Pete Chesner and Jamey Zell join our CEO David Lowe to discuss ways GSA Schedule Holders can drive GSA sales, in the month of January 2014. Besides talking about GSA strategies and the impact of the Affordable Care Act on businesses in the federal space, Dave also picks up where we left off last time and reveals more about the next 6 steps to winning federal business.
Nothing Ventured, Nothing Gained
Your GSA schedule requires you to make $25,000 in 2 years–but it doesn’t automatically lead to sales. Even though 23% of the budget is set aside for small businesses, it may be whisked away by “small businesses” masquerading under IDIQ contracts. On top of that, the federal market doesn’t like newcomers. All that makes for a tough nut to crack, but one way businesses drive themselves into the ground is by assigning inexperienced or under-performing personnel to tackle such a complicated market.
By failing to prepare, you are preparing to fail.
Learn to Dance, Not Step on Toes
Another mistake businesses make is attempting to apply their own arbitrary timelines instead of understanding the rhythm of the market. You need to budget wisely, start building your brand with the right people at the right time, and use the contract vehicle your market prefers. But the SBA and GSA put you in a process that prevents
you from making the sales you need by putting you in front of folks who can’t buy. They provide access to 1.2% of the real market–the rest is up to you to find. (And that’s another thing we can help
you with.) How can you run a business if you’re competing for the same 1.2% of the pie everyone else is? This underscores the need to find your company’s “sweet spot”–key federal buyers and hidden opportunities you can win right now.
Can you afford the Affordable Care Act?
The better question is, can you afford not to? Government contractors are susceptible to a penalty if they haven’t complied with healthcare reform by Jan 2015 but crunch time is July 1st 2014. If you have 50 or more employees, Pete talks about the regulations that apply to you and how you can comply with ACA without losing money making expensive mistakes in the implementation process.
Webinar Video and Slides
You can go through the video and the webinar slides together here, or just go through the webinar slides (skip to #3) while you watch the video on Youtube separately.
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