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jladick
<p>This is by no means a full list, but hope it helps.</p><ul><li>Contracting Mechanism: GSA Contract is Usually the Easiest</li><li>Search out Federal Bids</li><li>Offer Competitive Prices, and a Solid Value</li><li>Value-Add</li><li>Company Website</li><li>Network and Follow-up to Keep Relationships Alive</li><li>Learn From Your Losses</li><li>Don&#39;t be Lazy</li></ul><p><strong style="background-color: transparent; color: rgb(121, 118, 118); font-family: Arial, sans-serif; line-height: 21px; margin-top: 0px; margin-right: 0px; margin-bottom: 0px; margin-left: 0px; padding-top: 0px; padding-right: 0px; padding-bottom: 0px; padding-left: 0px; border-top-width: 0px; border-right-width: 0px; border-bottom-width: 0px; border-left-width: 0px; border-style: initial; border-color: initial; border-image: initial; outline-width: 0px; outline-style: initial; outline-color: initial; vertical-align: baseline; background-image: initial; background-attachment: initial; background-origin: initial; background-clip: initial; font-weight: bold; ">For more details, visit the full&nbsp;Blogpost:</strong><strong style="background-color: transparent; color: rgb(121, 118, 118); font-family: Arial, sans-serif; line-height: 21px; margin-top: 0px; margin-right: 0px; margin-bottom: 0px; margin-left: 0px; padding-top: 0px; padding-right: 0px; padding-bottom: 0px; padding-left: 0px; border-top-width: 0px; border-right-width: 0px; border-bottom-width: 0px; border-left-width: 0px; border-style: initial; border-color: initial; border-image: initial; outline-width: 0px; outline-style: initial; outline-color: initial; vertical-align: baseline; background-image: initial; background-attachment: initial; background-origin: initial; background-clip: initial; font-weight: bold; "> <a href="http://www.gsascheduleservices.com/blog/tips-for-federal-contracting-success.html">Tips for Federal Contracting Success</a></strong></p><p>&nbsp;</p>
kredytolog
<p>My way to success is everyday work. With my frend we are providing&nbsp;[[http://pokredyt.pl|pokredyt]]&nbsp;- (kredyty bez bik) and we work hard everyday to put there good source of financial info.</p><p>&nbsp;</p>
BillW
<p>My wife and I are created our small business (I&#39;m transitioning out of Army) and I ran across interact.gsa.&nbsp; I just wanted to thank you for all this detailed advice and share our small business/firm.&nbsp; It&#39;s not a DoD centered business but I think personal relationships lie at the absolute core of every successful profession.&nbsp; I also think a good web presence is going to continue to be one of the key factors for success and we&#39;ve been working hard to try and get our site up.</p><p>Thanks for setting this forum up Christy,</p><p>Bill</p><p>Check out our site at [[http://www.visumrealestategroup.com|Seattle Homes]].</p>
christy.jackiewicz
<p>Thank to each and every small business that has contributed to this conversation.&nbsp; The info is really quality and it is making a difference.&nbsp; We are so glad to see everyone working together and it helps us to justify investing in tools like this to bring you together as partners with our agency.&nbsp; Don&#39;t forget to get more good info at <a href="http://www.gsa.gov/smallbizhelp">www.gsa.gov/smallbizhelp</a></p>
Pinny Kahana
<p>Both from what I have seen above, and what I have heard from people who have been doing this for years, it definitely seems that the best way to do business is to meet the end users and establish a relationship.</p><p>Does anybody have any idea how/where I can go to meet the right people?</p><p>I have signed up for a few GSA related conferences/matchmaker events in my general area, but they appear to be few and far between.</p><p>Any advice would be appreciated.</p><p>Thanks!</p>
Eileen Kent
<p>My Secret? Get in front of your customers..... and start in your own back yard.</p><p>Good Luck!</p><p><br />Eileen</p>
Eileen Kent
<p>Hi Danielle,</p><p>I&#39;ve known Richard White since I started selling to the feds. I took &quot;Doing Business with Homeland Security&quot; in a class in Tysons Corner in 2002, when no one even really knew what DHS was going to look like, purchase or use for contracting vehicles. He taught the &quot;game&quot; of selling and predicted how DHS was going to buy and he was Exactly on point. Because of his direction, I rented the very first 30 workstations at DHS&#39; &quot;undisclosed&quot; location. He predicted how the deal would go down and that&#39;s exactly how it happened. I dug and met and cold called and asked and networked and partnered and cold called again and travelled the country visiting different agencies, who ended up knowing exactly who was responsible for those first offices. It takes shear determination and relentless sales calling to even get someone&#39;s attention...THEN...you need to know how they hope to accomplish their mission and whether or not your solution fits their needs. After that, you need a closing mechanism like a GSA schedule, a small business partner or a prime to subcontract through........no matter how you &quot;cross&quot; to the closing line, you&#39;ll need a contracting mechanism. Richard White taught all of this and coached me along the way. Since those days, I&#39;ve worked with Richard White at Fedmarket.com teaching sales classes. Everything you say above is spot on and the people you recommend is a great list. They are truly &quot;in the know&quot; and can help someone get their lists going quickly.