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Northeast and Caribbean Region. How To Obtain a GSA Schedules Contract. Presented by: Janice Bracey and Donald J. Denno. Today’s workshop will cover…. What is the General Services Administration GSA’s Multiple Award Schedules program Quick 10 Step Checklist

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how to obtain a gsa schedules contract

Northeast and Caribbean Region

How To Obtain a GSA Schedules Contract

Presented by:

Janice Bracey and Donald J. Denno

today s workshop will cover
Today’s workshop will cover…
  • What is the General Services Administration
  • GSA’s Multiple Award Schedules program
  • Quick 10 Step Checklist
  • Market Research Tips
  • Electronic Technology – E-Tools
  • The most significant sections of an offer
  • How to submit an offer
  • The evaluation and award process
slide3

GSA MISSION STATEMENT

  • The General Services Administration (GSA) leverages the buying power of the Federal government to acquire best value for taxpayers and our Federal customers. We exercise responsible asset management. We deliver superior workplaces, quality acquisition services, and expert business solutions. We develop innovative and effective management policies.
gsa s small business utilization center
GSA’s Small Business Utilization Center

Mission Statement

● Promote increased access to national procurement opportunities

● First point of contact for small businesses:

- NY, northern NJ, PR, & VI

● Provide: counseling, information, and resources

● Interested in locating & assisting small businesses

● Develop small business programs to promote growth

gsa regional organization

New

England

10

WA

ND

MT

MI

VT

Auburn

WI

NH

Northeast

Caribbean

OR

MA

SD

ID

MI

Great Lakes

CT

Northwest/Arctic

Rocky Mountain

RI

2

NY

IA

WY

NE

New York City

UT

Chicago

OH

IN

Heartland

CA

NV

PA

Denver

5

3

Pacific Rim

8

Phila.

NJ

MD

IL

Kansas City

6

9

DE

CO

WVA

D.C.

VA

KS

KY

Mid-Atlantic

MO

AZ

San Francisco

OK

NM

AR

Southeast Sunbelt

TN

11

Greater Southwest

NC

SC

Atlanta

National

Capital

Fort Worth

LA

4

7

AL

MS

GA

FL

TX

Guam

Guam

GSA Regional Organization
slide7

“Landlord” of the civilian federal government

  • “Full Service” provider
    • - Develop, Lease, and Manage
  • Architecture & Engineering Services
  • Construction, Landscaping, Janitorial Services
  • Point of Contact: PBS Small Business Advocate
  • Jennifer Heno 212-264-9150
slide8

GSA is America's only source solely dedicated to procuring goods and services for government. As an integral part of GSA, the Federal Acquisition Service (FAS) possesses unrivaled capability to deliver comprehensive products and services across government at the best value possible. FAS offers a continuum of innovative solutions in the areas of:

Products and Services

Technology

Motor Vehicle Management

Transportation

Travel

Procurement and Online Acquisition Tools

slide9

Acquisition Centers

Specialized buying centers within GSA

Center for Facilities Maintenance & Hardware 816-926-6760

Greater Southwest Acquisition Center 817-978-4545

IT Acquisition Center 703-305-3038

Management Services Center 800-241-7246

Office Supplies & Administrative Services Center 212-264-0305

Integrated Workplace Acquisition Center 703-305-7003

Services Acquisition Center 800-488-3111

Office of Vehicle Acquisition and Leasing Services 703-308-CARS

slide10

Multiple Award Schedule Program

  • Premier Contracting Vehicle – IDIQ
    • - Commercial Products & Services
    • - Contract awarded to vendors – (e.g. VA / DOD)
    • - Fair and reasonable pricing
  • Initial Goal – Complete Solicitation (Application)
    • - Receive a “GSA Number”
    • - “License to Hunt”
    • - Effective Marketing Tool
slide11

Why Obtain a “GSA Contract”?

  • “Preferred source of procurement”
  • Not a mandatory source
  • “Pre-qualifies” and “pre-approves” vendors to sell
  • Agencies feel more conformable doing business
  • Business NOT guaranteed
slide12

Who Are Our Customers?

  • U.S. Government is the worlds largest marketplace
  • Catalyst for over $66 billion =

¼ of total government spending

  • Overall sales of MAS exceed 40 billion
  • Premier Acquisition Program

- New Customer base

- Executive, judicial, and legislative branches

- Military and Civilian federal governments

Worldwide

multiple award schedule mas
Multiple Award Schedule (MAS)
  • GSA Schedules – identified products/services
    • 48 Schedules currently available
    • Choose one that best fits your product/Service
  • SINS– Special Identification Numbers
    • Defines a class of Products and Services within a

Schedule

contract terms
Contract Terms
  • Base Contract = 5 years
  • First two years:
    • Cumulative sales of $25,000
  • Evergreen clause
    • Establish relationships with quality vendor
    • Permits three, five years options to renew
    • Ability to remain 20 years on schedule
who qualifies for a contract
Who Qualifies for a Contract?

