Christy L. Jackiewicz Outreach Program Manager Office of Small Business Utilization

1. Doing Business with GSA: Marketing to the Federal Government Christy L. JackiewiczOutreach Program ManagerOffice of Small Business Utilization

2. Introduction • This training was developed for small businesses who are interested in partnering with GSA through our procurement programs. • Our goal is to increase your knowledge and ability to be a successful contractor with our agency. • Your feedback and suggestions are very valuable. Please feel free to contact us on 855-OSBUGSA or www.gsa.gov/askosbu

3. You will learn how to: • Identify potential customers • Analyze current and future trends • Locate and engage new partners and buyers • Provide solution oriented proposals • Avoid marketing pitfalls

4. To Identify Potential Customers… Ask the important questions! • Who is buying what you sell? • How much are they spending? • Where did they buy it from? • Who are the top spenders? • Do I meet their preferences?

5. Historical Customer Data leads…to New Clients and Trend Analysis The Federal Procurement Data System provides: • Buyer purchasing information • Vendor Sales to the Buyer • Contract Award Type • Vendor Company Information • Socio and Economic Analysis • And more… https://www.fpds.gov and www.usaspending.gov

6. Average Spending from 2000 to 2013 What GSA Buys www.usaspending.gov 2013 High – Sustainable Acquisition

7. What GSA Buys www.usaspending.gov

8. Finding New Partners and Buyers is Easy! www.fbo.gov – Advanced Search/Filter • Pre-solicitation, Sources Sought, Solicitation/Synopsis • Classification Code • NAICS Code • Collect Contact Info • Develop a tailored buyer’s mailing list • Focus your light marketing materials (postcards etc.) to these contacts • Heavy marketing to those who respond www.gsa.gov/smallbizforecast - Planned Purchases for the Fiscal Year • GSA’s forecast can be filtered • NAICS Code, Business Type, Place of Performance, etc. • Includes contact information of buyers

9. Buyer and Partner Engagement with Purpose • 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

10. Partnering as a Solution? • Contractor Teaming Arrangements (gsa.gov/cta) • GSA Schedule Vendors ONLY • Total Solution • Paid Separate • Team Plans Process • Subcontracting (gsa.gov/subdirectory) • Any size prime • GSA Schedule Projects • Piece of the Pie • Mentor Protégé (gsa.gov/mentorprotégé) • GSA Schedule Vendors • Prime Directed Projects • GSA Approved • Subcontracting Agreement

11. Mentor Protégé Program • As of 10/24: • Total Agreements: 104 • Small Business Participation: • Small Business: 8 • 8a: 35 • WOSB : 30 • VOSB : 3 • SDVOSB : 45 • HUB Zone : 10

12. Mentor Protégé Program • As of 10/24 Participating Industries Include: •  - Professional Services (IT and Services): 45 •  - Construction: 30 •  - Facilities Management / Maintenance Services:12 •  - Security Services: 2 •  - Furniture Services: 3 •  - Office Products / Supplies: 3

13. Mentor Protégé Program • FY12 Reported Program Revenue Benefits for Small Businesses: • Contracts Awarded (Total) - $101 million • Contracting Dollars (Total) - $436 million • Prime Contracting Opportunities for Protégé Firms with GSA - 10 • Subcontracting Opportunities for Protégé firms with GSA – 32

14. Mentor Protégé Program • FY12 Reported Program Revenue Benefits for Small Businesses: • Prime Contracting Opportunities for Protégé Firms with other agencies – 5 • Subcontracting Opportunities for Protégé firms with other agencies- 54

15. Mentor Protégé Program • FY12 Reported Program Growth for Small Businesses: • New Protege firms entering into the program - 38 firms • Program Graduates - 12 firms • Jobs created by Protege firms - 386 reported

16. Monthly Mentor Protégé Webinar • Every 2nd Thursday form 3:00 – 4:30 PM EST. • Next Session is: November 14, 2013 • Please register at www.gsa.gov/smallbiztraining also Tony Eiland, Program Manager can be reached for additional questions at 855-OSBUGSA or 202-208-0257.

17. Using the Right Procurement Program • GSA Schedules • Government Wide Acquisition Contracts • Global Supply • Indefinite Delivery Indefinite Quantity • Other sources of purchasing? What are your customers asking for?

