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Multiple Award Schedule (MAS) Offer Presentation “Pathway To Success”. Brenda Pollock Program Analyst GSA/FAS/QVOC. May 2010. Building Your “ Pathway To Success ”. Is an MAS Contract A Good Fit?. Three Questions To Answer. Not A Good Fit At This Time. Making An Offer.

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Multiple Award Schedule (MAS) Offer Presentation“Pathway To Success”

Brenda PollockProgram AnalystGSA/FAS/QVOC

May 2010


Building Your “Pathway To Success”

Is an MAS Contract A Good Fit?

Three Questions

To Answer

Not A Good Fit At This Time

Making An Offer

Pursue Other Opportunities

MAS Training

Reevaluate When To Make An Offer

Read, Locate, Understand The MAS Solicitation

Develop an MAS Contract Specific Business Plan

Prepare And Submit An Offer

MAS Contract Award

section i
Section I
  • Multiple Award Schedules (MAS) Program Overview
    • GSA’s MAS Program
    • Opportunities
    • Rewards
gsa s mas program
GSA’s MAS Program
  • U.S. General Services Administration (GSA)
  • Multiple Award Schedules (MAS) Program
  • The Difference:
    • Multiple Award Schedule (MAS) Contract
    • Government-Wide Acquisition Contract (GWAC)
    • Multi-Award Contract (MAC)
mas contract opportunities
MAS Contract Opportunities
  • Government’s Premier Commercial Acquisition Program
  • Mirrors Commercial Buying Practices
  • A Fast, Easy And Effective Contracting Vehicle
  • Complies With All The Rules And Regulations
  • “Total Solutions”
  • Estimated $40 Billion In Sales
total sales of all schedules october 1 2008 september 30 2009
TOTAL SALES OF ALL SCHEDULES October 1, 2008 – September 30, 2009

TOTAL NATIONAL SALES: 38,024,820,147

socioeconomic breakdown of fas multiple award schedules

Of the 14,920 Small Businesses, 7,656 belong to at least one socioeconomic category, 7,264 are “just small”. The following numbers belong to corresponding socioeconomic


Note: All numbers are for active, FAS Multiple Award Schedule contracts as of Jan 27, 2010.

Some contractors fall into multiple socioeconomic sub-categories, therefore subtotals

will not add up to 7,656

mas contract rewards
MAS Contract Rewards
  • Dependable And Reliable Business
  • Innovative
  • Fast Growing Commercial Acquisition Program
  • Government-Wide Contract
section ii
Section II

Is an MAS Contract A Good Fit?

the government marketplace
The Government Marketplace
  • Federal Business Opportunities (FedBizOpps)

  • Federal Procurement Data System - Next Generation (FPDS-NG)

  • Forecast Of Government Opportunities
Dept. Of Defense

Dept. Of Energy

National Aeronautics And Space Admin.

Dept. Of Veterans Affairs

U.S. General Services Admin.

  • Dept. Of Health And Human Services

  • Dept. Of Agriculture
  • Dept. Of Justice
  • Dept. Of the Interior
  • Dept. Of Education

more opportunities
More Opportunities
  • “Government Executive Magazine”
  • “Federal Computer Week”
  • “Government Computer News”
  • “Washington Technology”
  • “Federal Times”
forecast of contracting opportunities
Forecast Of Contracting Opportunities
  • List Of Proposed Contracts For The Fiscal Year
  • Points Of Contact For Specific Departments
  • Posted On Federal Websites
  • Free To Any Company Seeking Government Procurements
  • For GSA Go To

