Jennifer Schaus & Associates is a boutique government contracting firm in downtown Washington, DC. The firm helps product and service companies sell to the U Federal government. Services also include GSA Schedule, SBA 8a and other certifications. For more information, contact JSchaus@JenniferSchaus.com or visit http://JenniferSchaus.com Thank You.

1. 8 Lessons Government Contractors Can Learn from
Shark Tank©
Let’s assume the investors represent the Federal
Government Agencies…
1./ Your Pitch Will Not Resonate With Everyone.
Know your target agency, their hot spots, where you will
have the best ROI. Tailor your pitch for the agency –
including your Capability Statement, the folks you send in
for meetings and how you present your solution.
2./ Know Your “Stuff”.
Your presentation should be rehearsed until perfect.
Anticipate the questions and have the answers on the tip
of your tongue. Know how your solution will solve a
problem & be able to explain it as well as your competitive
advantage. Sharks want to know how you will make them
money; government agencies want to know how you will
save them money.
3./ Past Performance Counts!
Having previous customers builds credibility, trust and
confidence in your solution – and YOU! Without prior
sales, it makes it hard for agencies (or investors) to sign a
contract or obligate money for your solution. Often times

2. we see the Sharks partners on deals. It is a way to share in
the risk – and agencies are much the same. If the DEA has
signed on for your product, then the FBI may be more
likely to follow suit.
4./ Be Realistic about Value - & Negotiate.
Agency budgets are tight right now. LPTA (Lowest Price
Technically Acceptable) is the norm. Don’t over value your
solution. How many times have we seen the Sharks do
the math on the valuation and counter offer at a lower
equity stake or lower dollar investment. Know your price,
margins & value. The converse is also true. Don’t sell
yourself short, demolish your profit and put yourself out
of business just to have Unlce Sam as a client.
5./ Taste Test.
Product samples and demos help paint a picture of what
the product/service will and can do. The solution has to be
something the buyer likes. It also helps if they like you,
too. Just as the Shark Tank contestants waited in long
lines, created something unique and competed to make a
presentation – government contractors must also
compete. There are no hand-outs or guarantees.
6./ Know Your Window of Opportunity.
Sometimes we see the Sharks make an offer that the
contestant must accept or decline within 30 seconds or
less. Take it or leave it. It’s now or never. The Federal
Government is much the same. There are short turn-

3. arounds for RFP’s and even end of year budget cycles. Be
ready to respond. Being prepared and knowing what to
go after is half the battle.
7./ Shake, Rattle & Roll.
After the hand-shake, once you are funded by a Shark or
secure that government contract, it is not “easy street”.
The real work now begins. It’s time to roll. Ensure you are
prepared for what comes next and can carry out the
mission essential tasks. Having this capability and being
able to demonstrate it upfront is what will help you gain
the confidence of the buyer and lead to your success.
8./ It Is a Big Tank
Sure there are many overnight Shark Tank success stories
as well as multi-million dollar government contractors.
Most of the time it takes hard work, multiple fishing
expeditions with the right bait, boat & crew. Casting your
line a few times is part of the process.
Jennifer Schaus is founder of Jennifer Schaus & Associates a
government contract consulting firm in Washington, DC.
For more information about services, contact + 1 – 2 0 2 - 3 6 5 – 0 5
9 8 or Marketing@JenniferSchaus.com