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Marketing to the Federal Government. Jaime Kern Customer Service Representative GSA. October 28, 2010. GSA OVERVIEW. Management Services Center. GSA Acquisition Centers. National Administrative Services & Office Supplies Acquisition Center. Integrated Workplace Acquisition Center.

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Marketing to the Federal Government

Jaime KernCustomer Service RepresentativeGSA

October 28, 2010

gsa acquisition centers

Management Services Center

GSA Acquisition Centers

National Administrative Services & Office Supplies Acquisition Center

Integrated Workplace Acquisition Center


Maintenance & Hardware

Acquisition Center

  • Center for Innovative Acquisition Development

Greater Southwest Acquisition Center

gsa s integrated workplace acquisition center iwacenter
GSA’s Integrated Workplace Acquisition Center(IWACenter)
  • Largest selection of furniture, furnishings, security and office equipment
  • One-stop shopping experience
  • Preferred source of commercial products and services
  • Best value to federal customers
  • One-stop shopping is a win-win situation!
iwacenter schedules
IWACenter Schedules
  • 71 Furniture
  • 72 Floor Coverings and Furnishings
  • 71 II K Comprehensive Furniture Management Services (CFMS)
  • 36 Office Imaging and Document Solutions
  • 58 I Professional A/V, Telecommunications and Security Solutions
  • 78 Sports, Promotional, Outdoor Recreation, Trophies and Signs (SPORTS)
facts about iwacenter
Facts About IWACenter
  • FACT
    • Many federal customers procure through the IWACenter
  • FACT
    • IWACenter relies on Schedule Holders to help our federal customers with their mission
getting on gsa schedule
Getting on GSA Schedule:

Easy as 1-2-3!

  • Obtain a Solicitation
  • Complete the Solicitation
  • Negotiate the best value for the customer
obtaining a solicitation
Obtaining a Solicitation
  • Obtain a DUNS identification number
  • Register at the Central Contractor Registration:
completing the solicitation
Completing the Solicitation
  • Guidelines
    • Complete the latest version
    • Response to ALL requirements
    • Submit illustrated commercial catalog/pricelist of the products or services being offered
    • Complete and submit all required performance and flammability test documentation
completing the solicitation1
Completing the Solicitation

Review and complete the entire solicitation along with the Standard Form 1449 and sign, date and send TWO copies to the appropriate IWACenter representative on solicitation.

  • A Contract Specialist will contact you after submitting your solicitation
  • Objective of the negotiation
    • Offeror’s best discount to the Federal Government
  • After the negotiation
    • Submit a final proposal with the revisions and the approved terms and conditions between the government and offeror
you re on schedule now what
You’re on Schedule…now what?
  • What do you do next?
    • GSA Contract Number Issued
    • Submit to GSA Advantage! and include pictures
    • Distribute pricelists
    • Market to customers
    • Industrial Funding Fee
gsa etools
GSA eTools
  • GSA Advantage!
  • e-Buy
  • eLibrary
  • Vendor Support Center
gsa advantage
GSA Advantage!

e buy


vendor support center
Vendor Support Center

understand contracting tools
Understand Contracting Tools
  • Federal Acquisition Regulations (FAR)
  • Micro-Purchase Threshold
  • Blanket Purchase Agreement (BPA)
  • Teaming Arrangements
  • Best Value
  • FSS Center for Acquisition Excellence
understand how the government buys
Understand How the Government Buys
  • Follows Federal Acquisition Regulations (FAR)
  • Adheres to Internal Agency Policies
  • Has Appropriate Authority
  • Spends within Budgetary Allowances
mas best value determination
MAS – Best Value Determination
  • Best Value is a process used to select services or products to meet your needs. Best Value determinations ensure good business decisions by the use of factors other than price, such as:
    • Probably life of the item selected – past performance
    • Technical qualifications – trade-in considerations
    • Warranty – administrative costs
    • Maintenance availability
    • Environmental and energy efficiency considerations
how to find government customers
How to Find Government Customers
  • USAGov
  • Federal Procurement Data System
  • FedBizOpps (FBO)
  • Federal Yellow Book
  • Military Installations
federal yellow book
Federal Yellow Book

military installations
Military Installations

other useful internet addresses
Other Useful Internet Addresses
  • U.S. Blue Pages
  • U.S. Government Online Directory
census 2010
Census 2010

usaf small business
USAF Small Business

research federal customers
Research Federal Customers
  • Examples of Customer Job Titles
    • Project Manager/Administrator
    • Procurement Clerk/Specialist/Technician/Analyst
    • Purchasing Agent
    • Contracting Specialist/Officer Technical Representative
    • Space Planner/Space Management Specialist
    • Account Executive Director
magazines trade groups
Magazines/Trade Groups
  • Federal Times
  • Federal Computer Work
  • GSA MarkeTips
  • Industry Councils/Associations
  • Coalition for Government Procurement
  • PHMA (Professional Housing Management Association)
  • GSA Industry Councils
social media tools
Social Media Tools Group: GSA IWACenter

social media tools1
Social Media Tools

government advertising opportunities
Government Advertising Opportunities

Military Times:

government advertising opportunities1
Government Advertising Opportunities

Armed Forces Journal:

government advertising opportunities2
Government Advertising Opportunities

Government Executive:

government advertising opportunities3
Government Advertising Opportunities

MWR Today:

marketing materials
Marketing Materials
  • Easy 1-2-3
  • Pathways to Success
  • Supplier Resource Guide
  • Quality Partnership Council
    • Handouts
    • Speakers
    • Website:

Daniel McAneney

Director of Business Development


Jaime Kern

Customer Service Representative


Eileen Sutton

Program Management Analyst