GENERAL SERVICES ADMINISTRATION

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

National Contract Management Association

January 17, 2013

Director, SBUCPennie Estrada303 236 [email protected]

U.S. General Services Administration

FEDERAL ACQUISITION SERVICE

"The mission of GSA is to deliver the best value in real estate, acquisition, and technology services to government and the

American people.“

“The scope of the work we do here at GSA is vast and varied for sure, but the mission is simple and to the point. We

serve the government and the American people.

Acting Administrator Dan Tangherlini

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GSA Has 11 Regions Nationwide

Boston, MANew York, NYPhiladelphia, PAAtlanta, GAChicago, ILKansas City, MO

Ft. Worth, TXDenver, COSan Francisco, CAAuburn, WAWashington, DC

GSA also has a satellite Small Business Center in Los Angeles, CA.

U.S. General Services Administration

FEDERAL ACQUISITION SERVICE

The interaction and feedback given to the GSA leadership inspired this new mission statement, and led us to develop six priorities for our agency.

Six priorities were developed for the agency

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

•Delivering Better Value and Savings

• Serving Our Partners

•Expanding Opportunities for Small Business

•Making a More Sustainable Government

•Leading with Innovation

•Building a Stronger GSA

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

Delivering Better Value and Savings

Use the purchasing power of the federal government to reduce costs to our customer agencies, enabling them to focus on their core missions.

Improve upon finding more ways to solve our customers’ problems in the coming year.

Help agencies make their purchases smarter and more efficient.

Look for new and innovative ways to maximize the value of our real estate assets.

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

Delivering Better Value and Savings

GSA is the government’s savings agency.

Whether it’s buying office supplies, electric vehicles, or complex information technology solutions

GSA gets them at a discounted price and delivers the savings back to our customer agencies.

Because it is our mission to buy these services and solutions we also have a pretty good idea of what’s available in the marketplace

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

Serving Our Partners

The work that GSA does helps our customer agencies focus on their missions.

Partnership on all levels is critical to the success of GSA.

Strong partnerships with partner agencies and vendors alike lead to good business decisions that create value and savings for our customers and the American taxpayer.

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

Serving Our Partners

Hurricane Sandy, GSA teams from the Northeast Caribbean Regions procured generators, light towers, drying fans, pumps, and leasing space locations for other operations.

In 2012, GSA helped the National Oceanic and Atmospheric Administration consolidate its headquarter space, bringing together more than 800 meteorologists, scientists, data managers, and other NOAA employees together in a state-of-the-art facility..

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

Expanding Opportunities for Small Business

Small businesses are the engines that power the American economy.

Contracting with these entrepreneurs is a win-win for both the federal government and the small business community.

The government receives great service at great value, while small businesses have a great chance to grow their businesses and create jobs.

Opportunities exist for small businesses across the country through our contract vehicles and through the contracts we award for other agencies

$1.4 billion in GSA contracts went to small businesses during fiscal year 2011

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

Expanding Opportunities for Small Business

In 2013, 10 new Strategic Sourcing Initiatives will create even more opportunities for small business.

Work even harder this year to ensure that we expand opportunities for these businesses across the country by strengthening partnerships and supporting the success of our vendors.

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

Expanding Opportunities for Small Business

Buying in bulk saves both time and money,

Part of the Administration’s efforts to increase the use of strategic sourcing and save money,

GSA is working with the Office of Management and Budget (OMB) and partner agencies to create 10 new government-wide strategic sourcing solutions for a range of commonly purchased products and services

As a key member of OMB’s new Strategic Sourcing Leadership Council (SSLC), GSA is taking a lead role in developing these solutions to bring common sense improvements to the acquisition process.

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

Expanding Opportunities for Small Business

GSA to Launch 10 Strategic Sourcing Initiatives Government Wide At a time when every federal agency is feeling the effects of tightening budgets, GSA’s mission to deliver value to our partners and the American taxpayer is more important than ever.

Over the next two years and beyond, GSA will lead the way to this approach. GSA expects this effort to save taxpayers hundreds of millions of dollars by delivering better value to agencies; to increase the percentage of dollars going to small business; to increase green buying; and to make it easier for federal agencies to comply with all of the spending rules.

The approach works. GSA has helped agencies save nearly $300 million through several strategically sourced contracts, including: office supplies, domestic package delivery, telecommunications expense management services, and print management.

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

Expanding Opportunities for Small Business•Firm committment to increasing small business participation in federal contracts

•For the past two years, the agency has exceeded its small business procurement goals, receiving an A+ rating from the Small Business Administration (SBA), signifying that the agency is creating excellent opportunities for small businesses across the socioeconomic spectrum.

•Ability to compete head-to-head against some of the largest office supply firms in the country.