&nbsp; They&#39;ve already done the FOIA requests and put the lists into a database.&nbsp; The only challenge is actually making the calls and being persistent about working with them. It&#39;ll take 12-24 months to win a big deal in the government. End Users work with who they KNOW will deliver perfectly and on time and they will only choose companies they TRUST who follow the rules and understand their protocols. So, you have to get out there and understand all of these aspects about your customer, BEFORE you spend time and money writing a proposal. (Sounds a little like commercial, doesn&#39;t it?)</p><p>Besides teaching at Fedmarket.com, I also sell to the feds. During the ARRA buying frenzy, I helped a roofing company who was awarded their GSA schedule in 2008 .... I built a sales plan and help each of their 45 locations to learn how to sell in their own back yard and to capture some of GSA&#39;s ARRA funding. The locations who stuck to the plan together resulted in tens of millions in federal sales in the 18 months I was there. I cannot take the credit...this was a full on effort of many, many people, but it wouldn&#39;t have happened if they didn&#39;t have a plan. They would still be responding to loser proposals online with $0 sales.&nbsp; Also, note that not all deals are going to happen through your GSA schedule. Even GSA chooses other mechanisms to buy goods and services - if they&#39;re comfortable using a different contracting mechanism. In my roofing experience, each GSA region of Public Building services purchased roofing differently....some regions went out to FBO, some used 8a contracts, some developed their own Small Business IDIQs, some used USACE contracts and we subcontracted the roofing through the primes and others used DOD&#39;s ESPC (Energy IDIQ) contracts to bundle in the rooftop projects into an overall energy savings project. So, you need to get out there, in your own back yard and walk the halls and learn. I didn&#39;t learn this info by responding to bids and GSA eBUY proposals. I learned this info by hitting the field, developing a plan, capturing the data and watching the trends. We won the opportunities because we followed the protocol of each contracting officer and lined up the appropriate partners with the easiest contracting vehicles.</p><p>Currently, I&#39;m helping a small furniture manufacturer out of Chicago who has been on GSA schedule for years and is hoping to capture our GSA Region 5&#39;s attention. Our GSA region has bought millions in furniture from the large manufacturers(through small dealers) in our region, but very little from this Total Small Business - Manufacturer - which is being built only 8 miles from their regional office. So, instead of complaining and wondering &quot;why aren&#39;t they buying from us?&quot; we&#39;re calling on every facility manager and project manager in our region and we&#39;re reminding them of our brand, our best values and we&#39;re even inviting them to tour our facilities so they can see fellow Chicagoans building the furniture right before their eyes. It&#39;ll take 12-24 months, but we&#39;re willing to do what it takes to earn Region 5&#39;s Trust in the quality of our product, the fact that it&#39;s green guard certified, our fair pricing and our Quick Ship Program. (Sounds like commercial sales, doesn&#39;t it?) When the &quot;money&quot; is there, we&#39;ll, hopefully, be invited to the table. That&#39;s all we can ask for these days. The rest is up to us to write a great proposal and offer a competitive firm fixed price on the task.</p><p>This Interact Beta is absolutely wonderful. Thank you GSA for putting this together.</p><p>I hope I see you out there, &quot;On the Sales Firing Line!&quot; Good Luck Everyone!<br />&nbsp;</p><p>Eileen Kent</p><p>312-636-5318</p><p>Twitter: @EileenKent</p><p>&nbsp;</p><p>&nbsp;</p><p>&nbsp;</p>
dmgagner
<p>Mary, I believe the book <strong><em>Rolling The Dice In DC: How The Federal Sales Game Is Really Played</em></strong> by Richard White could help answer your questions. It covers the process well from start to finish, and you can get a complimentary download at FedMarket here:</p><p><a href="http://www.fedmarket.com/article/free_content/587?cid=1312722711-75854_1018798&amp;utm_source=vendoremailtbl&amp;utm_medium=email&amp;utm_term=Generic+Federal%20Sales%20Free%20Offer&amp;utm_campaign=1312722711-75854_1018798&amp;email=fedbiz@theremigroup.com">http://www.fedmarket.com/article/free_content/587?cid=1312722711-75854_1018798&amp;utm_source=vendoremailtbl&amp;utm_medium=email&amp;utm_term=Generic+Federal%20Sales%20Free%20Offer&amp;utm_campaign=1312722711-75854_1018798&amp;email=fedbiz@theremigroup.com</a></p><p>I definitely recommend this to anyone who needs to know how selling to the federal government works, which is probably everyone here. Also, anything by Mark Amtower. His books have helped me stand my ground in meetings when I first started learning about the federal market. He is also very open to contact, so by all means, hook up with him on LinkedIn. He also teaches a series on how to sell to the federal market at George Mason University. I intend (at some point, hopefully soon) to take his Government Market Masters lecture series.