As the former marketing mgr with a small industrial supply business, I was faced with the challenges of a down turn in the economy in 2009. I looked at our current market and quickly realized we needed to shift our attention towards GSA contracts and similar Govt. opportunities. To understand the process better I utilized free small business resources such a PTAP which provides classes at no cost. The result of these efforts provided a 117% increase in revenue and provided 5 new city and federal contracts that will help stabilize the company during the recession. The only customer that can print their own money is Uncle Sam and this is the most important customer you can have. When private industry is in a slump you should seek new sales potential in the public sector. By establishing vendor registrations with GSA and local agencies your company has the potential to win contracts for products and services. Although such awards do not provide high profits per item based on the competitive nature, they do provide residual and stable business that will help you pay the light bill each month.

Brian Page