How to Market to the Federal Government
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How to Market to the Federal Government GSA – Management Services Center (MSC) Geri Haworth Business Management Division Director Management Services Center PowerPoint PPT Presentation

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How to Market to the Federal Government GSA – Management Services Center (MSC) Geri Haworth Business Management Division Director Management Services Center. Industry Day – August 18 and 19 Seattle, WA. The Myth.

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How to Market to the Federal Government GSA – Management Services Center (MSC) Geri Haworth Business Management Division Director Management Services Center

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How to Market to the Federal GovernmentGSA – Management Services Center (MSC)Geri HaworthBusiness Management Division DirectorManagement Services Center

Industry Day – August 18 and 19 Seattle, WA

The Myth

With a GSA Schedule, Federal Agencies will be knocking down my doors to obtain my products and services!

Our Role – Your Role

Understanding Federal Contracting

Finding the Government Customer

Environmental Scanning


Small Business Opportunities

Vendor Support Center

Teaming / Sub-Contracting Opportunities


Recovery Act


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

What We Do

What You Should Do

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


Understand Federal ContractingExample: DAU Browse Module

Take out?

Federal Procurement Data System (FPDS)

Requires some training


Federal Acquisition Jump Station


LSU Libraires – Federal Government Agencies Directory

Carroll Publishing


Federal Yellow Book Mailing List


Finding the Government Customer (Cont’d)

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),

    • GEIA,

    • 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.

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 253-931-7465.

Finding the Government Customer (Cont’d)

Other Resources….continued

Other Resources

  • Customer Service Directors


Environmental Scanning

  • Periodicals

    • Government Executive

    • Federal Computer Week

    • Federal Times (Army, AF, etc.)

  • FPDS

  • FedBizOpps

  • Federal Acquisition Jump Station

  • Agency Web Sites



Federal Business Opportunities

Federal Acquisition Jump Station

Acquisition Central Integrated Acquisition

Focus on 3-4 agencies and allow 18 to

24 months for relationship building

Small Business Outreach Sessions









Live Internet Session on GSA Advantage

Keep your on-line contact information up to date

Where Agencies go to get primary information about GSA Products and Services

Vendor Support Center

Vendor Support Center

Teaming and Subcontracting


  • 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


  • 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)

Small Business Administration’s Sub-net

Contractor Teaming Arrangement and Blanket Purchase Agreements

GSA Conferences and Events

Presentations from Expo

  • Teaming for Success

  • Now That I Have a Schedule Contract, What Do I Do?

  • Marketing Strategies for Small Businesses

  • How to do business with the Air Force

  • Are Your Sales on Schedule?

  • Introduction to State and Local Programs


Click on Expo 2008 Training Matrix

American Recovery and

Reinvestment Act of 2009

Source: FedSources Analysis

Source: FedSources Analysis

Source: FedSources Analysis

Source: FedSources Analysis

Possible Opportunities – Professional Services

  • MOBIS 874

  • FABS 520

  • PES 871



  • Program Management

  • Performance Evaluation and Reviews

  • Business Process Re-engineering

  • Acquisition Support Services

Financial and Business Solutions (FABS)

  • Program Oversight (IG Offices)

  • Grants Management

  • Support for Loan Programs

  • Budgeting, Monitoring and Reporting of Spend

  • Consulting on Proper Use of Funds

  • Cost Impact Analysis for Greening Buildings

Professional Engineering Schedule (PES)

  • Construction Management

  • Technical Requirements/Source Selection Support

  • Scientific and Technical Research

  • Energy Related Research and Development

Environmental Schedule

  • Environmental Cleanup

  • Hazardous Waste Cleanup

  • Leaking Underground Storage Tanks

  • Evaluate and Cleanup Brownfields

  • Surveys, Investigations and Research

  • Wastewater Treatment Systems

  • Habitat Restoration

  • Natural Resources Conservation

  • Watershed Enhancement


  • Refer agencies to me for fast track modifications and options

  • (weekly reports)

  • (great timeline)


    • Federal Business Opportunities

    • Click on “Search Recovery Opportunities” tab


Thank you – Call or email your questions

  • Geri Haworth


    • 253-931-7064

  • Andrew Randles


    • 253-931-7465

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