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

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 Finding the Government Customer  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 8 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),  Tech America,  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 9 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 10 Other Resources….continued  Customer Service Directors  Other Resources

Federal Acquisition Service U.S. General Services Administration 11 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 12 Social Media  Blog now at:   Acquisition Planning for Services Schedules  Scope and Market Research for Schedule Orders  The Request for Quotations  Socioeconomic Programs and Schedules Orders  What Does GSA do to Award a Schedule Contract?  Facebook  Look for pages for our schedules

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 Acquisition Central Integrated Acquisition Environment

Federal Acquisition Service U.S. General Services Administration 19 Focus on 3-4 agencies and allow 18 to 24 months for relationship building

Federal Acquisition Service U.S. General Services Administration 20 Small Business Outreach Sessions

Federal Acquisition Service U.S. General Services Administration 21 Advice from the Air Mobility Command Director of Small Business:  First, contact the PTAC (Procurement Technical Assistance Center)  Do your research on Fed Biz Ops.  See who is buying  Who is the correct POC  Make sure technology is working for you  AMC uses websites to get information out  Conferences  Networking Opportunities  Matchmaking Sessions

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Federal Acquisition Service U.S. General Services Administration 24 Using Advantage for Market Research  JBR Environmental Consultants, Inc.  GS-10F-0395M   HECO Operations, Inc.  GS-10F-0287S   FRS, Inc.  GS-10F-0345U   Soil and Environmental Testing Services  GS-10F-0110T   Muners Corporation  GS-10F-0027U   Weston & Sampson Engineers, Inc.  GS-10F-0279T   Hygieneering, Inc.  GS-10F-0008W  (Keywords: Water Damage Cleanup and Restoration; Mold Inspection Testing and Remediation; Emergency Response Plans and Recovery).

Federal Acquisition Service U.S. General Services Administration 25 Keep It Relevant

Federal Acquisition Service U.S. General Services Administration 26 Green…Green….Green…..  You need to stand ready to help agencies meet the requirement of Executive Order   Does your company have a recycling program?  Does your company have an energy-efficiency program?  Does your company have a water-conservation program?  Does your facility use environmentally friendly products?  Do you offer telework? Public Transportation Subsidy?

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Federal Acquisition Service U.S. General Services Administration 31 Keep your on-line contact information up to date Where Agencies go to get primary information about GSA Products and Services

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

Federal Acquisition Service U.S. General Services Administration 33 Vendor Support Center

Federal Acquisition Service U.S. General Services Administration 34 Teaming and Subcontracting

Federal Acquisition Service U.S. General Services Administration 35 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 36 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 37 Small Business Administration’s Sub-net

Federal Acquisition Service U.S. General Services Administration 38 Contractor Teaming Arrangement and Blanket Purchase Agreements

Federal Acquisition Service U.S. General Services Administration 39 GSA Mentor – Protégé Program  Established in August 2009  The program is intended to foster the establishment of long-term relationships between small businesses and GSA prime contractors and increase the overall number of small businesses that receive GSA prime contract and subcontract awards.  For more information:

Federal Acquisition Service U.S. General Services Administration 40 GSA Conferences and Events

Federal Acquisition Service U.S. General Services Administration 41 Thank you – Call or your questions  Geri Haworth    Andrew Randles  