1. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION National Contract Management Association January 17, 2013 Director, SBUC Pennie Estrada 303 236 7409 Pennie.estrada@gsa.gov

2. U.S. General Services Administration FEDERAL ACQUISITION SERVICE "The mission of GSA is to deliver the best value in real estate, acquisition, and technology services to government and the American people.“ “The scope of the work we do here at GSA is vast and varied for sure, but the mission is simple and to the point. We serve the government and the American people. Acting Administrator Dan Tangherlini

3. 3 GSA Has 11 Regions Nationwide Boston, MA New York, NY Philadelphia, PA Atlanta, GA Chicago, IL Kansas City, MO Ft. Worth, TX Denver, CO San Francisco, CA Auburn, WA Washington, DC GSA also has a satellite Small Business Center in Los Angeles, CA.

4. U.S. General Services Administration FEDERAL ACQUISITION SERVICE The interaction and feedback given to the GSA leadership inspired this new mission statement, and led us to develop six priorities for our agency. Six priorities were developed for the agency

6. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION Delivering Better Value and Savings Serving Our Partners Expanding Opportunities for Small Business Making a More Sustainable Government Leading with Innovation Building a Stronger GSA

7. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION Delivering Better Value and Savings Use the purchasing power of the federal government to reduce costs to our customer agencies, enabling them to focus on their core missions. Improve upon finding more ways to solve our customers’ problems in the coming year. Help agencies make their purchases smarter and more efficient. Look for new and innovative ways to maximize the value of our real estate assets.

8. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION Delivering Better Value and Savings GSA is the government’s savings agency. Whether it’s buying office supplies, electric vehicles, or complex information technology solutions GSA gets them at a discounted price and delivers the savings back to our customer agencies. Because it is our mission to buy these services and solutions we also have a pretty good idea of what’s available in the marketplace

9. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION Serving Our Partners The work that GSA does helps our customer agencies focus on their missions. Partnership on all levels is critical to the success of GSA. Strong partnerships with partner agencies and vendors alike lead to good business decisions that create value and savings for our customers and the American taxpayer.

10. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION Serving Our Partners Hurricane Sandy, GSA teams from the Northeast Caribbean Regions procured generators, light towers, drying fans, pumps, and leasing space locations for other operations. In 2012, GSA helped the National Oceanic and Atmospheric Administration consolidate its headquarter space, bringing together more than 800 meteorologists, scientists, data managers, and other NOAA employees together in a state-of- the-art facility..

11. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION Expanding Opportunities for Small Business Small businesses are the engines that power the American economy. Contracting with these entrepreneurs is a win-win for both the federal government and the small business community. The government receives great service at great value, while small businesses have a great chance to grow their businesses and create jobs. Opportunities exist for small businesses across the country through our contract vehicles and through the contracts we award for other agencies $1.4 billion in GSA contracts went to small businesses during fiscal year 2011

12. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION Expanding Opportunities for Small Business In 2013, 10 new Strategic Sourcing Initiatives will create even more opportunities for small business.10 new Strategic Sourcing Initiatives will create even more opportunities for small business Work even harder this year to ensure that we expand opportunities for these businesses across the country by strengthening partnerships and supporting the success of our vendors.

13. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION Expanding Opportunities for Small Business Buying in bulk saves both time and money, Part of the Administration’s efforts to increase the use of strategic sourcing and save money, GSA is working with the Office of Management and Budget (OMB) and partner agencies to create 10 new government-wide strategic sourcing solutions for a range of commonly purchased products and services As a key member of OMB’s new Strategic Sourcing Leadership Council (SSLC), GSA is taking a lead role in developing these solutions to bring common sense improvements to the acquisition process.

14. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION Expanding Opportunities for Small Business GSA to Launch 10 Strategic Sourcing Initiatives Government Wide At a time when every federal agency is feeling the effects of tightening budgets, GSA’s mission to deliver value to our partners and the American taxpayer is more important than ever. Over the next two years and beyond, GSA will lead the way to this approach. GSA expects this effort to save taxpayers hundreds of millions of dollars by delivering better value to agencies; to increase the percentage of dollars going to small business; to increase green buying; and to make it easier for federal agencies to comply with all of the spending rules. The approach works. GSA has helped agencies save nearly $300 million through several strategically sourced contracts, including: office supplies, domestic package delivery, telecommunications expense management services, and print management.

15. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION Expanding Opportunities for Small Business Firm committment to increasing small business participation in federal contracts For the past two years, the agency has exceeded its small business procurement goals, receiving an A+ rating from the Small Business Administration (SBA), signifying that the agency is creating excellent opportunities for small businesses across the socioeconomic spectrum. Ability to compete head-to-head against some of the largest office supply firms in the country.

16. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION 76 percent of the dollars that went through the office supply strategic sourcing contract went to small businesses – an increase of 10 percent. GSA is committed to maximizing small business opportunities as much as possible, and we will continue this commitment in each of these 10 new strategic sourcing initiatives. GSA is fully committed to supporting AbilityOne, a program ensuring opportunity to blind and disabled Americans, and has carefully built this commitment into its strategic sourcing vision. Expanding Opportunities for Small Business

17. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION GSA is aggressively moving forward with its new initiatives. We recently held a government-wide kickoff for two of its teams, janitorial and sanitation supplies, and maintenance, repair, and operations supplies. Cleaning products are a perfect example of how we can create these savings. In fact, the federal government spends more than half a billion dollars a year on cleaning products through nearly 4,000 contracts with 1,200 different vendors. And sometimes agencies pay varying prices for the same product. For example, we’ve seen where one agency pays $32 for a case of paper towels, while another agency paid $61 for the exact same product. Expanding Opportunities for Small Business

18. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION Provide free training Support events that benefit small business One-on-One Counseling Assist with access to opportunities Small Business Utilization Assistance

19. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION Free Marketing Workshop March 5, 2013 Denver Federal Center Building 41, Remington Arms Room 1:00 pm - 3:00 pm Market Research

20. 20 Business/Marketing Plans Blueprints of a Business Who am I/are we? Where do we want to go? What is attainable now? What should we plan to accomplish? What/Who will help me meet my goals? What is my budget for exploring? What is the final outcome we desire?

21. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION Federal Procurement Data System FPDS allows you to research which agency’s buy your product and/or service Utilize free tools to help make better business decisions Go to www://fpds.gov

22. 22 Understand How Your Customer Buys Products and Services Any vendor for purchases under $3000 Two or more vendors for orders over $3000 Orders above the Maximum Order request more discounts Non-GSA Items are Open Market Purchase Decision Past Performance Price Options Warranty Availability Location Buyer Discretion

23. 23 Is there a Return on Investment (ROI) Research/Customer Base Current Potential Request Other sources Cost/Discounts Benefit Success? Contract/Revenue Current Customer Orders Potential Customer Orders No Orders 2 years with Contract before $25,000 Other sources fulfilling orders Success? Note: Note: The GSA Schedules Program is only one tool buyers use to purchase products and services. Know your customers purchasing practice.

24. 24 Locating Buyers www.fbo.gov – Advanced Search Pre-solicitation, Sources Sought, Solicitation/Synopsis Classification Code NAICS Code (New) Recovery and Reinvestment Act (New) Collect Contact Info Always (Updated) www.gsa.gov/smbusforecast - Forecast (Updated) NAICS Code Title State Cold Calling Authority to Purchase Contact Information Quarterly/Biannual Updates Emails as follow-up only Conference Attendance Set Goals Anticipate potential partners – not just buyers Determine Needs Network, Network, Network

25. 25 Utilizing Information Effectively Consider different mailing list General – Any and everybody Potential – High Probability Direct – responsive/sure thing Contact Steps  Letter/Postcard (Intro)  Phone Call (details)  Follow-up (building trust) Follow-up Often/Sincere Postcards Email Seasonal Greetings Update Annually Points of Contact (POC’s) Numbers Address General or Direct List Pricing GSA Data Sites e-library GSA Advantage!

26. 26 Company Introduction Letter: Who, What, Where (about the company) Phone Call: Who, When, How Much (potential customer) Follow –Up: Lunch, Card, Email, Letter (quarterly update) GOAL: Visibility, Familiarity, Integrity, Trust, Confidence

27. 27 Quality Proposals Obvious Clean Neat Follow Directions Provide additional data Typed – not hand written Not So Obvious Have more than one person read for errors Double check submission requirements Be prepared to provide oral proposal if requested Rejection doesn’t mean you were not competitive Points of Contact are reachable regardless of outcome Follow-up with a “thank you” card regardless of outcome

28. 28 Written Proposal Decide and Notify Yes I will be participating No, I will not Respond in order Not clear, then ask questions Respond to all parts Follow Directions Describe your process and unique values Spell Check and Grammar Check Be Neat Group Review before submission

29. 29 Oral Proposal Professional Business Attire Be On-Time Know the Proposal Include Key Workers Be polite Speak clearly and professionally Answer all questions

30. 30 How to DEAL????? Rejected Offers – Request Debriefing Unable to fulfill contract – Contact CO with explanation Cannot submit an offer – Notify CO immediately Upset the Contracting Officer – Contact your OSBU for resolution Errors in proposal – Correct and move on Not meeting sales criteria – Reevaluate program participation, product/service need assessment, and marketing efforts Nothing seems to be working – Take a break and review your business/marketing plans

31. 31 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

32. 32 Know Your Contract Terms Warranty Delivery Discounts Authorized Dealers Quantity Discounts Service Agreements Expiration Date Option Year Requirements Give copies to your employees!!!

33. 33 GSA Mentor Protégé Program www.gsa.gov/mentorprotege Encourage and Motivate Enhance Capabilities Increase Subcontracting Opportunities Establish Long Term Relationships

34. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION Two Business Lines Federal Acquisition Service - Fee for Service Public Building Services - Construction, Design Building, Architect/Engineer

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37. U.S. General Services Administration GENERAL SERVICES ADMINISTRATION THANK YOU