U.S. General Services AdministrationOffice of Small Business Utilization

Christy L. JackiewiczOutreach Program ManagerOffice of Small Business Utilization

Doing Business with GSA:Marketing to the Federal Government

Introduction This training was developed for small businesses who are

interested in partnering with GSA through our procurement programs.

Our goal is to increase your knowledge and ability to be a successful contractor with our agency.

Your feedback and suggestions are very valuable. Please feel free to contact us on 855-OSBUGSA or www.gsa.gov/askosbu

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You will learn how to:

1. Identify potential customers2. Analyze current and future trends3. Locate and engage new partners and buyers4. Provide solution oriented proposals5. Avoid marketing pitfalls

To Identify Potential Customers…Ask the important questions!

Who is buying what you sell? How much are they spending? Where did they buy it from? Who are the top spenders? Do I meet their preferences?

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Historical Customer Data leads…to New Clients and Trend Analysis

The Federal Procurement Data System provides: Buyer purchasing information Vendor Sales to the Buyer Contract Award Type Vendor Company Information Socio and Economic Analysis And more…

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https://www.fpds.gov and www.usaspending.gov

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What GSA Buys www.usaspending.gov

Average Spending from 2000 to 2013

2013 High – Sustainable Acquisition

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What GSA Buys www.usaspending.gov

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Finding New Partners and Buyers is Easy! www.fbo.gov – Advanced Search/Filter

Pre-solicitation, Sources Sought, Solicitation/Synopsis Classification Code NAICS Code

Collect Contact Info Develop a tailored buyer’s mailing list Focus your light marketing materials (postcards etc.) to these

contacts Heavy marketing to those who respond

www.gsa.gov/smallbizforecast - Planned Purchases for the Fiscal Year

GSA’s forecast can be filtered NAICS Code, Business Type, Place of Performance, etc. Includes contact information of buyers

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Buyer and Partner Engagement with Purpose Cold Calling

Authority to Purchase Contact Information Quarterly/Biannual Updates Emails as follow-up only

Conference Attendance Set Goals Anticipate potential partners – not just buyers Determine Needs Network, Network, Network

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Partnering as a Solution?

Contractor Teaming Arrangements (gsa.gov/cta) GSA Schedule Vendors ONLY Total Solution Paid Separate Team Plans Process

Subcontracting (gsa.gov/subdirectory) Any size prime GSA Schedule Projects Piece of the Pie

Mentor Protégé (gsa.gov/mentorprotégé) GSA Schedule Vendors Prime Directed Projects GSA Approved Subcontracting Agreement

Mentor Protégé Program

As of 10/24: Total Agreements: 104 Small Business Participation:

– Small Business: 8– 8a: 35– WOSB : 30– VOSB : 3– SDVOSB : 45– HUB Zone : 10

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Mentor Protégé Program

As of 10/24 Participating Industries Include:  - Professional Services (IT and Services): 45  - Construction: 30  - Facilities Management / Maintenance Services:12  - Security Services: 2  - Furniture Services: 3  - Office Products / Supplies: 3

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Mentor Protégé Program

FY12 Reported Program Revenue Benefits for Small Businesses: Contracts Awarded (Total) - $101 million Contracting Dollars (Total) - $436 million Prime Contracting Opportunities for Protégé Firms

with GSA - 10 Subcontracting Opportunities for Protégé firms with

GSA – 32

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Mentor Protégé Program

FY12 Reported Program Revenue Benefits for Small Businesses: Prime Contracting Opportunities for Protégé Firms

with other agencies – 5 Subcontracting Opportunities for Protégé firms with

other agencies- 54

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Mentor Protégé Program

FY12 Reported Program Growth for Small Businesses: New Protege firms entering into

the program - 38 firms Program Graduates - 12 firms Jobs created by Protege firms -

386 reported

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Monthly Mentor Protégé Webinar

Every 2nd Thursday form 3:00 – 4:30 PM EST.

Next Session is: November 14, 2013

Please register at www.gsa.gov/smallbiztraining also Tony Eiland, Program Manager can be reached for additional questions at 855-OSBUGSA or 202-208-0257.

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Using the Right Procurement Program

GSA Schedules Government Wide Acquisition Contracts Global Supply Indefinite Delivery Indefinite Quantity Other sources of purchasing?

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What are your customers asking for?

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What is impacting your buyers decision? www.gsa.gov/sustainability

Procurement decisions are directly linked to the buyers mission. • What are we trying to accomplish?• Who are we serving?• How can we do the job better?

