FED GOV CON

Webinar Wednesdays
2019 Series

JSchaus & Assoc.

Washington DC
+1–202–365–0598
About Our Webinars:

- Every Wednesday;
- Complimentary;
- Recorded;
- YouTube & our Website;
- No Questions
 About Us:
Professional Services for
Federal Contractors
- GSA Sched;
- SBA 8(a);
- Proposal Writing;
- Pricing;
- Contract Administration;
- Business Development
 Upcoming Events:

TUESDAY - Aug 6
IN-PERSON CLASS: Intro To
GSA Schedules
Advertise With Us!

We offer newsletter &

webinar advertising.
CONTACT:
Mallory.Flowers@
jenniferschaus.com
for more information.
 About Our Speaker:
David Powell
Education:
UMBC & the Merrick School of Business
at the University of Baltimore

Company Name:
FBC, Inc. (Federal Business Council)

# of Years Federal Gov Con Experience:

20+ Years
 How To Position
Your Firm For Success
At Federal Events
 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

Events are Face-to-Face. Human-to-Human.

They are the ultimate engagement channel, because:

‐ Implied Permission/They Come to You

‐ Human Connection
‐ 2‐way Dialogue
‐ Exists ‘Off’ the Printed Page/Computer Screen
‐ Cuts Through the Clutter
‐ Engages All 5 Senses
 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

FIRST: Do your homework.

Your Performance at an Event is Entirely Dependent on Your Work Beforehand.

1) Set a focused objective.

 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

FIRST: Do your homework.

Your Performance at an Event is Entirely Dependent on Your Work Beforehand.

2) Research. What's the problem you are solving for an agency?

 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

FIRST: Do your homework.

Your Performance at an Event is Entirely Dependent on Your Work Beforehand.

3) Pre-promote by using social media, phone calls, emails, etc.

Provide your booth # and set appointments in advance.
 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

SECOND: Make Sure They Will See You.

Do You Want to Sell Me Something? Or Do You Want Me to Buy Something?

- Create a winning display.

- Use collateral materials, like brochures.
- Leverage the power of demonstrations.
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

THIRD: Make Ways to Start the Dialogue.

1) Stand out in front of your table.

2) Keep the promos out of easy reach.
3) Look for speaking opportunities.
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

THIRD: Make Ways to Start the Dialogue.

1) Stand out in front of your table.

2) Keep the promos out of easy reach.
3) Look for speaking opportunities.
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

THIRD: Make Ways to Start the Dialogue.

1) Stand out in front of your table.

2) Keep the promos out of easy reach.
3) Look for speaking opportunities.
 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

FOURTH: Follow Up.

18% of expo attendees report they have never

received materials from show exhibitors they met.

43% report they received materials after they’d

already made a purchasing decision.
 2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

BONUS: Tips from GovSmart’s CEO Brent Lillard.

1) Be an exhibitor from the start. It builds your brand.

2) Bring the whole team.
3) Never have an empty booth.
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

Just For You!

http://bit.ly/FBCExhibitorGuide
 THANK YOU!
JSchaus & Assoc.
Washington DC
hello@JenniferSchaus.com
www.JenniferSchaus.com
+1–202–365–0598
Speaker: David Powell

Email: DPowell@fbcinc.com

Phone: (800) 878-2940