How to Market to the Federal Government
Sponsored Links
This presentation is the property of its rightful owner.
1 / 52

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


  • 94 Views
  • Uploaded on
  • Presentation posted in: General

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.

Download Presentation

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

An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -

Presentation Transcript


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

E-Tools

Small Business Opportunities

Vendor Support Center

Teaming / Sub-Contracting Opportunities

Conferences/Events

Recovery Act

Overview


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

      (http://cae.gsa.gov)

    • Federal Acquisition Institute

      (www.fai.gov)

    • Defense Acquisition University

      (www.dau.mil – Continuous Learning Module)

    • Acquisition Center of Excellence for Services

      (https://acc.dau.mil/ace)


Understand Federal ContractingExample: DAU Browse Module

Take out?


Federal Procurement Data System (FPDS)

www.fpds.gov

Requires some training

FedBizOpps

www.fedbizopps.gov

Federal Acquisition Jump Station

http://nais.nasa.gov/fedproc/home.html

Search Gov.com

http://www.searchgov.com/

LSU Libraires – Federal Government Agencies Directory

http://www.lib.lsu.edu/gov/fedgov.html

Carroll Publishing

(www.carrollpublishing.com)

Federal Yellow Book Mailing List

(www.leadershipdirectories.com

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, www.eagleeyeinc.com

    • Federal Sources, Inc. (FSI), www.fedsources.com

    • GEIA, www.geia.org

    • Fedmarket, www.fedmarket.com

      *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 Andrew.Randles@gsa.gov or 253-931-7465.

Finding the Government Customer (Cont’d)


Other Resources….continued

Other Resources

  • Customer Service Directors

    • www.gsa.gov/csd


Environmental Scanning

  • Periodicals

    • Government Executive

    • Federal Computer Week

    • Federal Times (Army, AF, etc.)

  • FPDS

  • FedBizOpps

  • Federal Acquisition Jump Station

  • Agency Web Sites

  • WIFCON


E-Tools


Federal Business Opportunities

www.fbo.gov


Federal Acquisition Jump Station

http://prod.nais.nasa.gov/pub/fedproc/home.html


Acquisition Central Integrated Acquisition Environmentwww.acquisition.gov


http://www.aqd.nbc.gov/solic/openmarket.asp


Focus on 3-4 agencies and allow 18 to

24 months for relationship building


Small Business Outreach Sessions

  • www.dhs.gov/openforbusiness

  • www.treas.gov/sba

  • www.usdoj.gov/jmd/osdbu/

  • www.usda.gov/osdbu

  • www.dog.gov/osbp/regs/procurement.htm

  • www.hhs.gov/osdbu/

  • www.va.gov/osdbu/services/conferences.asp

  • www.hud.gov/offices/osdbu/index.cfm


www.gsaadvantage.gov


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

http://vsc.gsa.gov


Vendor Support Center

http://vsc.gsa.gov


Teaming and Subcontracting


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


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)


Small Business Administration’s Sub-net

http://web.sba.gov/subnet


Contractor Teaming Arrangement and Blanket Purchase Agreements

www.gsa.gov/bpa


GSA Conferences and Events

www.gsa.gov/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

www.expo.gsa/gov

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

  • ENVIRONMENTAL899


MOBIS

  • 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


Resources

  • Refer agencies to me for fast track modifications and options

  • www.gsa.gov/recovery (weekly reports)

  • www.recovery.gov (great timeline)

  • www.fbo.gov

    • Federal Business Opportunities

    • Click on “Search Recovery Opportunities” tab

  • www.grants.gov


Thank you – Call or email your questions

  • Geri Haworth

    • geri.haworth@gsa.gov

    • 253-931-7064

  • Andrew Randles

    • andrew.randles@gsa.gov

    • 253-931-7465


  • Login