18. What is impacting your buyers decision? www.gsa.gov/sustainability Procurement decisions are directly linked to the buyers mission. • What are we trying to accomplish? • Who are we serving? • How can we do the job better? • We also have regulations, policy, Executive Orders and more that affect what and how we purchase. • Currently the E.O. 13514 is requiring that we focus on “sustainable acquisition”. What does this mean for small business? • It means that when you market to a buyer, we need to consider not only the economical impact, but how the environment and social structure will be affected.

19. Analyze and Anticipate • Current and future trends are the source of success • Current • Sustainable Acquisition is GROWING!!! • Janitorial • Mobile Solutions • Building Materials and Services Successful companies are intuitive and move with the direction of the buyers needs.

20. What are the Problems to Solve? • Customers Concerns - task • Customers Budget - money • Customers Support System - leadership • Customers Resources - employees • Customers Vision - success • Customers Last Contractor Experience - improvement • What else matters? NOTHING!!! • Take care of the customer!

21. How will your Customers Decide? • Clear understanding of the need • Comparable Past Performance • Reasonable Pricing or within budget • Attractive Options • Competitive Warranty • Location, Location, Location (Services) • Sustainable Focus/Executive Order 13514

22. Listen to your customer’s needs… Be the solution to the problem!

23. Marketing Plans Really Can Help! • How? • Blueprints of a Business • How do we make a difference? • Who does it better than we do? • Who will buy our products/services? • How will we get new opportunities? • Short and Long term goals • How much it will cost? • What are we missing?

24. Marketing Pitfallswww.gsa.gov/market2feds, www.gsa.gov/vendorsupportcenter, www.gsa.gov/osbu Don’t: • Take a check-list approach and miss the details • Misuse templates and other standard practices • Focus too heavily on giveaways and brochures to shine • Put your trainees on the front line

25. Avoid Marketing Pitfallswww.gsa.gov/market2feds, www.gsa.gov/vendorsupportcenter, www.gsa.gov/csd, www.gsa.gov/osbu Do: • Know your customers needs • Provide solutions • Read between the lines • Be better than their last experience • Understand every interaction is marketing • Utilize GSA’s Customer Service Directors

26. Small Business Advocates in GSAwww.gsa.gov/osbu, www.gsa.gov/smallbizevents, www.gsa.gov/smallbizguide • Each Federal agency has an Office of Small Business Utilization put in place by congress “…to promote the maximum practicable use of all designated small business categories within the Federal Acquisition process…” These advocates report to the head of their agency on the success of this partnership. • Finding creative new ways to educate • Sponsoring and delivering business development training • Integrating low-cost networking events into established venues • Providing free counseling and more…

27. Access OSBUwww.gsa.gov/osbu • www.gsa.gov/smallbizevents • (GSA events around the country just for small business) • Wantall events? www.gsa.gov/events • Interact.gsa.gov • Small Business Solutions Group • (blogs, discussion boards, and more)

28. Access OSBUwww.gsa.gov/osbu • www.twitter.com/gsaosbu • (information and feedback changing small business partnerships) • www.facebook.com • GSA, Office of Small Business Utilization • (Fan Page with lots of updates)

29. GSA Partners Advocating for Small Business • Small Business Administration • SBA provides business counseling, training and business development specialists providing free and low-cost services in your area.www.sba.gov1-800-U-ASK-SBA (1-800-827-5722) • The Association of Procurement Technical Assistance Centers PTACs are dedicated to assisting businesses seeking to compete successfully in federal, state and local government contracting.   http://www.aptac-us.org/new •  Federal OSBU Agency Offices • The Small Business Act as amended by Public Law 95-507 established the Office of Small and Disadvantaged Business (OSDBU) to promote the maximum practicable use of all designated small business categories within the Federal Acquisition process. • http://www.osdbu.gov

30. GSA Sources of Support

31. We want to hear from you. Please share your success stories, comments, questions and concerns at www.gsa.gov/askosbu. Christy L. Jackiewicz General Services Administration Office of Small Business Utilization www.gsa.gov/osbu 1-855-OSBUGSA (672-8472) Small Business Solutions