PIE IN THE SKY
Why is it so difficult to obtain that first $25K under your GSA Schedule contract?
When we are amongst the community doing our GSA Schedule workshops, this questions comes up at least 90% of the time. Well the short answer is many businesses fail to detail an intelligence driven marketing strategy. I think that’s the obvious answer, but when we think about what that really means, it simply comes down to this:
Take the time to identify your buyer(s). Identifying your buyer early in the process and doing your upfront research is critical. Your buyers may not be procuring your service/product from the GSA Schedule at all.
Perhaps your buyer(s) are buying your service/product, but only buy during a certain time of the year. Take the time to research your buyer’s purchasing habits and activities. They may actually be one of those last minute buyers looking to spend in August and September.
Determine your exit strategy before you apply for your Schedule should you NOT reach the 25K threshold within the first two years of your contract. Advanced planning is key.
Make sure you are educating your buyer on how to access your services/products through your Schedule. Yes, not all buyers fully understand the capabilities and complexities of Schedule buying.
Try to identify other GSA Schedule contract holders for the purpose of forming Contractor Teaming Arrangements (CTA) to offer a total solution to a buyer. That way every Schedule holding team member can utilize their respective contract and receive revenue credit.