&nbsp;</p><p>As to your questions:</p><p>1. I think I answered this question on another forum, but in case people here didn&#39;t see it and still need some information, I hope this helps:</p><p>&nbsp;</p><blockquote><p>Here are the three major contenders that I have found for federal directories.</p><p><strong>Leadership Directories</strong>&nbsp;is the service that we ended up choosing. Superior layout, the most prevalent information, best price, etc. You can visit them at&nbsp;<a href="http://www.leadershipdirectories.com/" rel="nofollow">http://www.leadershipdirectories.com/</a>, and you can contact&nbsp;Ed Faas [efaas@leadershipdirectories.com] to set you up with a demo and a free trial.</p><p><strong>Carroll Publishing</strong>&nbsp;was the runner up, and depending on what you&#39;re looking for, this may be the service for you. These guys have been in the industry for a long time and have some very good services under their belts.You can visit them at&nbsp;<a href="http://www.carrollpub.com/index.asp" rel="nofollow">http://www.carrollpub.com/index.asp</a>, and you can contact&nbsp;Gordon Peil [gpeil@carrollpub.com] to set you up with a demo and a free trial.</p><p><strong>Deltek</strong>&nbsp;was the last service we were looking into, and I&#39;m really just putting them on here because they seem to be one of the most well-known industry leader. However, people have told me the downsides are that they are as pricey as they come. I can&#39;t comment on my experience because I really didn&#39;t have one; the sales associate that I was in contact with didn&#39;t return my calls or emails until after my company had already made a decision.</p><p>&nbsp;</p><p>I&#39;m sure there are more out there, and I would be very happy to see this database grow.</p></blockquote><p>&nbsp;2.&nbsp;Re;&nbsp;&nbsp;<strong>MarkePoints</strong>&nbsp;- if they offer one free ad, what do you mean by &quot;The guidelines are strict, the waitlist is long, and rejection is frequent, but it&#39;s still worth checking out&quot;?&nbsp; Rejection by MarkePoints?&nbsp; whose waitlist?</p><p>Here is the information that I drew up a while ago to summarize advertising in MarkePoints that I think will answer your questions. Also, here is a link to their ad media kit [<a href="http://www.gsa.gov/portal/content/104147">http://www.gsa.gov/portal/content/104147</a>].</p><p>&nbsp;</p><p><strong>Summary of Ad Design and Submission for MarkeTips </strong></p><p><strong>[GSA Print Publication]</strong></p><p><strong>WHAT:</strong></p><p style="margin-left:.5in;">Ø&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; GSA advertises directly to federal community with MarkeTips</p><p style="margin-left:.5in;">Ø&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; 20 ad spaces per issue</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Space for&nbsp; one GSA contract holder in every 700 during annual publication cycle</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Contractors only get ONE free ad in this publication</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Released the first week of January, March, May, July, September, and November</p><p style="margin-left:.5in;">Ø&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Ads submitted directly to managing editor will not be considered</p><p style="margin-left:.5in;">Ø&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Ad selection is at discretion of editorial staff</p><p style="margin-left:.5in;">Ø&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Can only have one ad, not one ad per contract</p><p><strong>AD SPECIFICATIONS:</strong></p><p style="margin-left:.5in;">Ø&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Ad must include GSA Advantage starmark logo, and cannot be modified</p><p style="margin-left:.5in;">Ø&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Ad must include contract number, schedule number, and schedule description</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Usually placed under the GSA Starmark logo</p><p style="margin-left:.5in;">Ø&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Ads cannot include endorsements from other federal agencies, but they can be cited</p><p style="margin-left:.5in;">Ø&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Cannot advertise any services in ad that are not covered under GSA contract</p><p style="margin-left:.5in;">Ø&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Pending contracts cannot be advertised</p><p style="margin-left:.5in;">Ø&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Recommended that multiple contracts advertise all of contracts in single ad</p><p style="margin-left:.5in;">Ø&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Submission must be on CD and cannot be sent by email</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Mac or PC only</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; CD