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Jaime Kern Customer Service Representative GSA

Marketing to the Federal Government. Jaime Kern Customer Service Representative GSA. October 28, 2010. GSA OVERVIEW. Management Services Center. GSA Acquisition Centers. National Administrative Services & Office Supplies Acquisition Center. Integrated Workplace Acquisition Center.

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Jaime Kern Customer Service Representative GSA

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  1. Marketing to the Federal Government Jaime KernCustomer Service RepresentativeGSA October 28, 2010

  2. GSA OVERVIEW

  3. Management Services Center GSA Acquisition Centers National Administrative Services & Office Supplies Acquisition Center Integrated Workplace Acquisition Center Facilites Maintenance & Hardware Acquisition Center • Center for Innovative Acquisition Development Greater Southwest Acquisition Center

  4. GSA’s Integrated Workplace Acquisition Center(IWACenter) • Largest selection of furniture, furnishings, security and office equipment • One-stop shopping experience • Preferred source of commercial products and services • Best value to federal customers • One-stop shopping is a win-win situation!

  5. IWACenter Schedules • 71 Furniture • 72 Floor Coverings and Furnishings • 71 II K Comprehensive Furniture Management Services (CFMS) • 36 Office Imaging and Document Solutions • 58 I Professional A/V, Telecommunications and Security Solutions • 78 Sports, Promotional, Outdoor Recreation, Trophies and Signs (SPORTS)

  6. Sales

  7. Facts About IWACenter • FACT • Many federal customers procure through the IWACenter • FACT • IWACenter relies on Schedule Holders to help our federal customers with their mission

  8. Getting on GSA Schedule: Easy as 1-2-3! • Obtain a Solicitation • Complete the Solicitation • Negotiate the best value for the customer

  9. Obtaining a Solicitation • www.GSAeLibrary.gsa.gov • www.FedBizOpps.gov • Obtain a DUNS identification number • Register at the Central Contractor Registration: www.BPN.gov

  10. IWACenter Contacts

  11. Completing the Solicitation • Guidelines • Complete the latest version • Response to ALL requirements • Submit illustrated commercial catalog/pricelist of the products or services being offered • Complete and submit all required performance and flammability test documentation

  12. Completing the Solicitation Review and complete the entire solicitation along with the Standard Form 1449 and sign, date and send TWO copies to the appropriate IWACenter representative on solicitation.

  13. Negotiating • A Contract Specialist will contact you after submitting your solicitation • Objective of the negotiation • Offeror’s best discount to the Federal Government • After the negotiation • Submit a final proposal with the revisions and the approved terms and conditions between the government and offeror

  14. You’re on Schedule…now what? • What do you do next? • GSA Contract Number Issued • Submit to GSA Advantage! and include pictures • Distribute pricelists • Market to customers • Industrial Funding Fee

  15. GSA eTools • GSA Advantage! • e-Buy • eLibrary • Vendor Support Center

  16. GSA Advantage! www.gsaadvantage.gov

  17. e-Buy www.ebuy.gsa.gov

  18. eLibrary www.gsaelibrary.gsa.gov

  19. Vendor Support Center http://vsc.gsa.gov

  20. Find the Customer

  21. Understand Contracting Tools • Federal Acquisition Regulations (FAR) • Micro-Purchase Threshold • Blanket Purchase Agreement (BPA) • Teaming Arrangements • Best Value • FSS Center for Acquisition Excellence • fsstraining.gsa.gov

  22. Understand How the Government Buys • Follows Federal Acquisition Regulations (FAR) • Adheres to Internal Agency Policies • Has Appropriate Authority • Spends within Budgetary Allowances

  23. MAS – Best Value Determination • Best Value is a process used to select services or products to meet your needs. Best Value determinations ensure good business decisions by the use of factors other than price, such as: • Probably life of the item selected – past performance • Technical qualifications – trade-in considerations • Warranty – administrative costs • Maintenance availability • Environmental and energy efficiency considerations

  24. GSA Schedules

  25. How to Find Government Customers • USAGov • www.usa.gov • Federal Procurement Data System • www.fpdc.gov • FedBizOpps (FBO) • www.fbo.gov • Federal Yellow Book • www.leadershipdirectories.com • Military Installations • www.armedforces.net

  26. USA.gov

  27. Federal Procurement Data System www.fpds.gov

  28. Federal Business Opportunities www.fbo.gov

  29. Federal Yellow Book www.leadershipdirectories.com

  30. Military Installations www.armedforces.net

  31. Other Useful Internet Addresses • U.S. Blue Pages • www.usbluepages.gov • U.S. Government Online Directory • www.usgold.fed.gov.com

  32. Learn About the Customer

  33. Census 2010 www.census.gov

  34. USAF Small Business www.selltoairforce.org

  35. Research Federal Customers • Examples of Customer Job Titles • Project Manager/Administrator • Procurement Clerk/Specialist/Technician/Analyst • Purchasing Agent • Contracting Specialist/Officer Technical Representative • Space Planner/Space Management Specialist • Account Executive Director

  36. Magazines/Trade Groups • Federal Times • Federal Computer Work • GSA MarkeTips • Industry Councils/Associations • Coalition for Government Procurement • PHMA (Professional Housing Management Association) • GSA Industry Councils

  37. Social Media Tools www.linkedin.com Group: GSA IWACenter

  38. Social Media Tools www.twitter.com/GSAIWAC

  39. Government Advertising Opportunities Military Times: www.militarytimes.com

  40. Government Advertising Opportunities Armed Forces Journal: www.afji.com

  41. Government Advertising Opportunities Government Executive: www.govexec.com

  42. Government Advertising Opportunities MWR Today: www.imcea.com

  43. GSA Logo Downloads

  44. Marketing Materials • Easy 1-2-3 • Pathways to Success • Supplier Resource Guide • Quality Partnership Council • Handouts • Speakers • Website: www.gsa.gov/qpc

  45. Contact Daniel McAneney Director of Business Development 215-446-5094 daniel.mcaneney@gsa.gov Jaime Kern Customer Service Representative 215-446-4891 jaime.kern@gsa.gov Eileen Sutton Program Management Analyst 215-446-4836 eileen.sutton@gsa.gov

  46. Thank You

  47. Questions?

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