Federal Acquisition Service U.S. General Services Administration 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

Federal Acquisition Service U.S. General Services Administration 2 The Myth With a GSA Schedule, Federal Agencies will be knocking down my doors to obtain my products and services!

Federal Acquisition Service U.S. General Services Administration 3 Overview  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

Federal Acquisition Service U.S. General Services Administration 4 What We Do  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

Federal Acquisition Service U.S. General Services Administration 5 What You Should Do

Federal Acquisition Service U.S. General Services Administration 6 Understand Federal Contracting  Sources of Information  GSA Center for Acquisition Excellence (  Federal Acquisition Institute (  Defense Acquisition University ( – Continuous Learning Module)  Acquisition Center of Excellence for Services (

Federal Acquisition Service U.S. General Services Administration 7 Understand Federal Contracting Example: DAU Browse Module Take out?

Federal Acquisition Service U.S. General Services Administration 8 Finding the Government Customer (Cont’d)  Federal Procurement Data System (FPDS)   Requires some training  FedBizOpps   Federal Acquisition Jump Station   Search Gov.com   LSU Libraires – Federal Government Agencies Directory   Carroll Publishing  (  Federal Yellow Book Mailing List  (

Federal Acquisition Service U.S. General Services Administration 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,  Federal Sources, Inc. (FSI),  GEIA,  Fedmarket, *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.

Federal Acquisition Service U.S. General Services Administration 10 Finding the Government Customer (Cont’d)  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 or

Federal Acquisition Service U.S. General Services Administration 11 Other Resources….continued  Customer Service Directors  Other Resources

Federal Acquisition Service U.S. General Services Administration 12 Environmental Scanning  Periodicals  Government Executive  Federal Computer Week  Federal Times (Army, AF, etc.)  FPDS  FedBizOpps  Federal Acquisition Jump Station  Agency Web Sites  WIFCON

Federal Acquisition Service U.S. General Services Administration 13 E-Tools

Federal Acquisition Service U.S. General Services Administration 14 Federal Business Opportunities

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Federal Acquisition Service U.S. General Services Administration 18 Federal Acquisition Jump Station

Federal Acquisition Service U.S. General Services Administration 19 Acquisition Central Integrated Acquisition Environment

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Federal Acquisition Service U.S. General Services Administration 21 Focus on 3-4 agencies and allow 18 to 24 months for relationship building

Federal Acquisition Service U.S. General Services Administration 22 Small Business Outreach Sessions

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Federal Acquisition Service U.S. General Services Administration 24 Live Internet Session on GSA Advantage

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Federal Acquisition Service U.S. General Services Administration 30 Where Agencies go to get primary information about GSA Products and Services Keep your on-line contact information up to date

Federal Acquisition Service U.S. General Services Administration 31 Vendor Support Center

Federal Acquisition Service U.S. General Services Administration 32 Vendor Support Center

Federal Acquisition Service U.S. General Services Administration 33 Teaming and Subcontracting

Federal Acquisition Service U.S. General Services Administration 34 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

Federal Acquisition Service U.S. General Services Administration 35 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)

Federal Acquisition Service U.S. General Services Administration 36 Small Business Administration’s Sub-net

Federal Acquisition Service U.S. General Services Administration 37 Contractor Teaming Arrangement and Blanket Purchase Agreements

Federal Acquisition Service U.S. General Services Administration 38 GSA Conferences and Events

Federal Acquisition Service U.S. General Services Administration 39 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 Click on Expo 2008 Training Matrix

Federal Acquisition Service U.S. General Services Administration 40 American Recovery and Reinvestment Act of 2009

Federal Acquisition Service U.S. General Services Administration 41 Source: FedSources Analysis

Federal Acquisition Service U.S. General Services Administration 42 Source: FedSources Analysis

Federal Acquisition Service U.S. General Services Administration 43 Source: FedSources Analysis

Federal Acquisition Service U.S. General Services Administration 44 Source: FedSources Analysis

Federal Acquisition Service U.S. General Services Administration 45 Possible Opportunities – Professional Services MOBIS 874 FABS 520 PES 871 ENVIRONMENTAL899

Federal Acquisition Service U.S. General Services Administration 46 MOBIS Program Management Performance Evaluation and Reviews Business Process Re-engineering Acquisition Support Services

Federal Acquisition Service U.S. General Services Administration 47 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

Federal Acquisition Service U.S. General Services Administration 48 Professional Engineering Schedule (PES) Construction Management Technical Requirements/Source Selection Support Scientific and Technical Research Energy Related Research and Development

Federal Acquisition Service U.S. General Services Administration 49 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

Federal Acquisition Service U.S. General Services Administration 50 Resources Refer agencies to me for fast track modifications and options (weekly reports) (great timeline) Federal Business Opportunities Click on “Search Recovery Opportunities” tab

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Federal Acquisition Service U.S. General Services Administration 52 Thank you – Call or your questions  Geri Haworth    Andrew Randles  