Doing Business with GSA Without a GSA Schedule

1. Doing Business with GSA: Contracting without a GSA Schedule Christy L. JackiewiczOutreach Program ManagerOffice of Small Business Utilization

2. Introduction • While GSA’s main role in the government is to ensure our buyers have the best choices when spending tax payer dollars, we are also here to help buyers identify small businesses who can meet their requirements. • In order to ensure buyers see small businesses as a resource we educate our vendors on GSA programs and initiatives so that they can be prepared for new opportunities. • To learn more about the resources GSA provides to small businesses, please visit www.gsa.gov/osbu

3. Purpose • Learn about options to partnering with GSA • Review steps to successful partnering relationships • Learn how to locate new opportunities • Highlight tools for success • Provide Helpful Guidance • Provide support and access to more information

4. Subcontracting as a Contract Option • How to participate: • Open to all business sizes • Take turns being the prime • Bring the opportunities to the table • Highlight your partnerships as your government experience • A Plan is Required: Large Business and revenue is $650,000 or greater ($1.5M for construction) including all options

5. Subcontracting Plan www.acquisition.gov • “Individual contract plan” means a subcontracting plan that covers the entire contract period (including option periods), applies to a specific contract, and has goals that are based on the offeror’s planned subcontracting in support of the specific contract, except that indirect costs incurred for common or joint purposes may be allocated on a prorated basis to the contract. • “Master plan” means a subcontracting plan that contains all the required elements of an individual contract plan, except goals, and may be incorporated into individual contract plans, provided the master plan has been approved. • “Subcontract” means any agreement (other than one involving an employer-employee relationship) entered into by a Government prime contractor or subcontractor calling for supplies and/or services required for performance of the contract, contract modification, or subcontract.

6. Contracting Teaming Arrangements as a Contract Option • How to participate: • GSA Schedule Contractors • Find a GSA Schedule Project (Fedbizopps, Forecast) • Invite other GSA Contractors to Participate • Highlight your team as your government experience • An agreement is required: All team members should work out the details like team lead etc. The buyer must accept the agreement. There are non-GSA Schedule teaming arrangements to consider.

7. Contractor Teaming Arrangements www.acquisition.gov “Contractor team arrangement, "means an arrangement in which— • (1) Two or more companies form a partnership or joint venture to act as a potential prime contractor; or • (2) A potential prime contractor agrees with one or more other companies to have them act as its subcontractors under a specified Government contract or acquisition program.

8. Joint Venture as a Contract Option • How to participate: • Open to all business sizes • Formal agreement to merge assets • Commitment • An agreement is required: All parties should weigh heavily the magnitude of this commitment and involve legal counsel.

9. Joint Ventures* • What is a Joint Venture?A joint venture is when two or more businesses enter a temporary partnership. This partnering is usually associated with a specific contract or product that it is mutually beneficial to both businesses. Partnerships may be formed for a variety of reasons. • A business may hold a specific patent or process that another business wants to utilize. • A business may have market penetration in a special area. • Both businesses may have complementary products. *See Slide Notes and www.acquisition.gov

10. Successful Partnering • Introduce - Use every opportunity to meet new potential partners • Exchange Information – Never leave home without your business cards and a pen • Go to breakfast/lunch/dinner– Set up a time within the first two weeks • Go to other things together– meet at events of mutual interest • Determine value add – both sides should benefit from the partnership

11. Value-Add Checklist(assess in the first 2-3 meetings) • Positive Reputation? (birds of a feather) • Successful Contracts? (not dependent on your success) • Accessible Location? (services more than products) • Appealing Niche? (complement your company) • Certifications? (for set-asides and other benefits) • Memberships? (networking advantage) • Past Performance? (positive or negative) • Steady Growth? (past to current accomplishments)

12. Successful Partnering • Propose a collaboration – Once you find an opportunity invite them to the table • Develop the terms/promises – If both sides see the potential, determine the rules to the game • Sign an agreement/contract – put everything in writing • Begin the Journey – work hard and enjoy the success • Implement short and long term goals – Determine if there is a real future and if so, make plans of attack • Check in often to make sure both sides are experiencing success– re-evaluate the partnership every 6 months to a year to make sure you continue to grow and prosper.

