Federal Acquisition Service U.S. General Services Administration Marketing to the Federal Government A Business Primer For GSA Industry Partners Customer

Federal Acquisition Service

U.S. General Services Administration

Marketing to the Federal GovernmentA Business Primer For GSA Industry Partners

Customer Accounts & Research DivisionMarketing & Business Support BranchGSA Federal Acquisition Service

Marketing to the Federal GovernmentA Business Primer For GSA Industry Partners

Customer Accounts & Research DivisionMarketing & Business Support BranchGSA Federal Acquisition Service

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Today’s Agenda

•Overview

•Federal Government Customers

•Conducting Market Research

•Developing an Effective Marketing Strategy

•Other Useful Tools and Resources

•Wrap-Up

•Q&A

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GSA Acquisition Centers

Management Services Center

Center for Facilities Maintenance & Hardware

Greater SouthwestAcquisition Center

National Administrative Services & Office Supplies Acquisition Center

Integrated Workplace,Information Technology, Center for Innovative Acquisition Development & Automotive Center

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National Administrative Services and Office Supplies Acquisition Center

Business DevelopmentMarketing

Customer Service*****

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67 Cameras, Photographic Printers &

Related Supplies & Services

738 X HR/EEO and Social/Counseling Services

75 Office Products/ Supplies and Services and New Products/Technology

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76 Publication Media

81 IB Shipping, Packaging and Packing Supplies

874 Mission Oriented Business Integrated ServicesMOBIS (Training Services)

00JWOD now Ability One - NIB/NISH Products (Skilcraft brand)

GSA Global Supply

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Federal Government CustomersWho Buys?

Decision Makers and Influencers in federal agencies:

Contracting Officer/Specialist

Program Managers

End Users

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Contracting Officers/Specialists

Warranted by Congress to negotiate and enter into binding contracts with commercial firms

Gate Keepers of Programs and Initiatives

Generally Work for Project and Program Managers

Post Requests online for:

Quotes, Proposals, and for Requests For Information

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Program Managers

Establish “big-picture” requirements based on Agency Missions, Goals, Initiatives and Plans

Identify and Allocate Resources Authors of Statements of Work (SOW)

Key reviewers of vendor capabilities

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End-Users

Your largest target market for products - Credit Card holders

Federal civilians and DoD employees

Often have major input in selecting the product/service offering the best value and ease of use

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GSA SchedulesWhy Buyers Use Them

What GSA Tells Prospective Customers:

Ease of ordering Discounted prices, volume discounts Wide selection of contractors Direct relationships with contractors Orders count towards agency’s socio-economic goals Reduction of procurement lead time and administrative

costs

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Conducting Market ResearchSources of Information and Customer Data

Federal Procurement Data System (FPDS)

FedBizOpps (FBO)

DoD Business Opportunities

Schedule Sales Query

Federal Government Agency Websites

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Federal Procurement Data System (FPDS) https://www.fpds.gov

Central Repository of contract actions over $25,000

Summary info on actions less than $25,000

Identifies which federal civilian agencies are buying and

what they are buying

Users can run a variety of Reports

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FedBizOppswww.fbo.gov

FedBizOpps is the Government-wide Point of Entry for Procurement Opportunities over $25,000

Good POC information

Government buyers post their RFQs, RFPs, BPAs and Task Orders online

Vendors can sign up for e-mail notifications based on NAIC Codes and Keywords

Advanced Search capability

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Schedule Sales Queryssq.gsa.gov

Schedule Sales Data as reported by schedule contractors

Variety of reports available

Goes back five years

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Federal Government Agency Websites

What You Should Be Mining Websites for:

Contracting Opportunities and Forecasts

Contracting Office POC Info

Agency Small Business Info

New Procurement Initiatives

Agency Procurement Plans

Business Opportunity Forecasts

Industry Day Briefings

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GSA Advantage!www.gsaAdvantage.gov

