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Executive Spotlight
Potomac Executive Biz August 23, 2007
Executive Spotlight with Peter Ostrow
 Peter Ostrow |
Peter Ostrow In the 08/23/2007 edition of ExecutiveBiz we had a chance to catch up with Peter Ostrow, President & CEO of Technical Communities. Peter Ostrow is President & CEO of Technical Communities. We caught up with him and learned more about what his company does different to help organizations to sell through GSA, what is a typical customer, and what's next for the company. |
ExecutiveBiz: What are the main benefits of selling through GSA schedules?
Peter Ostrow: GSA has built an incredible mechanism for selling to the government. Under the GSA Schedules Program, the agency has established long-term contracts with commercial firms to provide access to over 10 million commercial supplies and services across the government. All government customers, even those in remote locations, are eligible to use the contracts, which typically last about five years.
GSA Schedules provide both buyers and sellers the same three benefits: lower costs, significant time savings and reduced procurement risks.
ExecutiveBiz: What types of products or services lend themselves to efficient buying/selling through the GSA?
Peter Ostrow: Well JD, there are GSA schedules for just about everything that our government and our military require. This includes everything from state-of-the-art technology products to travel services. Both specialized and commodity-like goods and services are covered. When an organization lists products or services on a GSA schedule, it is signaling to the government that it is "open for business" because the prices for most products and services are already pre-negotiated and usually have been judged compliant with federal competition in contracting requirements.
ExecutiveBiz: What is it that Technical Communities does differently to help organizations sell through the GSA?
Peter Ostrow: We're a one-stop shop for organizations that want to sell to the government and military through GSA schedules. We significantly reduce the cost and time associated with selling to the government and assume some of the risk and responsibilities associated with managing these important relationships. For one low price, we can provide our customers a turnkey solution that includes:
- Contract management including all submission, modification and other filings. Our customers really benefit because we also assume all responsibility for quarterly reporting to the GSA, annual audits and the remittance of all funds due the GSA.
- Pre- and post-sales support that includes all response to direct and open solicitation, personalized GSA-compliant quoting, follow-up, order acceptance, billing and collection. We're built to optimize the GSA selling process; we can do this faster, better and cheaper than most commercial entities that manage their own GSA transactions.
- Our marketing services give our customers and their products increased exposure, on the GSA's Web site as well as on other government and commercial Web sites.
ExecutiveBiz: What are the some of the names of Technical Communities customers and some of the reasons why they chose Technical Communities to help with their GSA Schedules?
Peter Ostrow: Technical Communities has grown to what are now 50+ commercial customers that utilize our services to sell to government agencies and their contractors. These include large companies such as Aeroflex, Anritsu, GE and JDSU as well as smaller, more specialized organizations.
ExecutiveBiz: What is the profile of a "typical" Technical Communities customer?
Peter Ostrow: JD, all of our customers have one thing in common -- the desire to outsource the administrative piece of selling under and managing GSA schedules. By working with us, our customers can focus on selling to and servicing the end-user knowing that the contract management and administrative details are being professionally handled. What company wouldn't benefit from increased sales and lower costs?
ExecutiveBiz: What's next for Technical Communities?
Peter Ostrow: The company had gross revenue of $67 million with orders for goods and services of $82 million last year. We've grown at a rate of more than 60 percent annually since 2002. We're on track to continue these great results this year. Much of our growth is rooted in Washington and our goal is to solidify our footprint in this market in the coming months. We've added staff in the D.C. area and plan to open a Washington regional office before the end of the year.
ExecutiveBiz: What will the company look like in 5 years?
Peter Ostrow: Our goal is to be the preeminent organization that helps companies sell to the government, military and contractor communities. Today, Technical Communities is the leader in the GSA contract management area. Over the next five years, we fully expect to increase both the depth of our GSA offer as well as adding other high value services to help organizations sell more efficiently.
ExecutiveBiz: What is the company's corporate culture?
Peter Ostrow: We got our start in the high tech world of Silicon Valley; we are a technology, data management and marketing firm at our core. Our employee-owners are entrepreneurs at heart. We are constantly looking for ways to leverage technology to service our clients and the government by increasing efficiency, reducing costs and adding to sales.