13. Locate Partnering Opportunitieswww.gsa.gov/smallbizevents • Attend • Industry matchmaking events • Small Business Conferences • Follow social media • Support small business groups • Actively participate in events • Celebrateachievements in the small business community

14. Locate Partnering Opportunities www.fbo.gov, www.gsa.gov/elibrary, ssq.gsa.gov, www.usaspending.gov • Use and Analyze Reputable Database Services. • Maximize Functions to increase the quality of information • Fedbizopps (advanced search) • Schedule Sales Query (Generate reports, review contractors success for partnering potential) • Schedules e-Library (Contract information, GSA Advantage database)

15. Tools for Successful Partneringinteract.gsa.gov, www.gsa.gov/osbu • Social Media – join special groups looking for the same kind of business opportunities • Subcontracting Registry Sources- • Most Federal Agencies have an updated directory • Many large business have registration for their directory • Prime Contractor list • Most Federal Agencies have an updated directory

16. Tools for Successful Partneringwww.osdbu.gov, www.gsa.gov/mentorprotege • Small Business Incubators • Designed to support small business by providing business support and other helpful resources • OSDBU – Every Federal Agency has one • Consulting, Project information • Mentor Protégé Programs (GSA, DOD, SBA, etc.) • Bringing business together • Sharing knowledge and opportunities • Give and Take

17. Helpful Guidance • Put everything in writing • Consider • Rotating Prime Representation • Length of Commitment • Terms and Conditions for Exiting the Partnership • Track FBO for Government Trends • Veteran Set-Asides • Sustainability Requirements • Women Owned Small Business Set-Asides

18. Helpful Guidance • Look for Synopsis without a Solicitation • Build with Government Rep • Learn about Agency Goals • Support the development of the procurement • Develop social connections with potential partners • Consider providing samples of your capabilities through small projects • Be prepared to sum up your capabilities and past performance in less than a minute.

19. Small Business Advocates in GSAwww.osdbu.gov • Each Federal agency has an Office of Small Business Utilization put in place by congress “…to promote the maximum practicable use of all designated small business categories within the Federal Acquisition process…” These advocates report to the head of their agency on the success of this partnership. • Finding creative new ways to educate • Sponsoring and delivering business development training • Integrating low-cost networking events into established venues • Providing free counseling and more…

20. www.gsa.gov/osbu • Office of Small Business Utilization • Publications • Fact Sheets • Forecast and more • www.gsa.gov/smallbizevents • GSA National Small Business Events Interact.gsa.gov • Interact • Join the Small Business Solutions Group • Blogs • Discussion boards, • Polls • Small Business Feedback on important government issues • www.twitter.com/gsaosbu • (information and feedback changing small business procurements) • www.facebook.com • GSA, Office of Small Business Utilization • (Fan Page with lots of updates)

21. OSBDU Partners Advocating for Small Business • Small Business Administration • SBA provides business counseling, training and business development specialists providing free and low-cost services in your area.www.sba.gov , www.green.sba.gov1-800-U-ASK-SBA (1-800-827-5722) • The Association of Procurement Technical Assistance Centers PTACs are dedicated to assisting businesses seeking to compete successfully in federal, state and local government contracting.   http://www.aptac-us.org/new •  MBDA (Minority Business Development Agency) • MBDA, a part of the U.S. Department of Commerce is an entrepreneurially focused organization committed to wealth creation in minority communities. The Agency's mission is to actively promote the growth and competitiveness of large, medium and small minority business enterprises (MBEs). • http://www.mbda.gov

22. GSA Sources of Support

23. We want to hear from you. Please share your success stories, comments, questions and concerns. Christy L. Jackiewicz General Services Administration Office of Small Business Utilization www.gsa.gov/osbu Contact form: www.gsa.gov/askosbu 1-855-OSBUGSA (672-8472) Small Business Solutions