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For Training purposes only - GSA - NCR SBUC –
Doing Business with the Federal Government
National Capital Region
Small Business Utilization Office
General Service Administration Mission
For Training purposes only - GSA - NCR SBUC
“The mission of GSA is to deliver the best value in real estate, acquisition, and technology services to government and the American people.”
General Service Administration Priorities
For Training purposes only - GSA - NCR SBUC
Delivering Better Value and SavingsServing our PartnersExpanding Opportunities for Small BusinessesMaking a More Sustainable GovernmentLeading with InnovationBuilding a Stronger GSA
For Training purposes only - GSA - NCR SBUC
Overview
• The federal government is the largest buyer of goods and services. In FY 2014 federal agencies awarded over $440 billion dollars in contracts
• General Services Administration awarded $3 billion dollars in FY 2015 (Preliminary)
• The agency is comprised of the Federal Acquisition Service (FAS), the Public Buildings Service (PBS), Office of Governmentwide Policy, Office of Citizen Services and Innovative Technology , Office of Small Business Utilization, 11 Regional Offices and Staff Offices
Source: USASpending.gov
Who is GSA?
• The Federal Acquisition Service (FAS) helps federal agency customers leverage the purchasing power of the federal government to achieve the best value possible in purchasing products, services, technology, motor vehicles, transportation, and travel
• The Public Buildings Service (PBS) manages the owned and leased federal real estate portfolio, providing superior workplaces for federal customer agencies at superior value to the American taxpayer
For Training purposes only - GSA - NCR SBUC
GSA Interact
For Training purposes only - GSA - NCR SBUC
What are you offering?
What products or services do you want to offer?• Is there a viable market for your offering?
-How to determine if there is a federal market for your products or services?
• What makes your products or services unique-
-Innovation
-Price
-Expertise
-Solutions
For Training purposes only - GSA - NCR SBUC
Who buys what we sell?To answer this question you must conduct market
research. Consider the following resources to conduct market research
Acquisition Central• www.acquisition.gov/procurement_forecasts
USASpending.gov• www.usaspending.gov
Federal Business Opportunities• www.fedbizopps.gov
Federal Procurement Data System• https://www.fpds.gov
For Training purposes only - GSA - NCR OSBU
One simple search using NAICS codeor keywords, Agency
Utilize www.fpds.gov and your NAICS code to determine who buy your product or services:
Insert NAICS code or Keyword
For Training purposes only - GSA - NCR SBUC
Know your CustomersWhat else may you need to know about an agency
Budget – OMB.gov
Strategic Plans – Agency Website
Executive Orders, pending Rules – Federal Register
Problems/needs – GAO Reports
Small Business Achievements – SBA.gov scorecards, Small Business Dashboard
Facilities- What type of security clearance is required?
- For more information on security clearances http://www.dss.mil/isp/fac_clear/per_sec_clear_proc_faqs.html or call the DOD Security Services Center at 1-888-282-7682
For Training purposes only - GSA - NCR SBUC
Contract Vehicles – Do you need one or more? To contract with federal agencies
GSA Federal Supply Schedule –FAR 8.404
• Long-term governmentwide contracts with commercial firms providing access to over 11 million commercial products and services.
• Participation– Minimum revenue of $25,000– 2 years in business– Commercial Products and Services only– Contractors required to earn $25,000 after 24 month grace
period to avoid removal from program
For Training purposes only - GSA - NCR SBUC
Who uses GSA Schedules?
