Jennifer Schaus & Associates in Washington DC houses 450+ complimentary webinars on federal contracting topics. Learn more at https://www.jenniferschaus.com

1. US FEDERAL GOVERNMENT
FISCAL NEW YEAR
BEST PRACTICES FROM INDUSTRY LEADERS
October 1, 2021

2. About Us
+ Washington DC Based
+ Professional services for established Federal Contractors
+ GSA Schedule, marketing, capture, compliance
+ Outreach for firms targeting government contractors
- 23,000+ Newsletter
- YouTube channel
(webinar repository – 450+)
hello@JenniferSchaus.com - 202-365-0598

3. Upcoming Webinars - 2021
2021 DFARS Webinar Series
Wednesdays 12pm
Complimentary
2021 Gov Con LIVE Q&A Café
2nd Friday of the month – 12pm
Use code DFARS for $15 discount

4. Upcoming Webinars - 2021
Special: COVID-Contracting
Wednesday, October 6 – 11am
Vaccination Guidelines
for
Contractors & Subs
Complimentary
https://attendee.gotowebinar.com/register/5635926597709909520

5. Upcoming Webinars - 2022
2022 FARS Supplements Webinar Series
Wednesdays 12pm
(Subject Matter Experts)
Complimentary
2022 Department / Agency Playbook Series
Fridays 12pm
(Panel Discussion)
Complimentary
< SPONSORSHIPS AVAILABLE >
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6. Conduct A Webinar With Us!
Government Industry Partners (GIP)
Webinar Series
+ Reach 23,000+ Federal Contractors
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showcasing YOUR business
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7. Conduct A Webinar With Us!
Government Industry Partners (GIP)
Webinar Series
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* up to 500 attendees
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for additional marketing exposure
* over 450 gov con webinar repository
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* over 3,600+ subscribers

8. US FEDERAL GOVERNMENT FISCAL NEW YEAR - BEST PRACTICES FROM INDUSTRY LEADERS - October 1, 2021
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THANK YOU TO OUR SPONSORS

9. US FEDERAL GOVERNMENT FISCAL NEW YEAR - BEST PRACTICES FROM INDUSTRY LEADERS - October 1, 2021
Hello@JenniferSchaus.com
1 - MARKET RESEARCH

10. US FEDERAL GOVERNMENT FISCAL NEW YEAR - BEST PRACTICES FROM INDUSTRY LEADERS - October 1, 2021
Hello@JenniferSchaus.com
Archisha Mehan
archisha@fedmine.us
301 279 7575
Fedmine
fedmine.us
SECTION 1 - BEST PRACTICES – MARKET RESEARCH

11. US FEDERAL GOVERNMENT FISCAL NEW YEAR - BEST PRACTICES FROM INDUSTRY LEADERS - October 1, 2021
Hello@JenniferSchaus.com
TOP 5 BEST PRACTICES:
1 – The Federal Spending Cycle starts with the agency which triggers the industry to
respond which is followed by a predictable cycle of activity
2 – Market Research can be defined as interpreting data to build information &
knowledge that can help predict future events
3 – It is fundamental as you create your pipeline and decide which opportunities to
target, and typically consists of Agency Intelligence, Vendor Intelligence & Opportunities
4 – Agency Intelligence includes understanding the agency buying patterns, awards, SAT
purchases, top companies. Understanding the agency forecasts, budgets and ex. 300
&53s is part of this knowledge
5 – Vendor intelligence includes understanding your competition, including vehicles,
pricing and expiration dates of main contracts. Look at the GAO protests and
debarments/exclusions if any
BEST PRACTICES – MARKET RESEARCH

12. US FEDERAL GOVERNMENT FISCAL NEW YEAR - BEST PRACTICES FROM INDUSTRY LEADERS - October 1, 2021
Hello@JenniferSchaus.com
QUESTION
What are the data sources utilized most to perform market research for the
federal marketplace?
Archisha Mehan
archisha@fedmine.us
BEST PRACTICES – MARKET RESEARCH

