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Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
5 Strategies
to Grow Your
GSA Schedule Sales
© 20...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Strategies for Growing Sales
Strategy #1: Start E...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
GSA Schedules
Accelerating Success
© 2016 Coley &...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
GSA Schedule Vendors Do Better
 $439 billion awa...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Ways to Participate: Prime, Sub, or Supplier?
• P...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
GSA Consolidation of Services
• GSA merged 8 GSA ...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Benefits of Consolidation
• Contractors that prov...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Strategy # 1
Start Early
Accelerating Success
© 2...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
The Best Informed Win More
• Gather intelligence ...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Influence the Acquisition
• Use all the intellige...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Partner to Expand
• GSA Schedule Contractor Teami...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Pay Close Attention to your Branding
• First impr...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
One Exception to Starting Early
• Lowest Price, T...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Strategy # 2
Stay Lean
Accelerating Success
© 201...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Major Changes are Coming
• Contractors will need ...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Category Management
• Government-wide approach to...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Transactional Data Reporting
• Contractors will b...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Acquisition Gateway
• Helps federal government bu...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
“I like the invoice data. I can see pricing detai...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Strategy #3
Perform Well
Accelerating Success
© 2...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Reputation is Critical
In government
contracting,...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Contract Management—Things to Remember
• Deliver ...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Strategy #4
Leverage Your GSA Schedule
Accelerati...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
YOU
DLA
Supply
BPA/FSSI
CMAS
Expand your Market
2...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Strategy #5
Stay Compliant
Accelerating Success
©...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Keep What You’ve Won
• You risk losing all you’ve...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
GSA OFFICE OF INVESTIGATIONS
Referrals for crimin...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
Meet our Team
What We do
Since 2001, we have work...
Accelerating Success
© 2016 Coley & Associates, Inc. All Rights Reserved
© 2016 Coley & Associates, Inc. All Rights Reserv...
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5 Strategies to Increase GSA Schedule Sales

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This workshop covers five proven strategies for growing your government sales using GSA Schedules. Whether you are looking to obtain a GSA Schedule contract or already have one, this workshop provides critical information on “what” and “how” to accelerate your government contracting success using GSA Schedules. Originally presented by Jack Coley who, as CEO of Coley Government Contract Services, has advised small, start-up companies as well as multi-billion dollar corporations located across the U.S. and around the world successfully win and manage more than $1 Billion in Government Contracts

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5 Strategies to Increase GSA Schedule Sales

