30 April 2012

환영합니다

Welcome !

30 April 2012

The US Federal Government Market,GSA Schedules &

Foreign Sellers

Presented By:

Ms. Jennifer Schaus & Mr. Gordon Creed

30 April 2012

AGENDA:

Distinguished Guests

Speaker Introduction & Background

The US Federal Government Market * Overview* GSA Schedule Contracts* Foreign Sellers

Conclusions – Q & A

30 April 2012

Distinguished Guests – US Government

3MMs. Ella Schiralli, Director Federal Business

Grant ThorntonMr. Scott Stephens, Director Federal Programs

Northrop GrummanMr. Frank Santos, Program Manager Aviation & Aerospace

FCI Tech, Inc. Ms. Izzy Friedlander, Government Specialist

Pantech Co, Inc.Mr. C. Patrick Henry, President

TCS, Inc. (TeleCommunication Systems Inc.)Mr. Mark Sweeny, Federal Government Director

CSC, Inc. (Computer Sciences Corporation)Ms. Nazanin Tavassoli, Business Development and Mr. Rick Zapka, Senior Director

CA, (Computer Associates)Ms. Brendan Peter, Director Global Government Relations

30 April 2012

Speaker Background:

Ms. Jennifer Schaus, Principal Jennifer Schaus & Associates

* Business Strategist for Federal Government Contracting (15 yrs)

• Developed Successful Approaches for Foreign Company Sales to U.S. Govt.

• Established Boutique Consulting Firm providing GSA Schedule & US Gov Sales, Business Development, Lobbying and Targeted Business Match-Making Support

* Trusted Business Advisor to Embassy Commercial Attachés & Foreign Delegations

• Frequent speaker/contributor to NDIA, NCMA, American Express, Washington Post, Wall Street Journal, Washington Business Journal, etc.

30 April 2012

Speaker Background:

Mr. Gordon S. Creed, Business Practices & Legal Advisor

* U.S. General Services Administration (30 years)Deputy Assistant Commissioner

Deputy Associate General Counsel Appeared before Commissions, Courts and Congress

• Strategic Advisor to Dean Kamen, Segway inventor, EcoDomo LLC,

• Inventor/Patent Holder to Yachtsman Watch, Hamilton Watch Co.

* National Advisor to President/CEO National Women’s History Museum

30 April 2012

US Federal Government Market - Overview

* World’s largest market purchasing $600 Billion USD per Year

* Buys anything from toothpaste to armored vehicles to office supplies

* Competitive playing field with small, mid-size and Fortune 500 firms

* Foreign firms that are TAA Compliant can compete

* FAR Regulations = Government doctrine

* Budgets are dispersed among agencies for an OCT 1 fiscal year start

30 April 2012

US Federal Government Market - Overview

• Purchases are based on various factors:

- Relationship with Buyer, End-User, Decision Makers

- Quality of Product / Service

- Competitive Price

- Ease of purchase & attractiveness for buyer

* Sales Cycle: 12 - 20 months

30 April 2012

US Federal Government Market - Overview

Ease of Purchase – AND – Attractiveness To Buyer

Contract Vehicles – Vetting of your company capabilities and processes;One click streamlined purchase;

Set – Aside Designations: Certification Process in place by SBASpecific contracts only for these designations:

- Small Business - Women Owned

- Veteran Owned - Disadvantaged, etc.

30 April 2012

US Federal Government Market – GSA SCHEDULE

* GSA – General Services Administration* Marketing tool ONLY* Does NOT guaranteed any sales

* One of many contract vehicles* Also used by state and local – Red Cross, UN, World Bank, etc.

* Most widely used - $66 Billion in annual purchases* 22,000 Schedule Holders* 39 Schedules – segmented by offering* 5 year contract with three 5 year renewable periods

30 April 2012

US Federal Government Market – GSA SCHEDULE

* GSA Sched main impetus: Fair and Reasonable Pricing

* Establish MFC, Most Favored Customer * GSA seeks “equal to OR better than” your MFC Price * Price Negotiations – Basis of Award

* Sales quota must be met of $25k per year* IFF, Industrial Funding Fee .75% per quarter to be paid to GSA

30 April 2012

US Federal Government Market – GSA SCHEDULE

* Large businesses MUST submit a Sub-K (Small Business Subcontracting Plan)

* Small businesses can partner & team with larger firms for contracts

* Large businesses seek qualified small businesses

30 April 2012

US Federal Government Market – Foreign Sellers

* TAA Compliance

* Partner with established US Government contractors

* Much info is public avail on government sites including

Gather Competitive Intelligence Re: customer and competitors for strategic planning. All information is accessible on public FedGov websites.

30 April 2012

US Federal Government Market – Foreign Sellers

* Introduction of new and innovative products / services

* Set up US “base” – advocate working on your behalf – or consider US subsidiary

* Industry Association membership – relevant trade shows

* Agency Events / Programs / Networking / Education

30 April 2012

US Federal Government Market – Conclusions

* Worlds largest market

* Can be lucrative – guaranteed payment

* Relationships matter

* Multiple paths to win contracts

30 April 2012

감사합니다

Thank You !

Ms. Jennifer Schaus JSchaus@JenniferSchaus.com

+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8

Mr. Gordon S. Creedgcreed@JenniferSchaus.com+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8