GSA, Office of Small Business Utilization
Marketing Strategies and Techniques for Small Business
Christy L. Jackiewicz, Program Analyst Office of Small Business Utilization
Keys to Success
• • • • Determine - Your Niche Research - Identify Competition/Benchmark Develop - Marketing Plan Outshine - The Competition
– Quality, Design, Aesthetics…
• Set Goals - Ambitious but Attainable • Measure -Develop Measurable Strategies
The Marketing Plan
Research Data, Information, Strategies, Implementation, Control
3 Simple Survey Questions
1. Do you have purchasing authority in the Federal Government? • If yes, go to question 3
•
If no, go to question 2 and then 3
2. Which employees within your office have purchasing authority? Please give me the name and number of ____________.
3. What would you say is the largest/smallest purchase made in your office in the last 12 months?
Information Sources
• Government Websites • Forecasts of Contracting Opportunities • Subcontracting Directory • FedBizOpps • Schedules e-Library • Events
Business Opportunities
• Office of Small Business Utilization – www.gsa.gov/smallbusiness • FedBizOpps – www.fbo.gov • Small Business Administration – www.sba.gov
• Federal Procurement Data Center
– www.fpdc.gov
• CCR
– www.ccr.gov
• FirstGov
– www.firstgov.gov
• SBA’s SUB-Net
– http://web.sba.gov/subnet/
Small Business Centers
11 Regional Offices
Boston, MA Chicago, IL San Francisco, CA Los Angeles Denver, CO Kansas City, MO Ft. Worth, TX New York, NY Philadelphia, PA Washington, DC Atlanta, GA
Auburn, WA
Resources, Guides, Publications
www.gsa.gov/smallbusiness •Forecasts of Contracting Opportunities •Subcontracting Directory •Doing Business with GSA www.gsa.gov/fss • Building Our Brand (Print Standards) •GSA Logo Downloads and Guide •MarkeTips Advertising Guide
Vendor Support Center
www.gsa.gov/vsc
Federal Procurement Data Center
www.fpdc.gov
FedBizOpps
www.fbo.gov
Top
Big Spenders
BILLIONS…
Dept. of Health And Human Services – www.hhs.gov Dept. of Agriculture – www.usda.gov Dept. of Justice – www.usdoj.gov Dept. of the Interior – www.interior.gov Dept. of Education – www.ed.gov
Dept. of Defense – www.dod.gov Dept. of Energy – www.doe.gov National Aeronautics and Space Admin. – www.nasa.gov Dept. of Veterans Affairs – www.va.gov General Services Admin. – www.gsa.gov
MARKETING STRATEGIES
Exceed Expectations…
•Innovation
•Quality
•Benefits
Marketing Strategies
• • • • • • • Internet SBA Certification Business Size Multiple Contracting Vehicles Federal Credit EFT (Electronic Funds Transfer) Network
Optimize Opportunities
• • • • • • Develop Contractor Teaming Relationships Initiate Blanket Purchase Agreements Increase Employee Retention Improve Customer Service Accept Social Responsibility Expand Conference Participation
Office of Small Business Utilization
GSA’s Advocate for Today’s Minority, Women, Veteran, Service Disabled Veteran and HUBZone Small Businesses
www.gsa.gov/smallbusiness small.business@gsa.gov Christy L. Jackiewicz 202-501-1021 (main office) 202-219-0396 (direct line)