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Christy L. Jackiewicz Outreach Program Manager Office of Small Business Utilization

Doing Business with GSA: Part V Marketing to the Federal Government. Christy L. Jackiewicz Outreach Program Manager Office of Small Business Utilization. Introduction.

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Christy L. Jackiewicz Outreach Program Manager Office of Small Business Utilization

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  1. Doing Business with GSA: Part V Marketing to the Federal Government Christy L. JackiewiczOutreach Program ManagerOffice of Small Business Utilization

  2. Introduction • This training was developed to provide a wealth of knowledge to the small business whether downloading from our website for a quick view, taking notes during a education session or as a reference document for those times you just need to review a section or two. • Our goal is to connect you to opportunities in our agency. Let us know how we are doing and how we can improve. • www.gsa.gov/osbu

  3. Purpose • Identify the customer • Analyze the current and future needs • How to choose the right tools • Discuss solution oriented proposals • Understand marketing pitfalls

  4. Identify the Customer What are your questions? • Who is buying what you sell? • How much are they spending? • Where did they buy it from? • What is the current trend? • Where is the Procurement Data? • Who are the top spenders?

  5. Identify the Customer The Federal Procurement Data System provides: • Geographical Analysis • Market Analysis • Congressional and Presidential Initiative Impact • Socio and Economic Analysis • And more… https://www.fpds.gov

  6. What GSA Buys www.usaspending.gov

  7. Find New Customers • www.fbo.gov – Advanced Search • Pre-solicitation, Sources Sought, Solicitation/Synopsis • Classification Code • NAICS Code • Recovery and Reinvestment Act • Collect Contact Info Always • www.gsa.gov/smbusforecast - Forecast • NAICS Code • Title • State

  8. Find New Customers • 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

  9. The Right Tools • GSA Schedules • Government Wide Acquisition Contracts • Global Supply • Indefinite Delivery Indefinite Quantity • Other sources of purchasing? Are you talking to the current or potential customer?

  10. Driving Procurement Decisions www.gsa.gov/sustainability Procurement decisions are directly linked to each agency 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.

  11. Analyze and Anticipate • Current and future trends are the source of success • Current • Sustainability • Mobile Office • Cleaner and Greener Successful companies are intuitive and move with the direction of the current.

  12. Solutions? What else matters? NOTHING!!! Take care of the customer! • Determining what matters? • Customers Concerns • Customers Budget • Customers Support System • Customers Resources • Customers Vision • Customers Last Contractor Experience

  13. 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

  14. Listen to your customer • What are their needs and challenges? • What is their pain/heartburn? • How can you be the solution? Be the solution to the problem!

  15. Is Partnering the 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

  16. Marketing Plans 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?

  17. 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

  18. 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

  19. 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…

  20. Access OSBUwww.gsa.gov/osbu • www.gsa.gov/smallbizguide • (publications, video, fact sheets…) • www.gsa.gov/smallbizevents • (GSA events around the country just for small business) • Wantall events? www.gsa.gov/events • Interact.gsa.gov • Small Business Solutions Group • (blogs, discussion boards, and more)

  21. 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)

  22. GSA Partners Advocating for Small Business • Small Business Administration • SBA provides business counseling, training and business development specialists providing free and low-cost services in your area.www.sba.gov1-800-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

  23. GSA Sources of Support

  24. We want to hear from you. Please share your success stories, comments, questions and concerns. Christy L. Jackiewicz General Services Administration Office of Small Business Utilization www.gsa.gov/osbu 1-855-OSBUGSA (672-8472) Small Business Solutions

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