2021 Marketing Your GSA Schedule-Hartman

Marketing Your GSA Contract:What You Should Know!Shaun Hartman - Region 4 – Space Coast FLCustomer Service DirectorOffice of Customer and Stakeholder EngagementU.S. General Services Administration

Today’s Agenda GSA OSBU Overview Importance of Market Research Tools to Conduct Market Research Key Components for your Strategy Advantages of Being a GSAContract Holder Tips for Success!

GSA Overview GSA’s mission is to deliver value and savings inreal estate, acquisition, technology and othermission support services across the Federalgovernment. GSA is the Federal government’s procurementexpert, helping other agencies acquire space,products, and services needed from commercialsources. The Public Buildings Service, (PBS), provides realestate space, architecture, interior design, andconstruction to Federal agencies. Our Federal Acquisition Service (FAS) delivers avast number of commercial goods and services,at the best value, across government.

GSA OSBU OverviewAccording to the Small Business Act as amended by Public Law 95-507, theOffice of Small & Disadvantaged Business was established to:– Advocate, within each Federal Executive Agency, for the maximumpracticable use of all designated small business categories within theFederal Acquisition process.– Ensure inclusion of small businesses as sources for goods andservices in Federal acquisitions as prime contractors andsubcontractors.– Manage the small business utilization programs for OUR respectiveorganization.

GSA OSBU OVERVIEWGSA’S Regional OfficesRegion 1: Boston, MARegion 2: New York, NYRegion 3: Philadelphia, PARegion 4: Atlanta, GARegion 5: Chicago, ILRegion 6: Kansas City, MORegion 7: Ft. Worth, TXRegion 8: Denver, CORegion 9: San Francisco,CARegion 10: Auburn, WARegion 11: Washington, DC

Marketing Your GSA ContractSteps to Developing Leads inthe Federal MarketWhich Federalagency’s arepurchasing myproduct orservice?How much arethey buying?Have theyawarded anyset-asides?Who are mycompetitors?Who holds thecurrentcontract?What contractsare set to expirethat I cancompete for inthe future?The Unknown can cause Frustration &Disappointment

Marketing Your GSA ContractLet the Data Refine Your OverallStrategy! Use Data to Develop a Targeted StrategyChoose the Right Event to AttendMaximize Time at Matchmaking EventsKnow which Agency Forecast Tools to UseBecome More EfficientAnd much more!

Marketing Your GSA d Generation&Business DevelopmentProcessDevelop aMarketingStrategyIdentifyTargetAgenciesDevelop aStrategicPlan

FPDS-NG Overview What’s reported to FPDS-NG? Agencies are required to report on allcontract actions using appropriated funds whose estimated value is 3,500 ormore as specified in FAR 4.6 Contract Reporting. Where the data is from: Contracting Officers enter the procurement datadirectly or the data is fed from 90 agency contract writing systems. Oversight: Operated by GSA IAE with Governance from Acquisition Committeefor eGov, Procurement Committee for eGov, Financial Assistance Committeefor eGov and IAE CCBFor more details visit: www.fpds.gov9

What is needed to use FPDS?Your Product Service Code (PSC)

FPDS-NGWHERE TO FIND HELP: FPDS-NG Data dictonary:From www.fpds.gov, click on Worksite submenu, find the Data Dictonaryfrom Left Navigation V1.5 Specifications section. Report Manual of how to use Ad-hoc reports:From www.fpds.gov, click on Training, find the Report Manual from RightManuals section. Help Desk:––Phone: 1-866-606-8220Website: www.fpds.gov11

Tools to Conduct Market ResearchUtilize these tools for your market research: Latest GSA contractaward information Assess your competition https://www.gsaelibrary.gsa.govOffers published salesdata of schedulecontract salesSIN SalesContractors already onscheduleAbility to assess thesize and potential ofyour target sales‐query‐plus‐ssq A repository of all governmenttransactions/receipts over 3,500 Information reported from 90plus agencies.https://www.fpds.gov/fpdsng cms/index.php/en/Consider the buying trends and forecasted sales for your product/service

Forecast of Contracting OpportunitiesHow to Access the Forecast Tool:Background: Launched in March 2016Focuses on acquisition planning andincreases awareness of potential primeand subcontracting opportunities.The goal is to help both GSA buyers andvendors easily communicate aroundpotential contracting opportunities.The Tool includes information for GSAand the Department of Interior.The goal is to have all federal agenciesuse the tool.For more details visit: https://hallways.cap.gsa.gov

Marketing Your GSA Contract1

The Small Business ScorecardVisit. https://smallbusinessdata.gov

Customer Service Directors (CSDs) Customer Service Directors (CSDs) provide assistance, resolve problems andanswer questions from GSA's customers, our Federal, state & local clients. CSDs also host seminars on a variety of useful topics, and are a valuable source ofinformation on all of GSA's programs. CSDs also markets the use of GSA and our entire suite of Acquisition Tools providedby GSA to Federal, state, & local agencies. Visit GSA.GOV/CSD to find your local CSD.

Tips for Success

Federal Supply Schedule Price List - When you are awarded a GSA Schedulecontract, you are required to prepare, print,and distribute a document called the FederalSupply Schedule (FSS) Price List. - When designing your FSS price list, it isbest to keep it simple and short. - A one-page flyer covering only the required26 points specified in your contract is usuallybest. - The price list must be distributed to aCustomer Mailing List provided to you by theContracting Officer. - When mailing the FSS Price List to yourprospective customers, be sure to includeyour company brochure and other literatureabout your product or service.

Submitting Your Electronic Catalog to GSA Advantage! GSA Advantage! is the online shoppingand ordering system that provides accessto thousands of contractors and millions ofsupplies (products) and services. Government buyers can search for theproducts they need, compare prices andproduct information, and place their orders. As a GSA Schedule contractor, you arerequired to submit your electronic companycatalog to GSA Advantage! no later thansix months after your contract award. You can submit your electronic companycatalog into the GSA Advantage! systemby using the Schedule Input Program (SIP)software, available for downloading at theGSA Vendor Support Center (VSC) website.

Make Your Website GSA Friendly! Use one of the GSA logos withyour contract number on yourhome page.Provide a link from your company’swebsite to your company’s productlisting on the GSA Advantage!website.Establish a special company emailfor GSA inquires.Use any of the special symbols(e.g., energy-efficient, recycled,environmental items) for whichyour company's products qualify onyour company's web site.

Use of the GSA Logo Use one of the "GSASchedule" or "GSAContract Holder" logos,along with your contractnumber(s), in yourcompany's marketingmaterials and brochures. Be sure to also include aGSA logo on yourcompany's home page.Visit: https://www.gsa.gov/logo

Additional ness

Still Have Questions?Go to gsa.gov/osbu, then select “Get toKnow Us.”Select Regional Small BusinessSupport ContactsChoose your location forthe OSBU POC.Contact Our Regional Staff

1QUESTIONS ?Janice Zeigler- Industry LiaisonJan.Zeigler@gsa.govChasity Ash- all-business

Slide 261Add slide on subcontracting or include in another slide. Where to look, good way to get into govt. contracting, etc.-Judith Stackhouse - ES3, 10/18/2018

information on all of GSA's programs. CSDs also markets the use of GSA and our entire suite of Acquisition Tools provided by GSA to Federal, state, & local agencies. Visit GSA