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