• Executive & Other Federal Agencies• Mixed-Ownership Government Corporations (FDIC,
Federal Home Loan Banks, American Red Cross, etc.)• The District of Columbia• Cost Reimbursable Government Contractors
authorized in writing by a Federal agency (48 CFR 51.1)
• State and Local Government (includes Educational Institutions (Cooperative Purchasing)
• Domestic and Worldwide
GSA Schedule – Small Business Set Asides
Small Business Set-asides on GSA Schedule Task Orders and Delivery
Orders and Blanket Purchase Agreements – FAR 8
*To learn more about your target agencies Small Business goals visit the agency’s Small Business Utilization webpage
Changes for Small Business GSA Schedule Vendors
GSA Vendor - New Readiness Assessment
• Access the Vendor Support Center – Vendor Toolbox
For Training purposes only - GSA - NCR SBUC
GSA Advantage
www.gsaadvantage.gov
Competition: All competition requirements have been met
Expedited delivery and reduced lead time when purchasing agency deals directly with vendor
Flexible Purchasing Options: BPA’s save time and money
No order limitations: You can place an order for any dollar amount
Schedules orders count toward small business goals
Why Federal Agencies Prefer Schedules Contractors
For Training purposes only - GSA - NCR SBUC
Federal Strategic Sourcing Initiative
The primary goals of FSSI are:
• Establish mechanisms to increase total cost savings, value, and socioeconomic participation*
• Collaborate with industry to develop optimal solutions
• Share best practices • Create a strategic sourcing community of practice
“Agencies should consider using acquisition vehicles developed by the OMB's Federal Strategic Sourcing Initiative to acquire printing and copying devices and services”
Seeking Partnerships through GSA Vehicles
• Contractor Teaming Arrangements (gsa.gov/cta)– GSA Schedule Vendors ONLY– Total Solution– Paid Separate– Team Plans Process
• Subcontracting (gsa.gov/subdirectory)– Any size prime– GSA Schedule Projects– Piece of the Pie
• Mentor Protégé (gsa.gov/mentorprotégé)– GSA Schedule Vendors– Prime Directed Projects– GSA Approved– Subcontracting Agreement
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Vendor Checklist – Doing Business with ….
Review & update your contractor registration on the System of Award Management website – SAM.gov
Review Agencies website(s)– for example GSA.gov Refine your target market - be alert and flexible Review agencies Forecast of Contracting Opportunities Update your capability statement with relevant past
performance Prepare for meetings, vendor days, pre solicitation
conferences or other marketing presentations Submit quality proposals
For Training purposes only - GSA - NCR OSBU
GOAL: Visibility, Familiarity, Integrity, Trust, Confidence
Utilize All Marketing Tools
• Attend Networking Events– www.gsa.gov/events (Industry Days, conferences,
workshops)
• Attend outreach sessions designed just for small business –
• Come prepared to ask questions and get contact information
For Training purposes only - GSA - NCR SBUC
Marketing to GSA
• The GSA is divided into 11 geographical regions across the United States, and a national program office. The map below is a geographical illustration of each
For Training purposes only - GSA - NCR SBUC
The GSA is divided into 11 geographical regions across the United States, and a national program office. The map below is a geographical illustration of each. Click on the map to reach the GSA Customer Service Directories for each region.
Small Business Website Access
www.gsa.gov/osbu
• Training• Opportunities• Tools and Resources• Help (www.gsa.gov/askosbu)
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• Office of Small Business Utilization
gsa.gov/smallbizsupport
GSA and
Social Media
www.twitter.com/gsaosbu• (information and feedback changing
small business procurements)
• www.facebook.com • GSA, Office of Small Business
Utilization • (Fan Page with lots of updates)
• Interact.gsa.gov • Small Business Solutions Group• (blogs, discussion boards, and more)
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For Training purposes only - GSA - NCR SBUC
Summary Tips
Review and Revise your marketing strategies conducting ongoing market research
Be Persistent and be patient in your approach and follow through
Build a relationship within your target markets – GSA interact.gov, agencies social media sites-twitter, LinkedIn, others
Present viable solutions to Agency needs
For Training purposes only - GSA - NCR SBUC
Questions & Answers
For Training purposes only - GSA - NCR SBUC
NCR Office of Small Business Utilization
Judith Stackhouse - Jordan
www.gsa.gov/ncrsmallbusiness
