The Federal Buyer’s Journey

Many contractors face the challenges of determining their place in the federal market and identifying how to pursue business. An important step in figuring this out is:

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Topics: 3. Federal Marketing

Doing all the right things but without results?

Do the sentiments in this email haunt you too?

Companies seeking to generate GSA sales, or government sales in general, often make the same mistake…they do what they are told!

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Topics: 3. Federal Marketing

TurboGSA has been analyzing GSA sales information for some time now … trying to better understand which contractors are succeeding, and more importantly, what do differently from those who fail to generate contract revenues. We look for tactics and strategies that work for effective GSA contractors.

Due to the vast diversity of industries, products, services and competitors, this is a challenge to say the least. Strategies and tactics that work for one schedule may not work for others.  For example, sales and marketing tactics used to sell products under the Hardware Superstore are quite different than the approach business developers might take in selling management services under MOBIS Schedule 874.

While looking at the data, we wondered how many contractors actually understood how successful they are compared to their competitors. So for this whiteboard, we present GSA contract revenue data in tiers so you might better understand if you were doing well, or if there were opportunities to improve.

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Topics: 3. Federal Marketing

Have you ever thought this? You have a great solution to an agency’s problem, but the solicitation contains a few odd requirements.  And maybe the language suggests it is wired for someone else.  It’s not necessarily for any underhanded reason, such as an agency trying to steer the job to a particular vendor. Often, it is simply because the agency has already talked to another firm’s representatives and incorporated some of their ideas.  

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Topics: Government Marketing, 3. Federal Marketing

What you may have missed if you were on Vacation

Hopefully you have been enjoying some time off this summer and if so, you probably missed some important news and stories.  Here is a recap of some of the more interesting items you may have missed.

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Topics: 2. Manage a GSA Contract, 3. Federal Marketing

To understand where your federal income tax money goes, you'd have to read (several times) the 244 pages of the 2014 Budget of the United States Government. Or you could take a look at this chart, which visualizes the budgets for all departments in a uniquely revealing look at our national priorities. 

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Topics: 3. Federal Marketing

GSA launched its new reverse auction platform this month, which it hopes will deliver increased savings for federal agencies on the most commonly purchased office products, equipment and services. The auction site is at reverseauctions.gsa.gov  

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Topics: 4. Selling Using your GSA Contract, GSA Sales, 3. Federal Marketing

Updated February 27, 2014

 

Stop Chasing RFPs; Focus on Deal Creation

Any number of emerging government contractors call asking about the best way to find RFPs and which government RFP database/bid identification tool they should subscribe to.  They askif they should get on the GSA schedule and what opportunities they might findon eBuy Should they optimize their search agents in FedBizOpps to get more RFP notices.  They also ask about the value of subscribing to Deltek’s Input (http://govwin.com/), Onvia (www.onvia.gov) orePipeline (http://epipeline.com/). These are good tools but expensive for many small businesses.  EZGovOpps is a good tool that is far less expensive (http://ezgovopps.com/). Some services also include state and local contract opportunities in addition to federal contracts.  

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Topics: Maximizing Federal Sales, Federal Inbound Marketing, 3. Federal Marketing

Abstract

This whiteboard session is about selling products and services that are not listed on your GSA Schedule contract.  

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Topics: 2. Manage a GSA Contract, 3. Federal Marketing

GSA has been marketing its GSA Schedules program to state and local governments for several years now and continues to see increased usage by the SLED market (State, Local, Educational).

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Topics: 3. Federal Marketing