13. US FEDERAL GOVERNMENT FISCAL NEW YEAR - BEST PRACTICES FROM INDUSTRY LEADERS - October 1, 2021
Hello@JenniferSchaus.com
Eileen Kent
eileenkentstevens@gmail.com
312 636 5381
The Federal Sales - SHERPA
federalsalessherpa.com
SECTION 1 - BEST PRACTICES – MARKET RESEARCH

14. US FEDERAL GOVERNMENT FISCAL NEW YEAR - BEST PRACTICES FROM INDUSTRY LEADERS - October 1, 2021
Hello@JenniferSchaus.com
TOP 5 BEST PRACTICES:
1 – Know what you’re looking by defining what you do best
Keywords
NAICS
Competitors
“Step Before they need you” Keywords
2 – Perform a deep dive data analysis
3 – Look for who buys what you sell from whom, with what contract vehicles
and set aside
4 – Utilize public resources like SAM and USASpending or buy the info from a
subscription service
5 – Build a federal sales action plan around the top departments, agencies,
and people within those agencies who buy what you sell and ……… Execute
it.
BEST PRACTICES – MARKET RESEARCH

15. US FEDERAL GOVERNMENT FISCAL NEW YEAR - BEST PRACTICES FROM INDUSTRY LEADERS - October 1, 2021
Hello@JenniferSchaus.com
QUESTION
How good is the data out there, Eileen?
Eileen Kent
eileenkentstevens@gmail.com
BEST PRACTICES – MARKET RESEARCH

16. US FEDERAL GOVERNMENT FISCAL NEW YEAR - BEST PRACTICES FROM INDUSTRY LEADERS - October 1, 2021
Hello@JenniferSchaus.com
Jack Siney
jsiney@govspend.com
561 609 6130 6
GovSpend
govspend.com
SECTION 1 - BEST PRACTICES – MARKET RESEARCH

17. US FEDERAL GOVERNMENT FISCAL NEW YEAR - BEST PRACTICES FROM INDUSTRY LEADERS - October 1, 2021
Hello@JenniferSchaus.com
TOP 5 BEST PRACTICES:
1 – Get a “Flagship Agency” that will be your champion within the government
2 – Get some significant “press coverage” for your company/solution
3 – Don’t work-on/submit a RFP response unless you have unique/creative
angle to offer
4 – Focus on qualifying for at least one of the government socio-economic
classifications — it will open MANY doors
5 – Selling to the Government during COVID: Create videos that allow
personnel working from home to fully understand your company & product.
BEST PRACTICES – MARKET RESEARCH

18. US FEDERAL GOVERNMENT FISCAL NEW YEAR - BEST PRACTICES FROM INDUSTRY LEADERS - October 1, 2021
Hello@JenniferSchaus.com
QUESTION
What is the best way to get “press coverage” for my company/solution?
Jack Siney
jsiney@govspend.com
BEST PRACTICES – MARKET RESEARCH

19. US FEDERAL GOVERNMENT FISCAL NEW YEAR - BEST PRACTICES FROM INDUSTRY LEADERS - October 1, 2021
Hello@JenniferSchaus.com
Nicole Tripodi
nicole@fedinform.us
202 810 3158
FEDinform
fedinform.us
SECTION 1 - BEST PRACTICES – MARKET RESEARCH

20. US FEDERAL GOVERNMENT FISCAL NEW YEAR - BEST PRACTICES FROM INDUSTRY LEADERS - October 1, 2021
Hello@JenniferSchaus.com
TOP 5 BEST PRACTICES:
1 – Write research questions before beginning market research
2 – Avoid “research rabbit holes”
3 – Learn advanced research techniques
4 – Overcome unfamiliar report findings or unknown language
5 – Leverage traditional and non-traditional sources of information
BEST PRACTICES – MARKET RESEARCH

21. US FEDERAL GOVERNMENT FISCAL NEW YEAR - BEST PRACTICES FROM INDUSTRY LEADERS - October 1, 2021
Hello@JenniferSchaus.com
QUESTION
What is the role of a Business Development Analyst?
Nicole Tripodi
nicole@fedinform.us
BEST PRACTICES – MARKET RESEARCH

22. US FEDERAL GOVERNMENT
FISCAL NEW YEAR
THANK YOU FOR ATTENDING!
October 1, 2021