1. Marketing Strategies and Techniques for Small Business National Capital Region Small Business Utilization Office For Training purposes only - GSA - NCR SBUC

2. Overview The federal government is the largest buyer of goods and services. In FY 2011 federal agencies awarded over $535 billion dollars in contracts General Services Administration awarded 12.1 billion dollars in FY 2011 The agency is comprised of the Federal Acquisition Service (FAS), the Public Buildings Service (PBS), 12 Staff Offices, 11 Regional Offices and the independent Office of Citizen Services and Innovative Technology, and Office of Governmentwide PolicyFederal Acquisition Service (FAS)Public Buildings Service (PBS), Office of Citizen Services and Innovative Technology Office of Governmentwide Policy Source: USASpending.govUSASpending.gov For Training purposes only - GSA - NCR SBUC

3. Objectives Understand how to Understand how to: Position your business to compete for contracts - CCR, Certs & Reps, Cap Statements Determine your Federal Market/Niche Conduct Market Research for Government Opportunities Contracting Vehicles For Training purposes only - GSA - NCR SBUC

4. CCR Record/ Capability Narrative Include a capability narrative

5. Marketing Plans Blueprints of a Business Who are we? What are our business strengths and weaknesses? - Take a honest assessment Where do we want to go? What is attainable now (Federal customer)? What/Who will help me meet my (federal sales) goals? What is my budget for exploring opportunities? For Training purposes only - GSA - NCR SBUC

6. What are you offering? What products or services do you want to offer? Is there a viable market for your offering? -How to determine if there is a federal market for your products or services? What makes your products or services unique- -Innovation -Price -Expertise -Solutions For Training purposes only - GSA - NCR SBUC

7. Who buys what we sell? To answer this question you must conduct market research. Consider the following resources to conduct market research Acquisition Central www.acquisition.gov/procurement_forecasts USASpending.gov www.usaspending.gov Federal Business Opportunities www.fedbizopps.gov Federal Procurement Data System https://www.fpds.gov For Training purposes only - GSA - NCR SBUC

8. One simple search using NAICS code or keywords, Agency Utilize www.fpds.gov and your NAICS code to determine who buy your product or services:www.fpds.gov For Training purposes only - GSA - NCR SBUC Insert NAICS code or Keyword

9. Contract Vehicles – Do you need one? For Training purposes only - GSA - NCR SBUC GSA Federal Supply Schedule –FAR 8.404 FY 2011 Sales from the GSA Multiple Award Schedule reached over FY 2011 Sales from the GSA Multiple Award Schedule reached over $38 Billion Determine how your products or services are selling off the GSA schedule SSQ.GSA.GOV

10. 10  Preferred Source of Supply  Great Earning Potential  World Wide Program  High Visibility  Credibility  Potential Financial Success  5-20 Year Contract GSA Schedule the Pro’s

11. 11  Sales Criteria - $25K per year  Auditing and Set-Up Requirements  Varied Demand  Paperwork  Award process time – back up to 6 months for so schedules  Success Not Guaranteed – numerous schedule holders with zero or low sales GSA Schedule Contract – the Cons

12. Additional Contract Vehicles/Systems  GWAC – Government Wide Acquisition Contract GWAC Alliant, Alliant SB, 8(a) Stars II  BPA – Blanket Purchase Agreement  IDIQ – Indefinite Delivery/Indefinite Quantity  8(a) – Sole Source  Federal Strategic Sourcing Initiative* For Training purposes only - GSA - NCR SBUC

13. More Support 11 Regional GSA OSBU www.gsa.gov/smallbizsupport OSDBU for all agencies www.osdbu.gov Procurement Technical Assistance Centers www.aptac-us.org Customer Service Directors www.gsa.gov/CSD For Training purposes only - GSA - NCR SBUC

14. Questions & Answers Judith Stackhouse -Jordan Judith.stackhouse@gsa.gov For Training purposes only - GSA - NCR SBUC