envelope only, no jewel case</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Vedor&rsquo;s name, address, and POC on CD envelope</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Two color printouts of the ad are required</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Coverletter</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Business card</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Envelope should include:</p><p style="margin-left:1.5in;">&sect;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Name of contact</p><p style="margin-left:1.5in;">&sect;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Phone number</p><p style="margin-left:1.5in;">&sect;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; MarkeTips Submission</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; CMYK format (four-color process that is typical in print-ads)</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Must convert all True Type fonts to paths or curves (make the text an image so it can be used in negative-space printing)</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; LIA (live image area) is full page, 7.5&rdquo; x 9.75&rdquo;</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Portrait orientation only (not length-wise/landscape)</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; No bleeds (extra amount of printed image extending beyond edge of sheet or page, no margin violations)</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Format is high resolution .eps (encapsulated postscript) ONLY</p><p style="margin-left:1.0in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; File must be at least 300 DPI (dots per inch, for a sharper image)</p><p style="margin-left:1.5in;">&sect;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Cannot convert low resolution to high resolution, will not be accepted</p><p style="margin-left:1.5in;">&sect;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Images and logos must be 300 dpi or greater</p><p><strong>REASONS FOR REJECTION/FURTHER CONSIDERATIONS:</strong></p><p style="margin-left:.25in;">Ø&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Rejected due to limited space is most common</p><p style="margin-left:.25in;">Ø&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Rejected for further revision, multiple times until ready for publication</p><p style="margin-left:.25in;">Ø&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Select correct field editor for point of contact</p><p><strong>Layout should take into consideration</strong>:</p><p style="margin-left:.75in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; What service is, why it is useful, and to whom it is useful</p><p style="margin-left:.75in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Cohesion</p><p style="margin-left:.75in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Designed for all audiences</p><p style="margin-left:.75in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; As little text as possible</p><p style="margin-left:.75in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Utilize bulleted points</p><p style="margin-left:.75in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Strong heading</p><p style="margin-left:.75in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Useful subheading</p><p style="margin-left:.75in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Eye-catching</p><p style="margin-left:.75in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; This is not a press release, brochure, corporate statement, etc.</p><p style="margin-left:.75in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Keep it simple, uncluttered</p><p style="margin-left:.75in;">o&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Email draft to POC for suggestions and corrections (JPEG only)</p><p>&nbsp;</p><p>&nbsp;</p><p>I hope all of this helps!</p><p>&nbsp;</p><h3>Best,</h3><h3>Danielle Gagner</h3><h3>The Remi Group, LLC</h3>
dmgagner
<p>&nbsp;If you are a small business, there really is one secret, and that is relationship-building and how much time you should invest into it. How much time? All of it.&nbsp;<a href="http://interact.gsa.gov/users/phillips31" style="font-weight: bold; " title="View user profile.">phillips31</a>&nbsp;really did hit the nail on the head, and here&#39;s the reason why: the key to solid federal business is identifying a customer need before the request is put out onto the schedules, because once it&#39;s put out onto the schedules, chances are the end user already has a good idea about who is going to get the contract. Don&#39;t count on billboards and wildcard proposal submissions to drum up your federal business.</p><p><strong>So how do you identify a need?</strong> You need to communicate with end users.</p><p><strong>How do you find end users?</strong> Federal web directories, professional services, and general web research.</p><p><strong>How do you establish a relationship?