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Your GSA Service Schedule Contract: Get it and keep it!. Breakout Session # 1204 Ralph Lentz April 7 2:30-4:00 PM. GSA Service Schedules. Over $23,000,000,000 FY08 sales Services - 60% of all schedule sales Sales leaders - IT, MOBIS, PES, Security, FABS, LogWorld

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Your GSA Service Schedule Contract: Get it and keep it!

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Your gsa service schedule contract get it and keep it

Your GSA Service Schedule Contract: Get it and keep it!

Breakout Session # 1204

Ralph Lentz

April 7

2:30-4:00 PM

Gsa service schedules

GSA Service Schedules

Over $23,000,000,000 FY08 sales

Services - 60% of all schedule sales

Sales leaders - IT, MOBIS, PES, Security, FABS, LogWorld

Over 17,000 schedule contracts

Over 80% contracts with small business

Multiple award schedules program management

Multiple Award Schedules Program Management

Federal Acquisition Service

Acquisition Management

Integrated Technology Services

Travel, Vehicle and Card Services

General Supplies and Services

Acquisition Centers

Gss acquisition centers

GSS Acquisition Centers

Admin Services & Office Supplies

Facilities Maintenance & Hardware

Greater Southwest Acquisition Center

Integrated Workplace Acquisition Center

Center for Services Acquisition

Management Services Center

Is a multiple award schedule contract right for you

Is a Multiple Award Schedule Contract Right For You?

Assess the marketplace

Identify and assess competition

Can you meet the solicitation/contract requirements?

Develop a schedules contract business plan

Take advantage of available training

Available training

Available Training

Vendor Support Center

Pathway to Success

The Center for Acquisition Excellence

How to Become a Contractor – GSA Schedules Program

Office of Small Business Utilization

How to get a mas contract

How to get a MAS contract!

Go to

Locate the applicable schedule

View the solicitation on FedBizOpps

Start with “Read Me First”

Prepare your offer

Submit your offer to the applicable GSA acquisition center

Why offers are rejected

Why Offers are Rejected

Incomplete offer

Significant errors

Incomplete or unacceptable project experiences

Inappropriate or unsupported labor categories

Incomplete or unacceptable pricing

Failure to respond to clarification/negotiation requests in a timely manner

Incomplete offer examples

Incomplete Offer Examples

1449 not completed

Not registered in Online Reps & Certs Application

Central Contractor Registration (CCR) not current

No Vendor Response document provided

Financial reports not submitted

No order form for Open Ratings

Commercial Sales Practices Format not completed

Significant error examples

Significant Error Examples

Offer submitted under expired solicitation

Applicable NAIC not included in CCR

Pathways training not completed by current employee/authorized negotiator

Lack of corporate experience (2 years)

Unresolved financial/performance issues

Inconsistent information

Examples of incomplete or unacceptable experiences

Examples of Incomplete or Unacceptable Experiences

Untimely experiences

Inadequate number of acceptable experiences

Out of scope experiences

Unsupported experiences

Experiences do not match offered Special Item Numbers

Examples of inappropriate or unsupported labor categories

Examples of Inappropriate or Unsupported Labor Categories

No position description provided

No education/experience requirements

Overhead labor categories offered

Labor categories that do not relate to the service proposed

Examples of incomplete or unacceptable pricing

Examples of Incomplete or Unacceptable Pricing

No identified Most Favored Customer

Basis of pricing not identified (Commercial Price List or Market Pricing?)

Pricing not supported

No method of escalation proposed

Inclusion of Industrial Funding Fee (IFF) not indicated

Foreign/domestic and government/contractor site not addressed

How to keep your mas contract

How to keep your MAS contract!

Complete/current GSA Advantage SIP file

Market your services

Timely submission of IFF on sales

Maintain your contract

Mass modifications

Address or contact changes

Novation or name change

Price changes

Add/delete services

Why contracts are cancelled

Why Contracts are Cancelled

Lack of Sales (no/low sales)

Contractor request or contractor goes out of business

Multiple contracts, same schedule

Out of scope work

Poor contractor performance (not reporting sales/remitting IFF, not in GSA Advantage, inadequate contract management)

Meeting sales requirements

Meeting Sales Requirements

Required Sales: $25K 1st two years, $25K yearly after two years

Marketing Resources

Industrial operations analyst reviews

Industrial Operations Analyst Reviews

Administrative Contracting Officer representative

Not an “auditor”

Conduct periodic reviews

Contractor Assist Visit Report

Administrative Report Card

Available information

Available Information

View the New Contractor Orientation website at

Vendor Information

Reporting Sales

The Steps to Success

Vendor Training

New Contractor Orientation Webcast

SIP Web Training

Additional information

Additional Information

Office of Small Business Utilization

Doing Business With GSA

Schedule Specific Help (Example)

Products and Services

Professional & Technical Solutions

Business Consulting (MOBIS)



GSA sends initial letter sent 150-180 days prior to contract expiration date

Timely contractor response required

Reviewed by contract specialist

Goal is to exercise 30 days prior

Pre-award audits are the exception

Options continued

Options Continued

Expect to be asked to “clean up” the contract

SIN, labor categories, support products not sold

Update GSA Advantage file

Address unresolved performance problems

Pre award audits

Pre-Award Audits

GSA IG reviews

Coordinated with GSA PCO

Audits selected based on sales and PCO identified issues

Notification letters sent 210 days prior to contract expiration date

May result in temporary contract extension

Why options are not exercised

Why Options are not Exercised

Lack of sales (no/low sales)

Out of scope work

Lack of required documentation (CCR, ORCA, Sub K Plan, CSP, novation, etc.)

Contractor request or contractor goes out of business

Pricing not fair and reasonable

Poor contractor performance (not reporting sales/IFF, not in Advantage, inadequate contract management)

Multiple contracts, same schedule

Response to GSA contract specialist not timely

Want to know more

Want to know more?

GSA Schedules Contract Training


June 9-11, San Antonio TX

Center Industry Day(s)

MSC Industry Days, Aug 18-19, Seattle



[email protected]

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