining Exposure Insider Information Access to Resources

16. About the Sponsors • isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities. • Intelligence • Marketing Services • Assistance & Management • Dedicated Representation • Feet-on-the-Street

17. About the Sponsors • isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities. • CapturePlanning.com- Help companies learn how to create winning proposals and capture business. • Prop Library • Proposal Development Assistance

18. Visit:http://www.captureplanning.comhttp://www.proplibrary.comVisit:http://www.captureplanning.comhttp://www.proplibrary.com • Discounts on ProposalTools • Access To ProposalTalent

19. About the Sponsors • isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities. • CapturePlanning.com- Help companies learn how to create winning proposals and capture business. • GSAproposal.com- Proposal development and management

20. GSA Schedule Development • & Management • http://www.gsaproposal.com • Fast Track Your GSA Submission • 100% Success Track Record • GSAproposal.com • jamey@gsaproposal.com • 937-602-8930

21. Why Are We Here Today?

22. This webinar would be the best I have ever attended if... Rafeal Graves, Kale Construction – It increases our exposure to the government LestelleGreenwalt, Promontory Management Group- it addressed in detail how small business should market Lenna Boggs- Tom Smith Fire - My sales increased as a result of something I learned and implemented. Kenneth Martinez – A.S.K Associates -Identify Prospects for 2013

23. This is Typical for GSA Schedule Holders... MOST WILL FAIL 80% GSA - lose their schedule This includes 8(a), SDVOSB, WOSB, VOSB etc. etc. 5000 of 9000 8(a)’s - $ 0 Most 8(a)’s graduate & disappear

24. Why? Federal government is wired against newcomers It’s complicated Different kind of market System is counterintuitive SBA OSDBU FBO – only 6% of total opportunities & 75% of those are baked before they land

25. Why? That leaves 1.2% of the total market for your products and services Default: Price

26. Cold Hard Truth Federal Business Development is hard work, takes a long time and is expensive

27. Quick Poll

28. If you are not willing to invest the appropriate time and resources

29. If you are not willing to invest the appropriate time and resources

30. Average Successful Federal Contractors that sell more than $2.5 Million annually invested approx. $150,000 per year the first two years http://isifederal.com/wp-content/uploads/2013/06/Budget-Resources-Worksheet.xlsx

31. If you are willing to invest the appropriate time and resources

32. You CAN Grow Your Business! • $425 Billion • 2.5 Million Contracts • 23% Set Aside for Small Business • Feds Buy Everything • Local, Regional, National, International • 85,000 buyers • 470 Agencies • #1 Customer in the World

33. You CAN Grow Your Business! • $425 Billion • 2.5 Million Contracts • 23% Set Aside for Small Business • Feds Buy Everything • Local, Regional, National, International • 85,000 buyers • 470 Agencies • #1 Customer in the World $119 B

34. The Number That Matters Most... 41 Days Until September 30, 2013

35. The Number That Matters Most... 406 Days Until September 30, 2014

36. When was your last federal contract for FY 2012?

37. The Number That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries

38. The Number That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries September

39. The Number That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries September September

40. The Number That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries September September September

41. The Number That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries September September September September

42. The Number That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries September September September September September

43. What about this year’s funding? The S word...

44. How Sequestration is Affecting Funding October - May – only continuing operation funds, maintenance, licenses etc. Some contracts suspended/cancelled. June – July – some spending on existing contracts, released some suspended contracts July – September – need to spend every dime before September 30th.

45. Projected Spending for next 41 Days: $72 Billion

46. Projected Spending for next 41 Days: $72 Billion (that’s a B)

47. Projected Spending for next 41 Days: $72 Billion (that’s a B)

48. Understand Your Market Preparation Capabilities Sample SOW’s Introductory calls Follow-up calls Executive Briefings Procurement Briefings Mass 1 on 1

49. Think about it...

50. Think about it... If 90% are going to fail...