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

•76 percent of the dollars that went through the office supply strategic sourcing contract went to small businesses

– an increase of 10 percent. • GSA is committed to maximizing small business opportunities as

much as possible, and we will continue this commitment in each of these 10 new strategic sourcing initiatives.  

• GSA is fully committed to supporting AbilityOne, a program ensuring opportunity to blind and disabled Americans, and has carefully built this commitment into its strategic sourcing vision.

Expanding Opportunities for Small Business

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

GSA is aggressively moving forward with its new initiatives.

We recently held a government-wide kickoff for two of its teams, janitorial and sanitation supplies, and maintenance, repair, and operations supplies.

Cleaning products are a perfect example of how we can create these savings. In fact, the federal government spends more than half a billion dollars a year on cleaning products through nearly 4,000 contracts with 1,200 different vendors. And sometimes agencies pay varying prices for the same product. For example, we’ve seen where one agency pays $32 for a case of paper towels, while another agency paid $61 for the exact same product.

Expanding Opportunities for Small Business

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

• Provide free training

• Support events that benefit small business

•One-on-One Counseling

•Assist with access to opportunities

Small Business Utilization Assistance

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

Free Marketing WorkshopMarch 5, 2013Denver Federal CenterBuilding 41, Remington Arms Room1:00 pm - 3:00 pm

Market Research

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Business/Marketing Plans

Blueprints of a BusinessWho 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?

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

Federal Procurement Data System

FPDS allows you to research which agency’s buy your product and/or service

Utilize free tools to help make better business decisionsGo to www://fpds.gov

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Understand How Your Customer Buys Products and Services

•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 PerformancePriceOptionsWarrantyAvailabilityLocationBuyer Discretion

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Is there a Return on Investment (ROI)

Research/Customer BaseCurrent PotentialRequestOther sourcesCost/DiscountsBenefitSuccess?

Contract/RevenueCurrent Customer OrdersPotential Customer OrdersNo Orders2 years with Contract before $25,000Other sources fulfilling ordersSuccess?

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 Buyers

www.fbo.gov – Advanced SearchPre-solicitation, Sources Sought, Solicitation/SynopsisClassification CodeNAICS CodeRecovery and Reinvestment Act (New)Collect Contact Info Alwayswww.gsa.gov/smbusforecast - Forecast (Updated)NAICS CodeTitle StateCold CallingAuthority to PurchaseContact Information Quarterly/Biannual UpdatesEmails as follow-up onlyConference AttendanceSet GoalsAnticipate potential partners – not just buyersDetermine NeedsNetwork, Network, Network

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Utilizing Information Effectively

Consider different mailing listGeneral – Any and everybodyPotential – High ProbabilityDirect – responsive/sure thing

Contact Steps1. Letter/Postcard (Intro)2. Phone Call (details)3. Follow-up (building trust)

Follow-up Often/SincerePostcards EmailSeasonal GreetingsUpdate AnnuallyPoints of Contact (POC’s)NumbersAddressGeneral or Direct ListPricingGSA Data Sitese-libraryGSA Advantage!

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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

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Quality Proposals

ObviousCleanNeatFollow DirectionsProvide additional dataTyped – not hand written

Not So ObviousHave more than one person read for errorsDouble check submission requirementsBe prepared to provide oral proposal if requestedRejection doesn’t mean you were not competitivePoints of Contact are reachableFollow-up with a “thank you” card regardless of outcome

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Written Proposal

Decide and NotifyYes I will be participatingNo, I will not Respond in orderNot clear, then ask questionsRespond to all partsFollow DirectionsDescribe your process and unique valuesSpell Check and Grammar CheckBe NeatGroup Review before submission

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Oral Proposal

Professional Business AttireBe On-TimeKnow the ProposalInclude Key WorkersBe polite Speak clearly and professionallyAnswer all questions

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How to DEAL?????

Rejected Offers – Request DebriefingUnable to fulfill contract – Contact CO with explanationCannot submit an offer – Notify CO immediatelyUpset the Contracting Officer – Contact your OSBU for resolutionErrors in proposal – Correct and move onNot meeting sales criteria – Reevaluate program participation, product/service need assessment, and marketing effortsNothing seems to be working – Take a break and review your business/marketing plans

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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

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Know Your Contract Terms

WarrantyDeliveryDiscountsAuthorized DealersQuantity DiscountsService AgreementsExpiration Date Option Year Requirements

Give copies to your employees!!!

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GSA Mentor Protégé Programwww.gsa.gov/mentorprotege

• Encourage and Motivate• Enhance Capabilities• Increase Subcontracting

Opportunities• Establish Long Term Relationships

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

Two Business Lines

Federal Acquisition Service - Fee for Service

Public Building Services - Construction, Design Building, Architect/Engineer

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

U.S. General Services Administration

GENERAL SERVICES ADMINISTRATION

  THANK YOU