GSAs powerful search-engine and online ordering system

Benefits for vendors:Graphics included along with your product listingEasy to Navigate Increases potential for strong salesProvides instant visibility and ability to broadcast price changes easilyProvides a direct link to your company’s homepageReduces catalog printing and mailing costs

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GSA’s e-Buywww.gsa.gov/ebuy

Electronic Request for Quote and RFP/RFI system

Provides vendors with a greater opportunity to respond to RFQs and RFPs

Check e-Buy routinely for opportunities Receive e-mail notices of RFQ opportunities Access to all RFQs under SINS in which you hold contracts – Key Value: Schedule Holders only

Point of Contact info, Contracting Officer Names, e-mail, phone number for mods and changes

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Schedules e-Librarywww.gsa.gov/elibrary

The online source for GSA Schedule contract awards:

Perform searches by SIN (category), contract number, contractor name, Schedule number or keyword

Research other Schedule-holders in your industry

Find Partners/Sub-contractor and Contractor Teaming Arrangements

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Vendor Support Center

The VSC is the Starting Gate

Sign up for e-Buy – Schedule Holders OnlyView RFQs on e-Buy/Steps to Success

New Contractor Orientation Webcast (take it!)Tips on how to succeed as a contractor GSA Steps Newsletter

Access at: vsc.gsa.govToll Free: 877-495-4849e-mail: [email protected]

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Develop a Market StrategyStrategies for targeting government buyers:

Create a Capabilities StatementTarget Buyers at peak government buyingtimesMaximize web presenceSend traffic to GSA Advantage! from yourcompany websiteActively participate in a variety of federaland state government; conferences,seminars & trade shows to generate leadsand opportunitiesKnow your NAICS codesLease or Purchase Direct Mail Lists

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Contractor Teaming ArrangementsExpanding Your Business Opportunities

Teaming Arrangements are created when two or more Multiple Award Schedule contractors join together to provide a solution to meet a federal customer need

They independently abide by the terms of their individual contracts, but one contractor is designated, by the team, as Team Leader

Contractors form these arrangements, at their discretion, when the result of their efforts produce the best solution for an agency’s requirement

Non Schedule Holders can be a Subcontractor to Primes

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Local GSA Customer Service Directors

CSDs meet with federal civilian and DoD customers Hold Regional Events with customer attendance

- Regional focus with the benefit of local knowledge - Go to www.gsa.gov/csd for POC information or call - 800-488-3111

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Web Resources

GSAs Section 833 – gsa.gov/stateandlocal Schedules Training - gsa.gov/cae. Go to ‘create new

account’ Schedules Info: gsa.gov/schedules and gsa.gov/masguide Listing of Large Primes – gsa.gov/subdirectory Publications: gsa.gov/cmls DoD RFQ Notices – http://progate.daps.dla.mil

Lists: INPUT, e-Pipeline, Leadership Directories (input.com, epipeline.com, leadershipdirectories.com)

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Finding Business Opportunities

Events: GSA Expo – expo.gsa.gov Regional/National Events – many types www.gsa.gov/events

Acquisition Center Resources:

Business Development Unit

Marketing Unit

Pamphlets and Brochures

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Advertising - print

MarkeTips

R2 Liaison is Peter Davis; [email protected] Phone (212) 264-4781

Federal Times (federaltimes.com)

Government Executive (govexec.com)

Military Times (militarycity.com)

Armed Forces Journal (armedforcesjournal.com)

Federal Computer Week (fcw.com)

Government Computer News (gcn.com)

Government Security News (gsnmagazine.com)

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National Administrative Services and Office Supplies Acquisition Center - POCs

Marketing James Nicols212-264-4828 Alan Rosner 212-264-0868

General Information [email protected] 212-264-0868

Customer Service Directors Christine Lincoln 917-282-4933

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QUESTIONS?

Documents

Federal Acquisition Service U.S. General Services Administration Marketing to the Federal Government A Business Primer For GSA Industry Partners Customer