Office of Small Business Utilization

U.S. General Services Administration

Christy L. JackiewiczProgram Analyst

Marketing Strategies and Techniques for Small Business

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AgendaAgenda

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

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Business/Marketing Plans 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?

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Schedule Sales Query (SSQ)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

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Who uses GSA Schedules?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

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Understand Understand How Your How Your Customer Buys Customer Buys Products and Products and ServicesServices

•Any vendor for purchases under $3000

•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

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Is there a Return on Investment (ROI)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:Note: The GSA Schedules Program is only one tool buyers use to purchase products and services. Know your customers purchasing practice.

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Locating BuyersLocating Buyers www.fbo.gov – Advanced Search

Pre-solicitation, Sources Sought, Solicitation/Synopsis

Classification Code NAICS Code Recovery and Reinvestment Act (New)(New) Collect Contact Info Always

www.gsa.gov/smbusforecast - Forecast (Updated)(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

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Utilizing Information EffectivelyUtilizing Information Effectively Consider different mailing list

General – Any and everybody Potential – High Probability Direct – responsive/sure thing

Contact Steps1. 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!

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Company IntroductionCompany 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

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Quality ProposalsQuality Proposals

Obvious Clean Neat Follow Directions Provide additional data Typed – not hand written

Not So Obvious Have more than one person

read for errors Double check submission

requirements Be prepared to provide oral

proposal if requested Rejection doesn’t mean you

were not competitive Points of Contact are reachable Follow-up with a “thank you”

card regardless of outcomeregardless of outcome

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Written ProposalWritten 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

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Oral ProposalOral Proposal

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

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How to DEAL?????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

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More SupportMore 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

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Utilize Utilize AllAll Marketing Tools 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

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Modifications to Your ContractModifications 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

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Adding and Deleting Items Adding

– New products or services must be awarded

– Within Scope, simple modification Deleting

– Remove products or services– Simplify Contract Coverage

Transfer of Assets Novation Agreement

Legal Name Change Change-of-Name Agreement

See “Contract Modification” clause in the solicitation

Update

Update UpdateUpdate

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Know Your Contract TermsKnow Your Contract Terms

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

Give copies to your employees!!!Give copies to your employees!!!

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www.section508.govwww.section508.gov

Eliminates barriers Opportunities for the disabled Applies to all Federal agencies

Procure Maintain Use Electronic and

Information Technology (EIT)

Consider ALL current and potential customers!

Contractors selling EIT must comply with 508

Register with the e-Buy Accessible Data Center at www.gsa.gov/ebuy

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Environmental ProgramOffice of Applied Science(202) 219-1522Fax (202) 219-0784

Alternative Fuel Vehicles Vehicle Buying(703) 605-CARSFax (703) 605-9868

Green PowerMark Ewing(202) 708-9296Jerard Butler(202) 401-0855

Green PurchasingFAS Assisted Acquisition Services - NCR(202) 708-8100NCR Safety, Environmental and Fire Protection (NCR PBS)(202) 708-5236

Waste Reduction and RecyclingEnergy Conservation Branch - NCR(202) 708-9010Edward Crandell(202) 708-6777

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www.Recovery.govwww.Recovery.gov

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Questions & Answers

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Christy L. JackiewiczChristy L. JackiewiczProgram AnalystProgram Analyst

Office of Small Business UtilizationOffice of Small Business Utilization

www.gsa.gov/sbuwww.gsa.gov/sbu

202-219-0396202-219-0396

christy.jackiewicz@gsa.govchristy.jackiewicz@gsa.gov