8.5.09 Summit - Jackiewicz Marketing your GSA Schedule by U.S. Women's Chamber of Commece

U.S. General Services Administration

Office of Small Business Utilization Marketing Strategies and Techniques for Small Business

Christy L. Jackiewicz Program Analyst

Agenda            

Business/marketing plans Who uses GSA Schedules? Ordering procedures for buyers Return on investment (ROI) Locating Buyers Utilizing information effectively Company introductions Quality proposals Recovery methods More support Green Initiatives Stimulus Package Access

Business/Marketing Plans  Blueprints of a Business  Who am I/are we?  Where do we want to go?  What is attainable now?  What should we plan to accomplish?  What/Who will help me meet my goals?  What is my budget for exploring?  What is the final outcome we desire?

Schedule Sales Query (SSQ)    

SSQ provides the sales reported by MAS contractors Use SSQ to research your competitors’ sales Utilize free tools to help make better business decisions Go to http://ssq.gsa.gov

Who uses GSA Schedules?  Executive & Other Federal Agencies  Mixed-Ownership Government Corporations (FDIC, Federal Home Loan Banks, etc.)  The District of Columbia  Cost Reimbursable Government Contractors authorized in writing by a Federal agency (48 CFR 51.1)  State and Local Government (Cooperative Purchasing)  Domestic and Worldwide

•Any vendor for purchases under $3000

Understand How Your Customer Buys Products and Services

•Two or more vendors for orders over $3000 •Orders above the Maximum Order request more discounts •Non-GSA Items are Open Market •Purchase Decision Past Performance Price Options Warranty Availability Location Buyer Discretion

Is there a Return on Investment (ROI)  Research/Customer Base  Current  Potential  Request  Other sources  Cost/Discounts  Benefit  Success?

 Contract/Revenue  Current Customer Orders  Potential Customer Orders  No Orders  2 years with Contract before $25,000  Other sources fulfilling orders  Success?

Note: The GSA Schedules Program is only one tool buyers use to purchase products and services. Know your customers purchasing practice. 7

Locating Buyers 



www.fbo.gov – Advanced Search  Pre-solicitation, Sources Sought, Solicitation/Synopsis  Classification Code  NAICS Code  Recovery and Reinvestment Act (New)  Collect Contact Info Always www.gsa.gov/smbusforecast - Forecast (Updated)  NAICS Code  Title  State Cold Calling  Authority to Purchase  Contact Information  Quarterly/Biannual Updates  Emails as follow-up only Conference Attendance  Set Goals  Anticipate potential partners – not just buyers  Determine Needs  Network, Network, Network

Utilizing Information Effectively  Consider different mailing list  General – Any and everybody  Potential – High Probability  Direct – responsive/sure thing  Contact Steps 1. Letter/Postcard (Intro) 2. Phone Call (details) 3. Follow-up (building trust)

 Follow-up Often/Sincere  Postcards  Email  Seasonal Greetings  Update Annually  Points of Contact (POC’s)  Numbers  Address  General or Direct List  Pricing  GSA Data Sites – e-library – GSA Advantage!

Company Introduction  Letter: Who, What, Where (about the company)  Phone Call: Who, When, How Much (potential customer)  Follow –Up: Lunch, Card, Email, Letter (quarterly update)

GOAL: Visibility, Familiarity, Integrity, Trust, Confidence 10

Quality Proposals  Not So Obvious  Have more than one person read for errors  Double check submission requirements  Be prepared to provide oral  Obvious proposal if requested  Clean  Rejection doesn’t mean you  Neat were not competitive  Follow Directions  Points of Contact are reachable  Provide additional data  Follow-up with a “thank you”  Typed – not hand written card regardless of outcome

Written Proposal  Decide and Notify  Yes I will be participating  No, I will not  Respond in order  Not clear, then ask questions  Respond to all parts  Follow Directions  Describe your process and unique values  Spell Check and Grammar Check  Be Neat  Group Review before submission 12

Oral Proposal       

Professional Business Attire Be On-Time Know the Proposal Include Key Workers Be polite Speak clearly and professionally Answer all questions

How to DEAL?????  Rejected Offers – Request Debriefing  Unable to fulfill contract – Contact CO with explanation  Cannot submit an offer – Notify CO immediately  Upset the Contracting Officer – Contact your OSBU for resolution  Errors in proposal – Correct and move on  Not meeting sales criteria – Reevaluate program participation, product/service need assessment, and marketing efforts  Nothing seems to be working – Take a break and review your business/marketing plans

More Support 11 Regional GSA OSBU www.gsa.gov/smallbizsupport OSDBU for all agencies www.osdbu.gov Procurement Technical Assistance Centers www.aptac-us.org Customer Service Directors www.gsa.gov/CSD 15

Utilize All Marketing Tools  www.gsa.gov/logo  Use images on GSA Advantage! ®  Attend large conferences like the GSA EXPO  www.expo.gsa.gov  www.gsa.gov look under “Events”  Attend outreach sessions designed just for small business  Come prepared to ask questions and get contact information  Invest in FedBizOpps for procurements over $25,000 16

Modifications to Your Contract - Keep Information Updated!  Economic Price Adjustment  Price Increases  Most common EPA clause GSAM 552.216-70  Check the details for your Percentage ceiling  Prices fixed for first 12 months  No more than 3 increases/year  Price Decreases  Determined by the MFC  Ratio must remain the same  Spot Price Reduction  Reductions that do not apply across the board  Used to build relationships  Notify GSA when in use  Will not affect your awarded discount, terms and conditions

 Adding and Deleting Items  Adding – New products or services must be awarded – Within Scope, simple modification Update  Deleting – Remove products or services – Simplify Contract Coverage  Transfer of Assets  Novation Agreement  Legal Name Change  Change-of-Name Agreement

Update

See “Contract Modification” clause in the solicitation 18

Update

Know Your Contract Terms        

Warranty Delivery Discounts Authorized Dealers Quantity Discounts Service Agreements Expiration Date Option Year Requirements

Give copies to your employees!!! 19

www.section508.gov  Eliminates barriers  Opportunities for the disabled  Applies to all Federal agencies  Procure  Maintain  Use Electronic and Information Technology (EIT)

 Contractors selling EIT must comply with 508  Register with the e-Buy Accessible Data Center at www.gsa.gov/ebuy

Consider ALL current and potential customers! 20

Alternative Fuel Vehicles

Green Power

Vehicle Buying (703) 605-CARS Fax (703) 605-9868

Waste Reduction and Recycling Green Purchasing FAS Assisted Acquisition Services - NCR (202) 708-8100 NCR Safety, Environmental and Fire Protection (NCR PBS) (202) 708-5236

Mark Ewing (202) 708-9296 Jerard Butler (202) 401-0855

Energy Conservation Branch - NCR (202) 708-9010 Edward Crandell Environmental Program (202) 708-6777 Office of Applied Science (202) 219-1522 Fax (202) 219-0784

www.Recovery.gov

Questions & Answers

Christy L. Jackiewicz Program Analyst Office of Small Business Utilization www.gsa.gov/sbu 202-219-0396 christy.jackiewicz@gsa.gov