Federal Acquisition Service

Transcription

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

2 GSA SCHEDULES Not a market for tourists! 2

3 Overview 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 3

4 What We Do 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 4

5 What You Should Do 5

6 Understand Federal Contracting Sources of Information GSA Center for Acquisition Excellence ( Federal Acquisition Institute ( Defense Acquisition University ( Continuous Learning Module) Defense Acquisition Regulations System (DARS) ( Acquisition Center of Excellence for Services ( Interact.gsa.gov (Multiple Award Schedule links) 6

7 Understand Federal Contracting cont. Sources of Information Open Forum ( GovCon (Government Contractors Network) ( 7

8 Finding the Government Customer Federal Procurement Data System (FPDS) Requires some training FedBizOpps Federal Acquisition Jump Station Search Gov.com LSU Libraires Federal Government Agencies Directory Carroll Publishing Federal Yellow Book Mailing List FFATA Information Center 8

9 Finding the Government Customer (Cont d) Several private sector companies will analyze market data and/or provide forecasts for you. Some examples are*: Bloomberg Government, GovWin (fna: Federal Sources, Inc.), Tech America, 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. 9

10 Finding the Government Customer (Cont d) 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

11 Finding the Government Customer Cont. Business Development Data MSC: Andy Randles; ; IT Center: Stephanie Price; ; IWAC: Dan McAneny; ; Center for Innovative Acquisition Development: Jackie Austin; ; 11

12 Finding the Government Customer Cont. Business Development Data Facility Maintenance and Hardware Center; Tim Benoit; ; Greater Southwest Acquisition Center; Jamie Davis; ; Nat l Admin Services and Office Supplies Center; Jim Nicols; ; james.nicols@gsa.gov 12

13 Other Resources.continued Customer Service Directors 13

14 Environmental Scanning Periodicals Government Executive Federal Computer Week Federal Times (Army, AF, etc.) Military Logistics Forum FedBizOpps Federal Acquisition Jump Station Agency Web Sites WIFCON 14

15 15

16 Environmental Scanning (government sites) Chief Acquisition Officers Council (caoc.gov) Chief Financial Officers Council (cfoc.gov) Chief Information Officers Council (cio.gov) Office of E-Government & IT (whitehouse.gov/omb/e-gov) Acquisition Central (acquisition.gov) Acquisition Community Connection ( IGNet: Council of Inspectors General (ignet.gov) Office of Federal Procurement Policy (whitehouse.gov/procurement_default) 16

17 Environmental Scanning (Professional Org) Armed Forces Communications and Electronics Association (afcea.org) National Association of State Procurement Officials (naspo.org) National Institute of Government Purchasing (nigp.org) National Property Management Association (npma.org) The International Society of Logistics (sole.org) The Veteran & Military Business Owners Association (vamboa.org) Association of Proposal Management Professionals (apmp.org) Project Management Institute (pmi.org) 17

18 E-Tools 18

19 Federal Business Opportunities 19

20 20

21 21

22 22

23 Small Business Outreach Sessions

24 24

25 Using Advantage for Market Research JBR Environmental Consultants, Inc. GS-10F-0395M HECO Operations, Inc. GS-10F-0287S FRS, Inc. GS-10F-0345U Muners Corporation GS-10F-0027U Weston & Sampson Engineers, Inc. GS-10F-0279T Hygieneering, Inc. GS-10F-0008W Soil and Environmental Testing Services GS-10F-0110T 25

26 Your Web Page Agencies click through to your web page from GSA E-tools Make sure your contract number is visible on first page Use your web page to illustrate success stories and past performance Don t make your potential customers work hard to get vital information 26

27 Keep It Relevant 27

28 Green Green.Green.. You need to stand ready to help agencies meet the requirement of Executive Order Does your company have a recycling program? Does your company have an energy-efficiency program? Does your company have a water-conservation program? Does your facility use environmentally friendly products? Do you offer telework? Public Transportation Subsidy? 28

29 29

30 30

31 31

32 32

33 33

34 Keep your on-line contact information up to date Publications, 1% Notifications, 2% GSA Representative, 2% Other, 1% GSA Expo, aining, Seminars, 4% GSA.gov portal, 7% Contractors/Vendors, 8% Where Agencies go to get primary information about GSA Products and Services Online Resources, 75% 34

35 Teaming and Subcontracting 35

36 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 36

37 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) 37

38 Contractor Teaming Arrangement and Blanket Purchase Agreements

39 Other Resources 39

40 Small Business Administration s Sub-net 40

41 Interact.gsa.gov U.S. General Services Administration 4 Part Video Series What You Should Know About Federal Contracting GSA s Role in the Schedules Program The Contractor s Role in the Schedules Program Marketing Your Products and Services 41

42 Vendor Support Center 42

43 43

44 Sample Report Total by contractor, By Requested Schedule: 874 V Schedule Fiscal Year: 11 Company Name Total Sales AAI CORPORATION $51,550 AAR PARTS TRADING, INC. $0 ACCENT CONTROLS, INC. $125,664 ACQUISITION TECHNOLOGIES INTEGRA $0 ACUMEN ENGINEERING/ANALYSIS INC $0 ADVANCED FEDERAL SERVICES CORPOR $0 ADVANTECH, INC. $3,377,304 AECOM GOVERNMENT SERVICES, INC. $10,828,057 AEROTEK, INC. $3,050,685 ALLEN CORPORATION OF AMERICA, IN $0 ALLIANCE TECHNICAL SERVICES, INC $1,434,368 ALLSOURCE GLOBAL MANAGEMENT, LLC $0 ALLTRANSPACK, INC. $2,009,361 ALLYN INTERNATIONAL SERVICES, IN $0 ALUTIIQ GLOBAL SOLUTIONS LLC $2,106,286 AMERICAN AERO SERVICES, INC. $0 AMERICAN DIVERSIFIED DISTRIBUTIO $0 AMERICAN MEDICAL LINK, INC. $0 AMGI, INC. $0 44

45 GSA Mentor Protégé Program Established in August 2009 The program is intended to foster the establishment of long-term relationships between small businesses and GSA prime contractors and increase the overall number of small businesses that receive GSA prime contract and subcontract awards. There are currently 80 partnerships For more information: 45

46 GSA Conferences and Events 46

47 Words of Wisdom 47

48 Focus on 3-4 agencies and allow 18 to 24 months for relationship building 48

49 Advice from the Air Mobility Command Director of Small Business: First, contact the PTAC (Procurement Technical Assistance Center) Do your research on Fed Biz Ops. See who is buying Who is the correct POC Make sure technology is working for you AMC uses websites to get information out Conferences Networking Opportunities Matchmaking Sessions 49

50 Thank you Call or your questions Geri Haworth