  1. 1. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved 5 Strategies to Grow Your GSA Schedule Sales © 2016 Coley & Associates, Inc. All Rights Reserved Presented by Jack Coley, CEO Coley & Associates, Inc.
  2. 2. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Strategies for Growing Sales Strategy #1: Start Early Strategy #2: Stay Lean Strategy #3: Perform Well Strategy #4: Leverage Your GSA Schedule Strategy #5: Stay Compliant
  3. 3. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved GSA Schedules Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved
  4. 4. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved GSA Schedule Vendors Do Better  $439 billion awarded in 2015 - or about $800K per company registered in SAM.gov  More than $33 billion was awarded through the GSA Schedule –about $2.98 million per Active GSA Schedule Vendor (does not include VA FSS Vendors) $3M GSA Schedule Vendor $0.8M Non-GSA On average, active GSA Schedule vendors won 3.5x more contract dollars than vendors without a GSA Schedule
  5. 5. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Ways to Participate: Prime, Sub, or Supplier? • Prime: Best for contractors and vendors who understand the government market and value direct relationships with their customers • Subcontractor: Better for Services contractors who have limited knowledge of government contracts and need to build experience • Supplier: List your products on another vendor’s GSA Schedule • Good for companies that sell through resellers • Limits compliance risks • Shorter time-to-market
  6. 6. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved GSA Consolidation of Services • GSA merged 8 GSA Schedules into a single “Professional Services Schedule” (00CORP) • 520 – Financial Business Solutions (FABS) • 541 – Advertising and Integrated marketing Services (AIMS) • 738II – Language Services • 871 – Professional Engineering Services (PES) • 874 – Mission Oriented Business Integrated Services (MOBIS) • 874V – Logistics Worldwide (LOGWORLD) • 899 – Environmental Services • 00CORP – Consolidated Services
  7. 7. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Benefits of Consolidation • Contractors that provide multiple services need only a single GSA Schedule now • Less time and lower cost to get started • Modifying an existing GSA Schedule is easier than obtaining a new one • Streamlines the procurement process for your government customers Learn more about getting on GSA Schedule: - www.gsa.gov/gettingonschedule - www.coleygsa.com
  8. 8. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Strategy # 1 Start Early Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved
  9. 9. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved The Best Informed Win More • Gather intelligence on upcoming opportunities • Competitors, Incumbent contracts, agency websites, strategic plans, budgets, press releases, news, and whatever information you can find • Meet with agency personnel (program managers, contracting Officers, buyers, Small Business Reps, etc.) • Attend Industry Days for upcoming acquisitions • Attend Matchmaking Events, Conferences, and Trade shows • Attend Professional Networking events
  10. 10. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Influence the Acquisition • Use all the intelligence gathered to present specific and unique solutions for the agency’s requirements • Respond to government market research, RFI’s, and Sources Sought • Help shape requirements with your solution • Rule-of-two for small business set asides • VA – VOSB/SDVOSB – US Supreme Court decision Accelerating Success
  11. 11. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Partner to Expand • GSA Schedule Contractor Teaming Arrangements (CTA) • Two or more GSA Schedule contractors work together to offer a total solution—each contractor must have a GSA Schedule • Prime/Subcontractor teaming arrangement • Only one company needs a GSA Schedule and acts as “prime” • Small Business prime must complete 50% of work on Set Asides • Mentor/Protégé Relationships • Each agency has a mentor/protégé program • Find the right partner—it has to be a win-win
  12. 12. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Pay Close Attention to your Branding • First impressions of your company can impact whether its considered a viable source to meet government requirements • Review branding and messaging on all your print and online materials as well as public information on your company including: − Company Logo − Brochures /Mailers − Website and Blogs − Social Media (LinkedIn, Twitter, Facebook, etc.) − Email signature block − Online Reputation including Reviews & Testimonials − Product Catalogs − All other tools and channels used to promote your company.
  13. 13. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved One Exception to Starting Early • Lowest Price, Technically Acceptable (LPTA) • Easier to meet technical acceptability, typically • Easier to unseat incumbents • Lowers the bar for market entry • Bad for large and incumbent contractors • Good for small business and new entrants to the market • Word of advice: be careful to not bid so low you default on contract
  14. 14. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Strategy # 2 Stay Lean Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved
  15. 15. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Major Changes are Coming • Contractors will need to find ways to compete on price or offer unique value propositions to remain competitive • GSA is implementing cross-agency policies and tools that will put downward pressure on pricing • Category Management • Transactional Data Reporting • Acquisition Gateway
  16. 16. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Category Management • Government-wide approach to “Buy Smarter” as a single enterprise • Category Management Leadership Council: OMB, DOD, DOE, HHS, DHS, VA, GSA, NASA, and SBA • 10 categories, each with a single manager • Information Technology • Professional Services • Security & Protection • Facilities & Construction • Industrial Products and Services • Office Management • Transportation & Logistics • Travel & Lodging • Human Capital • Medical • Plus, 9 Defense-Centric categories
  17. 17. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Transactional Data Reporting • Contractors will be required to report GSA Contract sales at the line- item level, including the actual prices paid by government customers • Will affect GSA Schedules, GWACS and eventually IDIQ contracts • Data is accessible by the government and eventually to the public • FOIA Exempt data will not be shared: Quantity and Unit Price with public • Comment on Rule: https://www.federalregister.gov/articles/2016/07/07/2016- 16064/seeking-input-on-the-public-release-of-data-collected-through-transactional- data-reporting “This is an important step forward for the Administration’s successful category management initiative. For the first time, the federal government will be able to access critical procurement information, like prices paid by government customers for a wide variety of commonly acquired products, to potentially drive hundreds of millions of dollars in savings.” Anne Rung, United States Chief Acquisition Officer
  18. 18. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Acquisition Gateway • Helps federal government buyers act as one acquisition community • Provides access to contract vehicles across agencies • Prices paid data • Acquisition expertise • Analytical tools
  19. 19. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved “I like the invoice data. I can see pricing details about the solutions I use most often.” Program Manager, GSA Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved
  20. 20. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Strategy #3 Perform Well Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved
  21. 21. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Reputation is Critical In government contracting, it’s EVERYTHING
  22. 22. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Contract Management—Things to Remember • Deliver projects on time and within budget • Dates are not subjective—negotiate new dates for government delays • Specifications are not subjective—negotiate change orders for scope changes • Balancing act between contract requirements and customer expectations • The government may terminate a contract for default if the contractor fails to perform the services within the time specified
  23. 23. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Strategy #4 Leverage Your GSA Schedule Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved
  24. 24. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved YOU DLA Supply BPA/FSSI CMAS Expand your Market 24 $ Accelerating Traction Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved
  25. 25. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Strategy #5 Stay Compliant Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved
  26. 26. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Keep What You’ve Won • You risk losing all you’ve built if you don’t comply with the terms of your contract • Trade Agreement Act (TAA) monitoring and compliance • Service Contract Labor Standards (formerly Service Contract Act) • Subcontracting Plan compliance (large companies) • Contract modifications & administrative changes • Catalog management and electronic upload • Sales Reporting and Industrial Funding Fee (IFF) • Corporate Policies and Employee Handbook • Myriad HR verification and reporting requirements at the contract and task order level • Records retention policies
  27. 27. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved GSA OFFICE OF INVESTIGATIONS Referrals for criminal prosecution, civil litigation, administrative action, suspension & debarment 243 Indictments and information on criminal referrals 20 Subjects accepted for criminal prosecution 58 Subjects accepted for civil action 9 Convictions 22 Civil settlements 3 Contractors/individuals suspended and debarred 36 Employee actions taken on administrative referrals involving government employees 3 Number of subpoenas 19 Recovery $45,015,757 What Happens If…? • GSA OIG Investigation • Know of non-compliant contractors, such as those selling Chinese-made products through GSA Schedule? • Report them to their contracting officer or directly to the S&D office: suspension-and- debarment@gsa.gov Data for Oct 1, 2015 to March 31, 2016 – GSA OIG Report to Congress
  28. 28. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved Meet our Team What We do Since 2001, we have worked with companies to accelerate and sustain their path to success in the Government Market  Services include:  Business Coaching and Advisory Services  Business Classifications, Certifications, and Registrations  Acquisition of Government Contracts  Contract Management  Market Research and Planning  Develop and Execute Strategic Marketing Campaigns  Marketing Design and Communications  Consult and Assist with HR Procedures and Policies  Custom Training Courses
  29. 29. Accelerating Success © 2016 Coley & Associates, Inc. All Rights Reserved © 2016 Coley & Associates, Inc. All Rights Reserved Contact UsColey Government Contract Services Contact Information p. 210.402.6766 Email: hello@coleygsa.com f. 210.402.6829 Web: www.coleygsa.com Mailing Address 140 Heimer Road, Suite 400 San Antonio, TX 78232 Accelerating Traction

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