  • GSA Schedules eLibrary
  • GSA Advantage!®

  • GSA Schedule Sales Query

  • Devote Resources
  • Develop Expertise
  • Prepare an MAS Contract Specific Business Plan
section iii
Section III
  • Not A Good Fit At This Time
    • Actively Pursuing Opportunities
    • Re-evaluate When To Make An Offer
socio economic opportunities
Socio-Economic Opportunities
  • The U.S. Small Business Administration Provides Various Procurement Programs For Socio-Economic Concerns
  • Additional Assistance Is Available Through The Following Websites:
    • SBA’s Procurement Center Representatives Program
    • GSA Headquarters And Regional Small Business Centers

re evaluate when to make an offer
Re-evaluate When To Make An Offer
  • Periodically Re-evaluate When Your Organization Wants To Make An Offer
  • If Now Is The Right Time, Follow The Next Steps
section iv
Section IV
  • Making An Offer
  • Taking Steps Toward Having A Successful MAS Contract
getting started
Getting Started
  • Take GSA’s MAS Training Courses
  • Locate, Read, And Understand The MAS Solicitation
  • Develop an MAS Contract Specific Business Plan
    • (NOTE: Not A Solicitation Requirement)
clauses incorporated by reference
Clauses Incorporated By Reference
  • Federal Acquisition Regulation (FAR) - 52
  • General Services Acquisition Manual (GSAM) - 552
planning for success
Planning For Success
  • “Failing To Plan Is Planning To Fail”
  • The Plan Should At Least Cover Two Major Areas:
    • Business Development
    • Contract Compliance
creating a business development plan
Creating A Business Development Plan
  • Identifying Your Target Market
  • Distributing Your MAS Pricelist
  • Maximizing Your Presence On GSA Advantage!®
  • Seizing Opportunities In eBuy
  • Expanding Opportunities Through Teaming
  • Participating In GSA’s Marketing Partnership
  • Maximizing Advertising Opportunities
capturing your target market
Capturing Your Target Market
  • As Part Of Your Business Development Strategy Consider:
    • Developing A Business Opportunities Database
    • Building Relationships With Potential Customers
distributing your mas pricelist
Distributing Your MAS Pricelist
  • Here Are A Few Options For Distributing a MAS Pricelist
    • Post A Copy On Your Web Page And Have A Link To It In GSA Advantage!®
    • Distribute Your MAS Pricelist To Potential MAS Customers
contractor team arrangements
Contractor Team Arrangements
  • Teaming Can Expand The Number Of Opportunities Available For Quote Submission
  • Plan Ahead And Identify Other MAS Contractors As Possible Teaming Partners
government advertising opportunities
Government Advertising Opportunities
  • Consider Advertising Opportunities
  • Government Targeted Publications May Help Maximize Opportunities
developing a contract compliance plan
Developing A Contract Compliance Plan
  • Areas Of Consideration:
    • Pricing
    • Trade Agreements Act
    • Scope Of Contract
    • Subcontracting
    • Labor Laws
    • Sales Reporting And Industrial Funding Fee Remittance
    • Administrative Compliance

Note: This Is Not An Exhaustive List Of Areas To Consider When Developing A Compliance Plan