</strong> LinkedIn is a great source for this, because not only can you find end users, but you can establish communication with them unimposingly, join groups and engage them in discussion, and build further contacts based on theirs. Follow them on Twitter and engage in their discussions. Like their Facebook page. Read and comment on their blogs. Beyond that, get on the phone, and start sending out emails with your capabilities statement attached.</p><p><strong>Once you establish contact</strong>, have a phone and face to face discussion about their problems, and identify how to solve it with your product, if they have an incumbent vendor, and their requirements and needs are. If the end user is interested in your product, they will take it to the contracting officer on both of your behalfs. That way, if a contract goes up for bid, you drastically narrow your competition, and also have advantageous insight into the needs of the end user, which the decision-maker will recognize once you craft your catered solutions into your proposal.&nbsp;</p><p>Once you establish a comfortable set of relationships and have won some awards, then may be a good idea to invest in advertising. Keep in mind that you should only be placing your ads where there is a high volume of federal traffic, so do your reseach.&nbsp;</p><p>As a gimme, the GSA publication<strong> MarkePoints allows <em>one</em> free ad per vendor holding a GSA contract</strong> in their publication. The guidelines are strict, the waitlist is long, and rejection is frequent, but it&#39;s still worth checking out.&nbsp;</p><p>&nbsp;</p><h3>Best,</h3><h3>Danielle Gagner</h3><h3>The Remi Group, LLC</h3>
jmorrison
<p>There is no question that building relationships with end-users is the best method for increasing business, but, keep in mind, it is very, very&nbsp;time consuming.&nbsp; Typical small companies need sales and revenue fairly quickly, and trying to find those opportunities BEFORE they hit the street can be like finding the needle in the haystack.&nbsp; Calling on end-users can be dicey also.&nbsp; Many don&#39;t have the time to explain what they do, and the problems they face, and you may not get very far.&nbsp; Not to say this isn&#39;t one method of prospecting, but there are many other things you can do to begin to drum up interest.</p><p>Although I know many will disagree with me on this, I do feel a key factor in building a following is by submitting proposals and bids for opportunities that make sense for your company, and your product offering.&nbsp; Yes, many of these you may lose, but I can&#39;t tell you how many times I have gotten future business simply by putting forth an attractive proposal package, with a good, competitive price.&nbsp; You have the opportunity to present your company&#39;s history, philosophy, and past performance, and you can outline, in detail, how you would approach their solution.&nbsp; It&#39;s really a way to market yourself.&nbsp; Your are making an offer on an opportunity, but you are also putting forth your company in the best light possible.&nbsp; Again, although, you may not win this one, you may have attracted the notice of someone else, who DOES have a problem you may be able to help solve.&nbsp; Therein, you have started on the road to building that relationship.</p><p>You cannot just sit there and think that 50-100 cold calls a day is really going to produce anything.&nbsp; You may get something out of it, but, in my view, you MUST get out there and start competing for business.&nbsp; You MUST get out there and start putting yourself in the mix.&nbsp; Ask questions, and try and come up with a unique offering which makes sense for their requirement.&nbsp; It can take a lot of work, but, as time goes on, it will begin to pay off.&nbsp; I would also like to mention that in 20 years of Government business, I HAVE won many of those bids and proposals that I thought I didn&#39;t stand a chance.&nbsp; Once you have put together some reasonable templates for your proposal documentation, fleshing it out for a specific opportunity doesn&#39;t have to take that much time.</p>
dmgagner
<p>True words, John. Another good point to submitting proposals is that when you don&#39;t win, you should always request a debriefing. This is important for two major reasons:</p><p>1. You can get great advice on how to change up your campaign so you can win future endeavors.</p><p>2. You get to meet face to face with key contacts in the department and establish a relationship that may help you win contracts with them in future bids.&nbsp;</p><p>Even if you lose, <strong>always</strong> request a debriefing!</p><p>&nbsp;</p><h3>Best,</h3><h3>Danielle Gagner</h3><h3>The Remi Group, LLC</h3>
Habbakuk
<p>Yes, even when you lose, it is good to keep your friends close and your enemies closer.</p><p>I created a small business and I ran across interact.gsa.&nbsp; I just wanted to thank you for all this detailed advice and share our small business/firm. It&#39;s not a DoD centered business but I think personal relationships lie at the absolute core of every successful profession.&nbsp; I also think a good web presence is going to continue to be one of the key factors for success and we&#39;ve been working hard to try and get our site up. My website is here: <a href="http://www.oldewatches.com">Replica Watches</a></p><p>Interact.gas continues to be a source of helpful advice and tips for me every time I check back here.</p>
