Law firm Sheppard Mullin recently posted an excellent summary of the 2010 Small Business Jobs Act and its impact on federal contractors.   I am listing some of the pertinent points below, but you should read the full summary by clicking here.

What influences an agency to take action, to launch new programs, to do more training, to buy your products?  Agencies act for many different reasons including but not limited: response to presidential directives and initiatives, congressional mandates, inspector general reports, technological change, trade association meetings, and articles in the media.  I encourage all my clients to routinely review media that focuses on Federal business (See FedBiz: Stay informed via Federal Magazine).

Marketing  leads to sales, and sales drives revenue to company coffers.   But where should you focus your efforts?

Developing Federal business (FedBiz) starts with knowledge, and keeping up to date with the direction and initiatives of agencies of Federal agencies is essential to any federal marketing program. A number of websites and magazines cater to Federal agencies and Federal employees and are well worth reviewing on a regulat basis.  Some, like GovExec, allow you to subscribe to their various email newsletters to stay informed. Many others offer email alerts and RSS feeds to help you stay on top of Agency programs. many allow you to read most content online without subscription. 

Fed Initiatives Mean Promising Opportunities for the Savvy

Getting on the GSA schedule provides many opportunities for getting government contracts and significantly increasing revenues. A GSA contract:

Small Business Marketing Ideas

Government marketing involves many things, and meeting face to face with agency personnel is always a good idea. Federal agencies often sponsor and participate in events that enable them to meet with small busiensses and prime contractors.  Various agency OSDBU's (i.e., small business offices) have already planned to attend several evnts in 2011. 

GSA’s Green Proving Ground Program Seeks Information from the private sector.  

Agency creating registry of innovative technologies and practices.

In pursuit of GSA's goal to reduce its environmental footprint significantly, GSA’s Public Building Services (PBS) is seeking to harness the potential of innovative building technologies and operating practices.  On a limited and carefully controlled basis PBS will be testing and evaluating  technologies and practices in selected buildings in its owned inventory based on program needs.  As an initial step, PBS is creating a registry of innovative sustainable building technologies and practices. 

You've spent the better part of the past year completing your offer to GSA and have successfully completed the months-long negotiation with GSA.  Your reward is you’ve obtained your very own GSA number.  Congratulations!