pricing compliance
Pricing Compliance
  • Most Favored Customer And Basis of Award Pricing Concepts
  • Various MAS Contract Clauses Affect The Basis of Award Pricing Relationship
  • Questions To Consider In Developing A Compliance Plan
trade agreements act taa compliance
Trade Agreements Act (TAA) Compliance
  • Trade Agreements Act (TAA)
  • The Relationship Between The TAA and The MAS Program
  • Questions To Consider In Developing A Compliance Plan
scope compliance
Scope Compliance
  • MAS Contractors Must Comply With The Scope Of Their Contract
  • Areas To Consider:
    • Education
    • Contractor Teaming Arrangements
    • Open Market Procedures
    • Management Controls
subcontracting compliance
Subcontracting Compliance
  • Subcontracting Plans Are Required If:
    • Large Business
    • Estimated MAS Sales Over $550,000
  • Electronic Subcontracting Reporting System (eSRS)
  • “Good Faith” Effort
  • Compliance Planning Considerations
labor laws compliance
Labor Laws Compliance
  • MAS Contracts Contain Various Labor Law Compliance Requirements
  • Review The Solicitation Carefully To Assess Impact On Human Resource Practices
sales reporting and iff remittance compliance
Sales Reporting And IFF Remittance Compliance
  • GSAR 552.238-74 Industrial Funding Fee (IFF) And Sales Reporting
  • MAS Contractors Are Responsible For Reporting All MAS Contract Sales And Remitting The IFF
administrative compliance
Administrative Compliance
  • Keeping The MAS Contract Current
  • Records Retention
  • Payment
section v
Section V
  • MAS Proposal Process
    • Electronic Vs. Paper Offer
    • Completing an MAS Solicitation
    • MAS Proposal Evaluation Process
electronic vs paper mas offer
Electronic Vs. Paper MAS Offer
  • eOffer
    • Submit Proposal Electronically
  • Paper Offer
    • Submit Paper Proposal Directly To The Acquisition Center That Manages That Particular MAS Solicitation
completing an mas solicitation
Completing an MAS Solicitation
  • Before Beginning:
    • Data Universal Number System Number (DUNS)
    • Central Contract Registration (CCR)
    • Dun & Bradstreet (D&B) Open Ratings Past Performance Evaluation Report
completing an mas solicitation con t
Completing an MAS Solicitation Con’t
  • Cover Letter
  • SF 1449
  • Special Item Numbers (SINs)
  • Complete Solicitation Provisions
  • Online Representations and Certifications Application (ORCA)
completing an mas solicitation con t1
Completing an MAS Solicitation Con’t
  • MAS Proposed Pricing:
    • Provision GSAR 552.212-70 Preparation Of Offer
    • Complete Commercial Sales Practices (CSP-1)
    • Proposed MAS Pricelist In Accordance With Clause I-FSS-600
how does gsa evaluate an mas offer
How Does GSA Evaluate an MAS Offer?
  • Completeness
  • Scope
  • Responsibility
  • Subcontracting
  • Proposed MAS Pricing And Price-Related Terms and Conditions
  • GSAR 552.212-73 Evaluation – Commercial Items (Multiple Award Schedule)
scope of mas solicitation
Scope Of MAS Solicitation
  • Procuring Contracting Officers (PCO) Will Review The Offer To Ensure It Is Within The Scope Of The MAS Solicitation
demonstrating responsibility
Demonstrating Responsibility
  • Procuring Contracting Officers (PCO) Must Make An Affirmative Responsibility Determination
  • Three Broad Categories Of Responsibility
financial capability
Financial Capability
  • Offeror Must Demonstrate Adequate Financial Resources Or The Ability To Obtain Them
  • Procuring Contracting Officers (PCO) Reviews All Readily Available Financial Information
  • Additional Information May Be Requested
experience and performance capability
Experience And Performance Capability
  • Offeror Must Demonstrate A Satisfactory Performance Record And Capability To Perform
  • Multiple Sources Of Information May Be Used
  • Non-Responsibility Determinations
small business subcontracting plan
Small BusinessSubcontracting Plan
  • Required If:
    • Large Business
    • Estimated MAS Sales Over $550,000
  • Procuring Contracting Officers (PCO) Will Review 11 Elements Of The Plan For Acceptability
evaluating proposed mas pricing and price related terms and conditions
Evaluating Proposed MAS Pricing And Price-Related Terms And Conditions
  • Procuring Contracting Officers (PCO) Are Required To:
    • Conduct Price Analysis
    • Make A Fair And Reasonable Pricing Determination
    • Seek Most Favored Customer (MFC) Pricing
information used in conducting price analysis
Information Used In Conducting Price Analysis
  • The Following Are Examples:
    • Commercial Sales Practices (CSP) Information
      • Full And Complete Disclosure
    • Pricing/Discount Information From Current Or Prior Contracts
    • Anticipated Overall Volume Of Government Purchases Under The Resultant Contract
    • Recommendations From Pre-award Audits And Pricing Specialists
mas contract formation process
MAS Contract Formation Process

Step 1 –

Fact Finding/


Step 2 –


Step 3 –

Request For Final

Proposal Revisions


Step 4 –

Decision Of Award Or

No Award

web addresses
Web Addresses
  • Forecast of GSA Opportunities
  • Center for Acquisition Excellence Training
  • Pathway to Success Training
  • Federal Procurement Data System (FPDS)
  • Federal Business Opportunities (FBO)
  • GSA Schedules e-Library
  • GSA Advantage!
  • GSA Schedule Sales Query
  • GSA eOffer
  • MAS Express Program
  • Small Business Administration (SBA)