Transparent Process

  • Adequate financial resources (3 yrs)
  • Satisfactory performance record (Open Ratings)
  • Satisfactory integrity and business record
  • Comply with all terms and conditions
is there a demand for my product service
Is There a Demand for My Product/Service?

Market Research:

  • Which agencies purchased my products?
  • Where are they located?
  • How much did they pay?
  • What are the buying trends?
  • What are the expected forecasted sales?
slide17
Market research and geographical analysis:
    • Detailed data over $25,000
    • Summary data under $25,000
  • Report Identifies:
    • Who bought what from whom,
    • how much and when and where

http://www.fpds.gov/

outreach events
Outreach Events
  • Go to gsa.gov and search for: OSBU National Calendar for Small Business Events
  • Government / Private / Non-for-profit
    • Networking Events
    • Trade Shows
    • Trade Associations
    • Exhibition Fairs
    • Procurement Conferences
    • GSA Expos – http://expo.gsa.gov
    • Brochures / Publication
10 step summary checklist
10 Step Summary Checklist
  • YOU: Complete Online Registrations
        • Start Past Performance Review
        • ORCA (representations & certifications) If applicable
  • YOU: Obtain and Complete Solicitation
  • YOU: Submit Completed Offer
  • GSA: Evaluates Offer
  • GSA/YOU: Negotiate Offer
  • GSA: Rejects or Accepts the Offer
  • YOU: Load information to GSA Advantage
  • YOU: Market your New GSA

Contract Number

slide22

Online Representations and Certification Application

● Database providing representations and certifications

to contracting officers

http://.orca.bpn.gov

Certifications on the Federal Level

  • Small Business Administration certifies:
    • - 8 (a) small disadvantage business
    • - HUB Zone (Historically Under Utilized Business Zone)
    • http://www.sba.gov
slide23

http://www.ccr.gov

  • Mandatory: Must register your business
  • Dun and Brad St. Number Required
  • One-time registration
  • Update once a year to remain active
past performance review
Past Performance Review
  • Combines operational and financial information
  • Requires 20 references
    • Commercial customers
    • Government (local, city, state, federal)
  • $185 – valid for six months

www.openratings.com

slide26

STAPLER

GSA eLibrary is available 24 hours a day, 7 days a week to provide up-to-date information on which suppliers have contracts and what items are available, by using various search options, Vendor, Contract Number, Schedule, SIN, etc..

http://www.gsaelibrary.gsa.gov

slide29

Scroll down to download “All Files”

Or download individually

This is your Schedule application needed for a GSA Number

Watchlist / Interested Vendors

Registration

www.fbo.gov

slide30

Vendor Training – Contractor Orientation Web Cast

Publications Tab – “Steps to Success”

- Understand Contract Requirements

- Market Tips, caring for your contract

http://vsc.gsa.gov/

slide31

www.gsadvantage.gsa.gov

Vendors can browse by:

● keyword

● part #

● Contract #

● Manufacturer

Conduct Market Research

● What is your competitors pricing

● What do they offer

slide32

Submission of your offer

Solicitation Package

filing out the solicitation
Filing out the Solicitation

Standard Form 1449

●Blocks 7A and 7B.- POC

● Block 17a- Contractor’s legal business name and address

● Block 17b- Check if remittance is different

● Block 30a- Signature of offer/contractor

● Block 30b-Name and Title of Signer

● Block 30c- Date signed

sections of the solicitation
Sections of the Solicitation
  • Special Item Numbers (SINS)
  • NAICS Codes (census.gov)
  • Order Limitations
  • Trade Agreements Act
  • Commercial Delivery Schedule
  • Economic Price Adjustments
  • Industrial Funding Fee
  • Modifications
  • Contact of Contract Administration
  • Scope of Contract
  • F.O.B Destination
sections of the solicitation1
Sections of the Solicitation

● Payment by Government Commercial Credit Card

● CSP-1 Commercial Sales Practice Format

Commercial Sales, Federal Sales, MFC Sales

● Contract Price List

(Gov’t prices that will be offered on your Schedule contract)