We also have regulations, policy, Executive Orders and more that affect what and how we purchase.

Currently the E.O. 13514 is requiring that we focus on “sustainable acquisition”. What does this mean for small business?

– It means that when you market to a buyer, we need to consider not only the economical impact, but how the environment and social structure will be affected.

Analyze and Anticipate

Current and future trends are the source of success Current

– Sustainable Acquisition is GROWING!!!

Janitorial Mobile Solutions Building Materials

and Services

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Successful companies are intuitive and move with the direction of the buyers needs.

What are the Problems to Solve?

Customers Concerns - task Customers Budget - money Customers Support System - leadership Customers Resources - employees Customers Vision - success Customers Last Contractor Experience - improvement

What else matters? NOTHING!!! Take care of the customer!

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How will your Customers Decide?

• Clear understanding of the need• Comparable Past Performance• Reasonable Pricing or within

budget• Attractive Options• Competitive Warranty• Location, Location, Location

(Services)• Sustainable Focus/Executive

Order 13514

Listen to your customer’s needs…

Be the solution to the problem!

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Marketing Plans Really Can Help!

How? Blueprints of a Business

– How do we make a difference?– Who does it better than we do?– Who will buy our products/services?– How will we get new opportunities?– Short and Long term goals– How much it will cost?– What are we missing?

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Marketing Pitfallswww.gsa.gov/market2feds, www.gsa.gov/vendorsupportcenter, www.gsa.gov/osbu

Don’t: Take a check-list approach and miss the

details Misuse templates and other standard practices Focus too heavily on giveaways and

brochures to shine Put your trainees on the front line

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Avoid Marketing Pitfallswww.gsa.gov/market2feds, www.gsa.gov/vendorsupportcenter, www.gsa.gov/csd, www.gsa.gov/osbu

Do: Know your customers needs Provide solutions Read between the lines Be better than their last experience Understand every interaction is

marketing Utilize GSA’s Customer Service

Directors

Small Business Advocates in GSAwww.gsa.gov/osbu, www.gsa.gov/smallbizevents, www.gsa.gov/smallbizguide

Each Federal agency has an Office of Small Business Utilization put in place by congress “…to promote the maximum practicable use of all designated small business categories within the Federal Acquisition process…” These advocates report to the head of their agency on the success of this partnership. Finding creative new ways to educate Sponsoring and delivering business development training Integrating low-cost networking events into established venues Providing free counseling and more…

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www.gsa.gov/smallbizevents (GSA events around the country just for small

business) Want all events? www.gsa.gov/events

Interact.gsa.gov Small Business Solutions Group (blogs, discussion boards, and more)

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Access OSBUwww.gsa.gov/osbu

Access OSBUwww.gsa.gov/osbu

www.twitter.com/gsaosbu (information and feedback changing small

business partnerships)

www.facebook.com GSA, Office of Small Business Utilization (Fan Page with lots of updates)

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GSA Partners Advocating for Small Business

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Small Business Administration SBA provides business counseling, training and business development

specialists providing free and low-cost services in your area. www.sba.gov 1-800-U-ASK-SBA (1-800-827-5722)

  The Association of Procurement Technical Assistance Centers PTACs

are dedicated to assisting businesses seeking to compete successfully in federal, state and local government contracting.   http://www.aptac-us.org/new

 Federal OSBU Agency Offices The Small Business Act as amended by Public Law 95-507 established the

Office of Small and Disadvantaged Business (OSDBU) to promote the maximum practicable use of all designated small business categories within the Federal Acquisition process.

http://www.osdbu.gov

 

GSA Sources of Support• PBS Industry Relations

866-727-8363IndustryRelations@gsa.gov

• www.gsa.gov/pbs

Public Building Service

• National Customer Service Center (NCSC)(800) 488-3111NCSCcustomer.service@gsa.govwww.gsa.gov/fas

Federal Acquisition Service

• Office of Small Business Utilization855-OSBUGSAwww.gsa.gov/askosbu

• www.gsa.gov/osbu• gsa.gov/smallbizsupport

Office of Small Business Utilization

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SMALL BUSINESS SOLUTIONS

Christy L. JackiewiczGeneral Services AdministrationOffice of Small Business Utilizationwww.gsa.gov/osbu1-855-OSBUGSA (672-8472)

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We want to hear from you. Please share your success stories, comments, questions and concerns at www.gsa.gov/askosbu.