Most of you who come here will have questions about the GSA Startup Springboard program. This is actually not the place for you. If you are here, then you are one-step before needing the GSA Startup Springboard program — Getting Past Performance.
Here you will find the GSA’s details regarding Startup Springboard, but below you will learn the step-by-step process to become eligible for the program…and make some good sales along the way 😀.
Building Your Federal/Prime Value Proposition
1. Identify Your Audience:
Understand who the prime contractors are, what they need, and what specific problems they face in government contracting projects where your startup could offer solutions.
2. List Your Capabilities:
Clearly define what services or products your startup provides. Be specific about your unique skills or technologies that differentiate you from competitors.
3. Determine Key Benefits:
For each capability, list out the direct benefits to the prime contractor. How does your service or product make their project easier, cheaper, faster, or more compliant?
4. Research Your Competitors:
Analyze what other subcontractors are offering. Note what makes your offering unique or more appealing.
5. Compile Testimonials or Proofs of Concept:
Gather any testimonials, case studies, or examples of past work that demonstrate your success and reliability.
6. Synthesize Your Message:
Combine the information from the steps above into a succinct statement that clearly articulates who you are, what you offer, why it’s beneficial, and what sets you apart from others.
Example Value Proposition:
“We provide [specific service/product] with [unique feature], allowing prime contractors like you to [solve specific problem] more effectively. With our proven track record in [industry/sector], we ensure reliability and compliance, setting us apart from others in the field.”
Building Your Capability Statement
(1) Locate Prime Partners
- Open GSA eLibrary MAS Category page
- Run browser search of your industry-related keywords to locate scope matches (example: “Graphic Design”)
- Click on SIN Code (example: 541430)
- Click the “Download Contractors (Excel)” link under the SIN Description. Then click the blue download arrow.
- Repeat search & download process for all keywords, or even NACIS Codes.
(2) Select Prime Partners
Now that you have the full list to select key Prime Partners, you will want to cherry-pick the companies that you want to reach out to. You can research their GSA Sales, if you want to focus on Larger and more successful Contractors.
You will want to build an email campaign to reach out to them a least 3 times over a month, and maybe even continue monthly after that.