jmorrison
<p>Yep,&nbsp;great point, Danielle</p>
hendrixadv
<p>You have provided some great information because nobody tells you how to find the end users, and I couldn&#39;t agree more that by the time the RFQ goes out, they already know who is going to win, so I for one have been wasting a lot of time on useless bids.&nbsp; I have a lot of sales experience, and I would love to use it...I just can&#39;t figure out how to find the purchasers who use my type of services.&nbsp; The other problem is that a lot of the time the &quot;purchasing agent&quot; actually knows very little about the services they are buying - they are just sort of organizing the bid process, sending out information, etc. and you never really know who is evaluating your work and making the decisions.&nbsp; That is so frustrating!</p><p>Two questions:&nbsp;</p><p>1. Please expound on &quot;federal web directories, professional services and general web research&quot;. I hate to appear stupid, but are there federal directories other than fed biz opps and ebuy?</p><p>2.&nbsp; Re;&nbsp; <strong>MarkePoints</strong> - if they offer one free ad, what do you mean by &quot;The guidelines are strict, the waitlist is long, and rejection is frequent, but it&#39;s still worth checking out&quot;?&nbsp; Rejection by MarkePoints?&nbsp; whose waitlist?</p>
amilfordjr
<p><strong>Build a track records in private sector and Then moved over To GSA! It will give you a cashflow without totally depending on Fed. Gov. Their funds are not as large as they once was!</strong></p>
christy.jackiewicz
<p>This is an important direction for business growth in general.&nbsp; Building a reputation and showing you can make it in the commercial arena is definitely the way to go to break into government markets.&nbsp; Keep in mind that you should be building a portfolio so that revenue is always coming in from more than one area.&nbsp; Great advice.&nbsp; Keep the conversation going and make sure to visit www.gsa.gov/smallbizhelp</p><p>&nbsp;</p><p>&nbsp;</p>
Char Norman
<p>&nbsp;</p><p>It&#39;s hard enough as it is to donate time and resources finding the right people to be able to even market your product.&nbsp; We small businesses should stick together, possibly build databases or at least get with eachother to share customer information (assuming we don&#39;t sell the same products or services :-) )</p><p>I always keep a &quot;rolodex&quot; of sorts of small businesses that I know in the area in case someone asks me something or says they need something!&nbsp; And I got to thinking the other day that there is no reason why we can&#39;t do that on a larger scale in a location like this!</p><p>Thoughts?</p><p>Char</p><p>&nbsp;</p>
paulylock
<p>Were can we get more information on Contractor Team Arrangments ?</p>
christy.jackiewicz
<p>Great point.&nbsp; In fact it&#39;s a point we are constantly trying to drive home.&nbsp; There are business incubators.&nbsp; google it and see what&#39;s developing in your area.&nbsp; There are also small business groups and memberships that are exactly about building a community!</p>
christy.jackiewicz
<p>How do you measure your success? &nbsp;What do you to determine your ROI?</p>
johnjbig2j
<p>Its a combination of things: Network, Cool Calls, Advertisement and hard work with the fact in mind that the customs needs and comes first.</p>
christy.jackiewicz
<p>We appreciate your sharing. &nbsp;We feel the same way! &nbsp;Being in touch with the need can make a big difference between getting and loosing contracts. &nbsp;Buyers want to know that you are not just in it for the money but for the solutions to their problems. &nbsp;You are on the right track and I hope as others take a peak at this discussion group they find a way to implement what you have shared. &nbsp;Keep checking in and sharing your pearls of wisdom!</p><p>&nbsp;</p><p>&nbsp;</p>
phillips31
<p>My secret to me is too communicate and build relationships. Then listen for needs, once needs are assessed then take an approach such as ask the business is this something that I may assist them with? I understand that the approach sounds a little niave but it is effective. I have done a pretty solid amount of business by just building relationships and listening for the needs, and once the needs are admitted or stated then I ask can I be of assistance.</p>
Andreas
<p>I agree with you, building relationships is the most important thing you can do and it sure is the key to success. Most people are not doing it which is a shame because they don&#39;t even know what they are loosing and how much money they are throwing away. The bottom line is that this approach is very effecticve.</p><p>Regards,</p><p><a href="http://www.odkryjjakschudnac.pl/" rel="follow">Jak Schudnac</a></p>
twinkle21
<p>I totally agree with your comments. Really you have done a good job about secret of succes. Thank you for sharing such a nice post.</p><p>http://www.jabberjawmobile.com</p><p>&lt;a href=&quot;http://www.jabberjawmobile.com&quot;&gt;prepaid cell phones&lt;/a&gt;</p><p>&nbsp;</p><p>&nbsp;</p><p>&nbsp;</p>
paulylock
<p>Your approach sounds positive for building. thanks.</p>
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