Office of Small Business Utilization
U.S. General Services Administration
Christy L. JackiewiczProgram Analyst
Marketing Strategies and Techniques for Small Business
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AgendaAgenda
Business/marketing plans Who uses GSA Schedules? Ordering procedures for buyers Return on investment (ROI) Locating Buyers Utilizing information effectively Company introductions Quality proposals Recovery methods More support Green Initiatives Stimulus Package Access
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Business/Marketing Plans Business/Marketing Plans
Blueprints of a Business Who am I/are we? Where do we want to go? What is attainable now? What should we plan to accomplish? What/Who will help me meet my
goals? What is my budget for exploring? What is the final outcome we desire?
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Schedule Sales Query (SSQ)Schedule Sales Query (SSQ)
SSQ provides the sales reported by MAS contractors Use SSQ to research your competitors’ sales Utilize free tools to help make better business decisions Go to http://ssq.gsa.gov
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Who uses GSA Schedules?Who uses GSA Schedules?
Executive & Other Federal Agencies
Mixed-Ownership Government Corporations (FDIC, Federal Home Loan Banks, etc.)
The District of Columbia Cost Reimbursable Government
Contractors authorized in writing by a Federal agency (48 CFR 51.1)
State and Local Government (Cooperative Purchasing)
Domestic and Worldwide
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Understand Understand How Your How Your Customer Buys Customer Buys Products and Products and ServicesServices
•Any vendor for purchases under $3000
•Two or more vendors for orders over $3000
•Orders above the Maximum Order request more discounts
•Non-GSA Items are Open Market
•Purchase Decision
Past Performance
Price
Options
Warranty
Availability
Location
Buyer Discretion
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Is there a Return on Investment (ROI)Is there a Return on Investment (ROI)
Research/Customer Base Current Potential Request Other sources Cost/Discounts Benefit Success?
Contract/Revenue Current Customer Orders Potential Customer Orders No Orders 2 years with Contract before
$25,000 Other sources fulfilling
orders Success?
Note:Note: The GSA Schedules Program is only one tool buyers use to purchase products and services. Know your customers purchasing practice.
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Locating BuyersLocating Buyers www.fbo.gov – Advanced Search
Pre-solicitation, Sources Sought, Solicitation/Synopsis
Classification Code NAICS Code Recovery and Reinvestment Act (New)(New) Collect Contact Info Always
www.gsa.gov/smbusforecast - Forecast (Updated)(Updated) NAICS Code Title State
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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Utilizing Information EffectivelyUtilizing Information Effectively Consider different mailing list
General – Any and everybody Potential – High Probability Direct – responsive/sure thing
Contact Steps1. Letter/Postcard (Intro)2. Phone Call (details)3. Follow-up (building trust)
Follow-up Often/Sincere Postcards Email Seasonal Greetings
Update Annually Points of Contact (POC’s) Numbers Address General or Direct List Pricing GSA Data Sites
– e-library– GSA Advantage!
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Company IntroductionCompany Introduction
Letter: Who, What, Where (about the company) Phone Call: Who, When, How Much (potential customer) Follow –Up: Lunch, Card, Email, Letter (quarterly
update)
GOAL: Visibility, Familiarity, Integrity, Trust, Confidence
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Quality ProposalsQuality Proposals
Obvious Clean Neat Follow Directions Provide additional data Typed – not hand written
Not So Obvious Have more than one person
read for errors Double check submission
requirements Be prepared to provide oral
proposal if requested Rejection doesn’t mean you
were not competitive Points of Contact are reachable Follow-up with a “thank you”
card regardless of outcomeregardless of outcome
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Written ProposalWritten Proposal Decide and Notify
Yes I will be participating No, I will not
Respond in order Not clear, then ask questions Respond to all parts Follow Directions Describe your process and unique
values Spell Check and Grammar Check Be Neat Group Review before submission
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Oral ProposalOral Proposal
Professional Business Attire Be On-Time Know the Proposal Include Key Workers Be polite Speak clearly and professionally Answer all questions
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How to DEAL?????How to DEAL????? Rejected Offers – Request Debriefing Unable to fulfill contract – Contact CO with
explanation Cannot submit an offer – Notify CO immediately Upset the Contracting Officer – Contact your
OSBU for resolution Errors in proposal – Correct and move on Not meeting sales criteria – Reevaluate program
participation, product/service need assessment, and marketing efforts
Nothing seems to be working – Take a break and review your business/marketing plans
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More SupportMore Support
11 Regional GSA OSBUwww.gsa.gov/smallbizsupport
OSDBU for all agencieswww.osdbu.gov
Procurement Technical Assistance Centerswww.aptac-us.org
Customer Service Directorswww.gsa.gov/CSD
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Utilize Utilize AllAll Marketing Tools Marketing Tools www.gsa.gov/logo Use images on GSA Advantage! ® Attend large conferences like the GSA
EXPO www.expo.gsa.gov www.gsa.gov look under “Events”
Attend outreach sessions designed just for small business
Come prepared to ask questions and get contact information
Invest in FedBizOpps for procurements over $25,000
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Modifications to Your ContractModifications to Your Contract - Keep Information Updated!
Economic Price Adjustment Price Increases Most common EPA clause GSAM 552.216-70 Check the details for your Percentage ceiling Prices fixed for first 12 months No more than 3 increases/year
Price Decreases Determined by the MFC Ratio must remain the same
Spot Price Reduction Reductions that do not apply across the board Used to build relationships Notify GSA when in use Will not affect your awarded discount, terms and conditions
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Adding and Deleting Items Adding
– New products or services must be awarded
– Within Scope, simple modification Deleting
– Remove products or services– Simplify Contract Coverage
Transfer of Assets Novation Agreement
Legal Name Change Change-of-Name Agreement
See “Contract Modification” clause in the solicitation
Update
Update UpdateUpdate
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Know Your Contract TermsKnow Your Contract Terms
Warranty Delivery Discounts Authorized Dealers Quantity Discounts Service Agreements Expiration Date Option Year Requirements
Give copies to your employees!!!Give copies to your employees!!!
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www.section508.govwww.section508.gov
Eliminates barriers Opportunities for the disabled Applies to all Federal agencies
Procure Maintain Use Electronic and
Information Technology (EIT)
Consider ALL current and potential customers!
Contractors selling EIT must comply with 508
Register with the e-Buy Accessible Data Center at www.gsa.gov/ebuy
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Environmental ProgramOffice of Applied Science(202) 219-1522Fax (202) 219-0784
Alternative Fuel Vehicles Vehicle Buying(703) 605-CARSFax (703) 605-9868
Green PowerMark Ewing(202) 708-9296Jerard Butler(202) 401-0855
Green PurchasingFAS Assisted Acquisition Services - NCR(202) 708-8100NCR Safety, Environmental and Fire Protection (NCR PBS)(202) 708-5236
Waste Reduction and RecyclingEnergy Conservation Branch - NCR(202) 708-9010Edward Crandell(202) 708-6777
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www.Recovery.govwww.Recovery.gov
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Questions & Answers
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Christy L. JackiewiczChristy L. JackiewiczProgram AnalystProgram Analyst
Office of Small Business UtilizationOffice of Small Business Utilization
www.gsa.gov/sbuwww.gsa.gov/sbu
202-219-0396202-219-0396
[email protected]@gsa.gov
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