- Be sure your prices are better than your Most Favored Customer(s) pricing

slide36

Technical Section

Understanding of Requirements

● Description of the services offered per SIN

Professional Staff

● Resumes of professional staff to be assigned work

● Education credentials and demonstrated successful experience required

Corporate Experience

● Descriptions of work performed within the past two years

● Customer, agency or firm name, name of person whom work was performed, and telephone number for verification, if necessary

● Submit an original and one copy

price section
Price Section

● Two copies of company’s commercial pricelist/catalog indicating what products/services are offered

● Cost information should show how your company arrived at proposed prices

● Include Industrial Funding Fee (IFF) of .75% (3/4 of 1%) in price proposal

● Government Price, Commercial Price, Government Discount

33

e offer and e mods
E-offer and E-mods

E-Mod

● Electronically prepare and submit contract modification request

● Requires a Digital Certificate

● Link on the Vendor Support Center website

www.eoffer.gsa.gov

offering of new product s service
Offering Of New Product (s) / Service

● All solicitations include Introduction of New Service/Products (INSP) clause L-FSS-400

● New service, function, task or attribute that may improve Federal agencies in accomplishing their mission

● Contracting Officer (CO) will review and evaluate INSP offer

● CO determines if offer is accepted

slide41

Consolidated Services

● Formerly the Corporate Schedule

● Designed for companies that have more than one business line (services)

● Save money and increase visibility to Federal buyers

● A single cost-effective gateway to the Federal marketplace

● Eliminate redundancy and duplication

● Solicitation No. FCO-00-CORP-0000C

slide43

After Submittal Of Offer, GSA Determines

  • ● An initial review is performed to determine if the offer is responsive, responsible, and prices received are fair and reasonable.
    • ● Responsive: Filled in completely.
    • ● Responsible:
      • ● A viable product or service
      • ● Satisfactory performance history
      • ● Financial Resources
slide44

Schedules Evaluation/Award Process

  • ● Contracting Officer (CO) will be assigned to review your offer
  • ● CO will send a deficiency letter if additional information is needed
  • ● Pricing negotiations in person or by telephone
  • - Award based on most favored customer pricing
  • - Contract awarded – GSA Contract Number issued
  • - Cycle time to process offers – 70 days in FY09
  • ● CO will provide guidance on GSA Advantage!
slide45

After the Award

  • ● Vendor Support Center provides info on:
      • ● Marketing to the Federal Government
      • ● Reporting Sales
      • ● Industrial Funding Fee
      • ● Uploading your catalog on GSA Advantage
      • http://vsc.gsa.gov
  • ● Contractor must electronically upload products/services ASAP after award
  • ● Contractor distributes approved GSA Schedule Pricelist to federalcustomers
slide46

www.ebuy.gsa.gov

E-Buy

Component of GSA Advantage

  • Request for Quotes Tool
  • Attach documents to an RFQ
  • Federal buyers send requests & receive quotes
slide47

What are BPAs?

● Accounts established with ANY Schedule contractor to satisfy recurring purchasing needs.

● Simplify the ordering process and the burden of numerous task/delivery orders.

● Based on the potential volume of business, contractors may offer the best quantity/volume discounts available under their contract, regardless of the size of the individual orders.

slide48

Subcontracting Opportunities

gsa.gov

In search box type:

Subcontracting Directory

Hit “Enter”

http://sba.gov/index.html

● Don’t need to have a “GSA Number” or be on GSA Schedule

● Contact Prime Contactors directly

● Primes need to fulfill Subcontracting Goals

- socio-economic categories

slide49

Contractor Teaming Arrangements

● Teaming Arrangements are created when two or more Federal Supply Schedule contractors join together to provide a solution to meet a federal customer need.

● They independently abide by the terms of their individual contracts, but one contractor is designated, by the team, as Team Leader.

● Contractors form these arrangements, at their discretion, when the result of their efforts produce the best solution for an agency’s requirement.

slide50

Tips to get your contract award quickly

Go over package first before filling out. Write all questions down and contact the Contract Specialist

Don’t leave blanks. If it doesn’t apply, insert “N/A” in the appropriate space

Go over SF 1449 before submitting

Make sure your package is identifiable

Once Submitted, allow at least two weeks before checking status

contact the sbuc
Contact the SBUC

U.S. GENERAL SERVICES ADMINISTRATION

SMALL BUSINESS UTILIZATION CENTER

NORTHEAST AND CARIBBEAN REGION

26 Federal Plaza – Room 20-100

New York, NY 10278

R2.sbuc@gsa.gov

212-264-1235

Fax 212-264-9759

www.gsa.gov

www.gsa.gov/smallbusiness

questions
Questions?

Thank You!