For Training purposes only - GSA - NCR SBUC
Marketing Strategies and Techniques for Small Business
National Capital RegionSmall Business Utilization Office
For Training purposes only - GSA - NCR SBUC
Overview
• The federal government is the largest buyer of goods and services. In FY 2011 federal agencies awarded over $535 billion dollars in contracts
• General Services Administration awarded 12.1 billion dollars in FY 2011
• The agency is comprised of the Federal Acquisition Service (FAS), the Public Buildings Service (PBS), 12 Staff Offices, 11 Regional Offices and the independent Office of Citizen Services and Innovative Technology , and Office of Governmentwide Policy
Source: USASpending.gov
For Training purposes only - GSA - NCR SBUC
Objectives
Understand how to:Position your business to compete for
contracts - CCR, Certs & Reps, Cap StatementsDetermine your Federal Market/NicheConduct Market Research for
Government Opportunities Contracting Vehicles
CCR Record/ Capability Narrative
Include a capability narrative
For Training purposes only - GSA - NCR SBUC
Marketing Plans Blueprints of a Business
• Who are we?• What are our business strengths and
weaknesses? - Take a honest assessment• Where do we want to go?• What is attainable now (Federal
customer)?• What/Who will help me meet my (federal
sales) goals?• What is my budget for exploring
opportunities?
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 researchAcquisition Central• www.acquisition.gov/procurement_forecastsUSASpending.gov• www.usaspending.gov
Federal Business Opportunities• www.fedbizopps.govFederal Procurement Data System• https://www.fpds.gov
For Training purposes only - GSA - NCR SBUC
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
Contract Vehicles – Do you need one?
GSA Federal Supply Schedule –FAR 8.404
FY 2011 Sales from the GSA Multiple Award Schedule reached over $38 Billion
Determine how your products or services are selling off the GSA schedule
SSQ.GSA.GOV
10
Preferred Source of Supply
Great Earning Potential
World Wide Program
High Visibility
Credibility
Potential Financial Success
5-20 Year Contract
GSA Schedule the Pro’s
11
Sales Criteria - $25K per yearAuditing and Set-Up
RequirementsVaried DemandPaperwork Award process time – back up
to 6 months for so schedulesSuccess Not Guaranteed –
numerous schedule holders with zero or low sales
GSA Schedule Contract – the Cons
For Training purposes only - GSA - NCR SBUC
Additional Contract Vehicles/Systems
GWAC – Government Wide Acquisition Contract Alliant, Alliant SB, 8(a) Stars II
BPA – Blanket Purchase Agreement
IDIQ – Indefinite Delivery/Indefinite Quantity
8(a) – Sole Source
Federal Strategic Sourcing Initiative*
For Training purposes only - GSA - NCR SBUC
More Support
• 11 Regional GSA OSBUwww.gsa.gov/smallbizsupport
• OSDBU for all agencieswww.osdbu.gov
• Procurement Technical Assistance Centerswww.aptac-us.org
• Customer Service Directorswww.gsa.gov/CSD
For Training purposes only - GSA - NCR SBUC
Questions & AnswersJudith Stackhouse -Jordan