GSA Training for Small Businesses - 4 PDH

Tuesday, October 31, 2023 
Time: 1:00 - 5:00 p.m. CDT
Room: 007AB

$99 for SAME Members / $129 for Non-Members

*Already registered for SBC? Contact registration@same.org to add this Workshop to your existing registration.*

Space is limited to 60.

Whether you are a small business looking to break into the federal marketplace or a seasoned A/E/C contractor seeking to increase your visibility and presence, this 4-module workshop presented by GSA will help you better prepare to do business with the federal government. Topics will include navigating SAM.gov, marketing and positioning your company, and understanding the value of market research.

Who Should Attend?

• Any small business that wants to do business with the Federal Government

• All small businesses who want to increase their presence with the Federal Government

• Anyone who would like to learn about selling to the Federal Government via a GSA schedule contract

• Small businesses debating if they should become a GSA contract holder

• Any businesses who are GSA contract holders 

Why Should You Attend?

• Learn how to start searching for federal contracting opportunities

• Reduce the mystery of the Federal Government and lessen the risk of missing out on future government opportunities

• Hear about tips and tricks to help you market your business to the Federal Government to increase your visibility

• Learn why federal acquisition professionals conduct market research and how the information you provide through MRAS RFIs could potentially generate more business for your company

Module 1 – SAM.gov: Gateway to Federal Government Opportunities

Co-presented by Al Garza, GSA’s Office of Small and Disadvantaged Business Utilization & Curtis Mohler, San Antonio’s APEX Accelerator (invited)

Module 1 will provide an overview of the federal government’s System for Award Management (SAM), the portal to participate in federal contracting. Topics covered will include how to register, how to search for opportunities, and how to resolve problems with the Federal Service Desk.

Learning Objectives:

• Learn how to register for SAM.gov

• Learn how to search contract opportunities by NAICS code, place of performance, or Federal organization

• Learn how to run reports

Module 2 – Increase Your Presence with the Federal Government

Presented by Jason Gerlof, GSA Public Building Services

Module 2 will highlight how to define your firm’s size standards and small business categories for proposal submissions as well as techniques to highlight what your value-add is for the government, how to get your firm to stand out from the others, and how to connect with other firms for joint ventures or subcontracting opportunities. Experienced contracting officers and contracting officer representatives will discuss what they have discovered from reviewing hundreds of contracts.

Learning Objectives: 

• Knowledge: How do firms define their size standards and small business categories for marketing to the Government?

• Knowledge: What tools are available for market research?

• Comprehension: How can firms market to both the Federal Government and potential partner firms?

• Application: How can firms apply their knowledge to widen their net for potential projects, by raising their visibility with the Federal Government?

Module 3 – Marketing to the Federal Government

Presented by Stacy Swann, GSA

Module 3 will help you understand the benefits of MAS and how to market yourself to your federal customers. Topics covered will include contract flexibilities such as Contractor Team Arrangements, Blanket Purchase Agreements, and use of the Order Level Materials, as well as tips for performing market research and gathering data reports to better understand and reach your target federal customers. Receiving a FAS Multiple Award Schedule (MAS) contract is just the first step in making it easier to do business with the federal government.

• Learn how to better position your company to sell your goods and services to the Government

• Hear from Government marketing experts how to reach customers for your business

Module 4 – Market Research Demystified: Empowering Small Businesses for Success

Presented by Tiffany Shabanian, GSA Federal Acquisition Service

Module 4 will discuss the market research services GSA provides, how to effectively respond to GSA’s Market Research As a Service RFIs, and what GSA does with the results. As an industry partner, you can provide valuable market research data to inform the purchasing decisions of GSA customers. Participating in our research allows you to showcase your products and services to potential buyers and play a key role in helping government agencies make informed and efficient purchasing decisions.

Learning Objectives:

• Learn why market research is conducted

• Learn about the market research services GSA provides

• How to effectively respond to MRAS RFIs

• Understand what GSA does with the results

Presenters

Al Garza

Albert Garza has been involved in government procurement at both the federal and local levels for 35 years. He started with the General Services Administration (GSA) as a Presidential Management Intern in 1988, and held a variety of positions with GSA's Federal Supply Service in Fort Worth and San Diego. In 2000, he became an economic development specialist and then contract officer for the City of San Antonio's Economic Development Department. In 2007, he returned to GSA as a Small Business Specialist located in Fort Worth.

Jason Gerlof

Jason Gerloff is the Lead Contract Specialist for GSA’s Greater Southwest Region (R7), with previous experience in GSA Regions 5 (Chicago) and 8 (Denver). He holds an unlimited warrant and a FAC C III certificate as both a Contracting Officer and Contracting Officer’s Representative. He also served with the Department of Homeland Security’s Federal Law Enforcement Training Centers, and the Department of Commerce (NIST and NOAA). Jason has been involved with procurements in support of the National Bio and Agro-Defense Facility, the Precision Measurement Laboratory in Boulder, Colorado, the Solar and Photovoltaic installation at the Barking Sands Naval Base, LEED Gold historic courthouse renovations across the country, and a joint project with the Canadian Government on a cattle inspection facility in Montana.

Stacy Swann

Stacy Swann serves as the National Account Manager for the U.S. Army Corps of Engineers (USACE) for GSA’s Federal Acquisition Service (FAS).  In this role, she serves as a trusted customer advisor; maintaining an awareness of the agency’s evolving needs, priorities, strategic objectives and assisting USACE to accomplish their mission as efficiently and effectively as possible by utilizing GSA’s vast portfolio of solutions ranging from acquisition solutions, property disposal, supply requisition, and fleet.

In addition to USACE, Ms. Swann also serves as the National Account Manager for the Department of Homeland Security, Department of Justice and the National Aeronautics and Space Administration.

Prior to joining GSA FAS in 2015, Ms. Swann served in the GSA Public Buildings Service (PBS) for 15 years. During her time with PBS, she began as a Regional Account Manager for the Department of Homeland Security assisting them with their real property requirements. Then she was promoted to the National Account Manager for the Department of Justice, where she led the FBI’s field office expansion. Ms. Swann’s last position in PBS was as National Account Director of the Law Enforcement and Defense Team. In this role, she led a team of 7 national account managers to ensure high quality workplace solutions for civilian and defense customers. 

Ms. Swann earned a Bachelors of Science in Finance from the University of Maryland at College Park and a Masters of Business Administration from Loyola College of Maryland.

Tiffany Shabanian

Tiffany Shabanian has been with the U.S. General Services Administration (GSA) for over 13 years. She started her career with GSA in the Federal Career Intern Program with the Public Building Service (PBS) working in the Real Property Utilization and Disposal division. During her time in PBS, she helped to market lighthouses being offered for sale under the National Historic Lighthouse Preservation Act. She was also a Budget Analyst for the program and managed hundreds of Reimbursable Work Agreements.

She continued her career with the Office of Congressional and Intergovernmental Affairs, where she served as a liaison to members of the U.S. Senate and House district offices in the six New England states. Her role included planning and providing efficient space in GSA-controlled buildings, to procuring office furniture as well as moving services. Tiffany continued her career with GSA’s Federal Acquisition Service (FAS) in their Customer Account and Stakeholder Engagement (CASE) division, where she is currently the Program Manager for the Market Research As a Service (MRAS) program.

Prior to her career with GSA she was a Project Manager with Teradyne, a manufacturer of semiconductor testing equipment, where she received her Green Belt Six Sigma Certification. She attended Bentley University where she graduated with honors in Business Management. She also received her Master’s Degree in Business Administration from Rivier University.