Seminars
Capturing State and Local Contracts with Your GSA Schedule
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Jun 20, 2007, 13:07

Date: To be announced Location: The Federal Sales Academy in Bethesda, MD Time: 8:30 a.m. to 1:00 p.m. Cost: $350 per person

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Why is This Seminar Different?

While everyone else is talking about how to leverage your GSA Schedule contract to win federal business, no one is paying attention to what GSA is calling their new market: the STATE and LOCAL government market. 10,000 attendees showed up at the 2007 GSA Expo and many of them were state and local buyers who had been invited for the first time. Be among the first contractors to understand the game of using your GSA Schedule contract to win state and local business.

Who Should Attend?

Business owners, managers, sales executives, in-house GSA contract administrators

Why Should You Attend?

If you want to get ahead in the state and local market or you want a tool to help you close business quickly and under the radar, this is the class for you.

Seminar Description

Fedmarket.com has noticed that GSA has been focusing many of its 2008 marketing efforts on reaching out to the needs of state and local governments. In fact, 2007 was the first year that state and local governments were invited to the GSA Expo in Orlando. In doing so, GSA pushed its attendee, exhibitor and vendor number over 10,000 for the first time in the Expo’s 13 years. With recent events in mind, Fedmarket has created a Special Event Forum for current and potential GSA Schedule Holders, sales executives and managers.

If your company meets one or more of the following criteria, this ½- day event is made for you:

• Are you an IT company with an IT70 Schedule?
• Does your organization provide products and services for counter-narcotics activities?
• Does your company supply products or services which could help the government prepare for, or recover from, a natural disaster or terrorist attack?
• Is there a possibility that you could sell your products or services to state or local governments under federal Homeland Security grants?

Fedmarket’s Federal Sales Academy Director, Eileen Kent, will cover the following topics:

• What is a GSA Schedule?
• How do I close a deal with a GSA contract?
• Which agencies can buy through the Schedule program?
• What is GSA’s position (i.e., why do they want vendors who hold Schedule contracts to be successful with state and local governments)?
• Understanding GSA’s “cooperative purchasing” program and how it could open a new market for GSA Schedule holders
• What are coop plans?
• Will state and local governments need my products and services in an emergency?
• How can I search the web for opportunities, names and numbers?
• How does my company sell to state and local governments?
• How can my company win the grant game?

Remember the huge growth in the early days of GSA? According to GSA’s estimate, $239 million was purchased by state and local governments through the IT70 Schedule in Fiscal Year 2006. Imagine the growth which will take place in next few years as a result of GSA’s marketing push to open up this market. At the Federal Sales Academy, we want you to be among the first to capture the business. We will teach you the secrets to selling to state and local agencies. We want you to already have your foot in the door when these agencies realize how easy it is to buy using GSA Schedules.

At the conclusion of the class, we’ll hold a networking event for vendors who want to help each other grow in this marketplace. Therefore, bring plenty of brochures and cards for “teaming” opportunities.

Materials provided: PowerPoint presentation, printed materials, and a CD (which will include links to further business with state and local governments)

Schedule

8:30 a.m. – 9:00 a.m. Check In/Registration: Coffee, Refreshments, Bagels Served
9:00 a.m. – 10:30 a.m. Forum
10:30 a.m. – 10:45 a.m. Break
10:45 a.m. – 11:45 a.m. Forum
11:45 a.m. – Noon Question and Answer Session, Closing Remarks
Noon – 1 p.m. Teaming and Networking for Attendees

Cost: $350 per person

Cancellations & Rescheduling

Cancellation notification must be received one week prior to the seminar date. Upon notification, your registration fee will be refunded less a $100 non-refundable processing fee. Any cancellations beyond the one week period are non-refundable. You may reschedule at any time. If you reschedule to attend another seminar, we will apply your payment toward your new registration fee. Personnel substitutions may be made at any time. Payment must be received prior to the seminar date. No shows are liable for the full seminar fee and refunds will not be given.