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How to Market to the Federal Government GSA – Management Services Center (MSC) Geri Haworth Business Management Division

How to Market to the Federal Government GSA – Management Services Center (MSC) Geri Haworth Business Management Division Director Management Services Center. Industry Day – August 18 and 19 Seattle, WA. The Myth.

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How to Market to the Federal Government GSA – Management Services Center (MSC) Geri Haworth Business Management Division

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  1. How to Market to the Federal GovernmentGSA – Management Services Center (MSC)Geri HaworthBusiness Management Division DirectorManagement Services Center Industry Day – August 18 and 19 Seattle, WA

  2. The Myth With a GSA Schedule, Federal Agencies will be knocking down my doors to obtain my products and services!

  3. Our Role – Your Role Understanding Federal Contracting Finding the Government Customer Environmental Scanning E-Tools Small Business Opportunities Vendor Support Center Teaming / Sub-Contracting Opportunities Conferences/Events Recovery Act Overview

  4. Conduct Market Research Advertise & Promote Develop Marketing Material Attend Events/Shows and conferences Train Agencies Visit Agencies Contractor requested CSD initiated Manage Web Page Manage 1-800# 300 calls per month Assist Contractors with GSA Advantage Support Assisted Services Assist agencies with SOW reviews What We Do

  5. What You Should Do

  6. Understand Federal Contracting • Sources of Information • GSA Center for Acquisition Excellence (http://cae.gsa.gov) • Federal Acquisition Institute (www.fai.gov) • Defense Acquisition University (www.dau.mil – Continuous Learning Module) • Acquisition Center of Excellence for Services (https://acc.dau.mil/ace)

  7. Understand Federal ContractingExample: DAU Browse Module Take out?

  8. Federal Procurement Data System (FPDS) www.fpds.gov Requires some training FedBizOpps www.fedbizopps.gov Federal Acquisition Jump Station http://nais.nasa.gov/fedproc/home.html Search Gov.com http://www.searchgov.com/ LSU Libraires – Federal Government Agencies Directory http://www.lib.lsu.edu/gov/fedgov.html Carroll Publishing (www.carrollpublishing.com) Federal Yellow Book Mailing List (www.leadershipdirectories.com Finding the Government Customer (Cont’d)

  9. Finding the Government Customer (Cont’d) • Several private sector companies will analyze market data and/or provide forecasts for you. • Some examples are*: • Eagle Eye Publishers, www.eagleeyeinc.com • Federal Sources, Inc. (FSI), www.fedsources.com • GEIA, www.geia.org • Fedmarket, www.fedmarket.com *Note: This list is not inclusive of all the resources that provide market data research nor is GSA endorsing any of the private sector resources listed.

  10. MSC Reports of Business Development Data Highlights MAS users and Potential Users Views by Agency, Bureau, Purchase Office, NAICs, PSC, Views by State, City, Agency, Bureau, Purchase Office Contact: Andy Randles at Andrew.Randles@gsa.gov or 253-931-7465. Finding the Government Customer (Cont’d)

  11. Other Resources….continued Other Resources • Customer Service Directors • www.gsa.gov/csd

  12. Environmental Scanning • Periodicals • Government Executive • Federal Computer Week • Federal Times (Army, AF, etc.) • FPDS • FedBizOpps • Federal Acquisition Jump Station • Agency Web Sites • WIFCON

  13. E-Tools

  14. Federal Business Opportunities www.fbo.gov

  15. Federal Acquisition Jump Station http://prod.nais.nasa.gov/pub/fedproc/home.html

  16. Acquisition Central Integrated Acquisition Environmentwww.acquisition.gov

  17. http://www.aqd.nbc.gov/solic/openmarket.asp

  18. Focus on 3-4 agencies and allow 18 to 24 months for relationship building

  19. Small Business Outreach Sessions • www.dhs.gov/openforbusiness • www.treas.gov/sba • www.usdoj.gov/jmd/osdbu/ • www.usda.gov/osdbu • www.dog.gov/osbp/regs/procurement.htm • www.hhs.gov/osdbu/ • www.va.gov/osdbu/services/conferences.asp • www.hud.gov/offices/osdbu/index.cfm

  20. www.gsaadvantage.gov

  21. Live Internet Session on GSA Advantage

  22. Keep your on-line contact information up to date Where Agencies go to get primary information about GSA Products and Services

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

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

  25. Teaming and Subcontracting

  26. Pointers • Give examples of what you accomplished, not what you did • More than 2-3 “core” strengths are suspect • Tell large business why they should hire you

  27. Pointers • Financial Commitments – show that you will meet pricing requirements • Key Personnel – identify who you will bring to the table • Maximize evaluation factors (do your research)

  28. Small Business Administration’s Sub-net http://web.sba.gov/subnet

  29. Contractor Teaming Arrangement and Blanket Purchase Agreements www.gsa.gov/bpa

  30. GSA Conferences and Events www.gsa.gov/events

  31. Presentations from Expo • Teaming for Success • Now That I Have a Schedule Contract, What Do I Do? • Marketing Strategies for Small Businesses • How to do business with the Air Force • Are Your Sales on Schedule? • Introduction to State and Local Programs www.expo.gsa/gov Click on Expo 2008 Training Matrix

  32. American Recovery and Reinvestment Act of 2009

  33. Source: FedSources Analysis

  34. Source: FedSources Analysis

  35. Source: FedSources Analysis

  36. Source: FedSources Analysis

  37. Possible Opportunities – Professional Services • MOBIS 874 • FABS 520 • PES 871 • ENVIRONMENTAL 899

  38. MOBIS • Program Management • Performance Evaluation and Reviews • Business Process Re-engineering • Acquisition Support Services

  39. Financial and Business Solutions (FABS) • Program Oversight (IG Offices) • Grants Management • Support for Loan Programs • Budgeting, Monitoring and Reporting of Spend • Consulting on Proper Use of Funds • Cost Impact Analysis for Greening Buildings

  40. Professional Engineering Schedule (PES) • Construction Management • Technical Requirements/Source Selection Support • Scientific and Technical Research • Energy Related Research and Development

  41. Environmental Schedule • Environmental Cleanup • Hazardous Waste Cleanup • Leaking Underground Storage Tanks • Evaluate and Cleanup Brownfields • Surveys, Investigations and Research • Wastewater Treatment Systems • Habitat Restoration • Natural Resources Conservation • Watershed Enhancement

  42. Resources • Refer agencies to me for fast track modifications and options • www.gsa.gov/recovery (weekly reports) • www.recovery.gov (great timeline) • www.fbo.gov • Federal Business Opportunities • Click on “Search Recovery Opportunities” tab • www.grants.gov

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