Leveraging GSA Schedules For Government Contracts
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Leveraging GSA Schedules For Government Contracts

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GSA Schedules provide vendors an opportunity to be included in long-term, pre-approved purchasing agreements with federal, state and local governments. This presentation covers how to use GSA ...

GSA Schedules provide vendors an opportunity to be included in long-term, pre-approved purchasing agreements with federal, state and local governments. This presentation covers how to use GSA Schedules to your advantage when securing and winning government contracts for your business and accompanies the Onvia webinar at http://www.onvia.com/business-resources/leveraging-gsa-contracts-state-and-local-opportunities

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Leveraging GSA Schedules For Government Contracts Leveraging GSA Schedules For Government Contracts Presentation Transcript

  • Webinar: Leverage GSA Schedules for State and Local Contracts GSA Schedules and Cooperative Purchasing Program Eligibility To Be On A GSA Schedule Winning a GSA Schedule Contract Our featured expert: Michelle L. Hermelee, BH Sky Associates, LLC.
  • ABOUT MICHELLE HERMELEE Summary Founded BH Sky Associates in 2006 Headquartered in Princeton, NJ and Washington DC. Nationwide consulting services to help companies effectively position their products to local, state, and federal government Serve clients across industry sectors: AEC IT & Consulting Other General Construction Janitorial Information Technology Medical Supplies & Services Environmental Services Pest Control Insurance Manufacturing HVAC & Electrical 2 O&M Law Enforcement Staffing
  • Webinar: Leverage GSA Schedules for State and Local Contracts GSA Schedules and Cooperative Purchasing Program Eligibility To Be On A GSA Schedule Winning a GSA Schedule Contract
  • GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Definition: GSA Schedules • Long term government-wide contracts • IDIQ/Multiple Award Schedule (MAS) • Commercial products/services • Contract vehicle to sell directly to government • License to hunt • Authorized users • Open standing contract • What does GSA buy and not buy? • Negotiated contract 4
  • GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Definition: Cooperative Purchasing Program “Authorized by statute, allows state and local governments to purchase a variety of commercial supplies and services under specific GSA Schedule contracts” 5
  • GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Benefits of Using Schedule for Cooperative Purchasing • Contract stability • Priority source of supply under FAR Part 8 • Payment received quickly through credit card purchases • Helps agencies meet socio economic goals • Simplified access to thousands of ordering agencies • Access to GSA e-buy • Online ordering through GSA advantage • Government-wide contract – you can sell to all government agencies • Savings related to reduced lead time 6 • Sell to any agency with just one source
  • GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Cooperative Purchasing Program-Scope Schedule 70 • General Purposed Commercial Information Technology Equipment • Software & Services Schedule 84 Total Solutions for Law Enforcement Security Facilities Management Fire, Rescue, Marine Craft Emergency/ Disaster Response • • • • 7
  • GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Cooperative Purchasing Program-Schedule 70 Schedule 70: Commercial IT products & services include: • IT Equipment, software and maintenance • Virtualization services • IT professional services • IPv6 services • Wireless and electronic commerce services • Cyber security services • Cloud computing services • • IT Training Access Certificates for Electronic Services (ACES) Program • PKI Shared Service Provider (SSP) Program • HSPD-12 Product and service components 8
  • GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Cooperative Purchasing Program-Schedule 84 Schedule 84 Law enforcement products & services include: • • Facility management systems • Firefighting and rescue equipment • Law enforcement and security equipment • Marine craft and related equipment • 9 Alarm and signal systems Special purpose clothing
  • GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM GSA Schedule Sales- FY 11 In 2011, total GSA Schedule Sales was over $35 Billion Schedule Description Sales Amount 70 Information Technology $15,723,563,644 874 Mission Oriented Business $5,107,855,428 871 Engineering $2,869,069,272 84 Law, Policy, Security $2,597,879,517 87 Furniture $1,603,668,142 10
  • GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Cooperative Purchasing Sales Trend 11
  • GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Cooperative Purchasing Sales Trend 12
  • GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Ordering Procedures- Example Define the scope of Requirements Evaluate Proposals and make a selection Acquisition Research with GSA’s online tools, GSA Advantage and eLibrary Customers negotiate their respective contracts with the selected Vendor with mutually agreed-on modifications Receive Product or Services from the contractor 13 Contractor Use the GSA Schedule Contract as a Model Micro – Purchase Threshold >$3K Micro – Purchase Threshold <$3K Send a Request for Quote (RFQ) to a Selected Pay the contractor as per the contract agreement
  • GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Ordering Procedures- Best Value Determination based on many factors; not limited to lowest price • • • • • • • 14 Price Reasonableness Technical Solution Environmental Considerations Past Performance Delivery Date Warranty As Determined by Requiring Office
  • GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Disaster Recovery Purchasing “State and local government entities may purchase from contracts awarded under GSA FSS in advance of a major disaster declared by the President, as well as to facilitate recovery from a major disaster, terrorism, or nuclear, biological, chemical, or radiological attack”. 15
  • Webinar: Leverage GSA Schedules for State and Local Contracts GSA Schedules and Cooperative Purchasing Program Eligibility To Be On A GSA Schedule Winning a GSA Schedule Contract
  • ELIGIBILITY TO BE ON A GSA SCHEDULE 10 Required credentials GSA Schedules Eligibility •A schedule that covers your product and services •An adequate accounting system •In business for at least 1- 3 years •Financial responsibility •Gross sales of at least $100-$150K •Verifiable rates •Good past performance •Comply with wage regulations •Minimum of 6-10 client references •Comply with TAA 17
  • ELIGIBILITY TO BE ON A GSA SCHEDULE Trade Agreements Act (TAA) ALL contractors on GSA schedules are required to comply & certify with the TAA •The TAA is the enabling statute that implements numerous multilateral and bilateral international trade agreements and other trade initiatives. •FAR clause 52.225-5 - requires the purchase of products or services that are of US domestic origin or from a “designated country” that has signed a FTA with the US 18
  • ELIGIBILITY TO BE ON A GSA SCHEDULE Where are the GSA Schedule sales? 19
  • ELIGIBILITY TO BE ON A GSA SCHEDULE Preparing a GSA Proposal Identify GSA Schedule and SINs Technical Proposal [ Open Ratings, Corporate & Project Experience, Past Performance, Quality Control] Pricing Proposal [ CPL, CSP1, Proposed pricing, Labor categories, Supporting Documents & SCA WD’s] 20 Administrative Proposal [CCR/ORCA, VRD, LoS, Subcontracting & Financials] Final Review Submission of Offer
  • ELIGIBILITY TO BE ON A GSA SCHEDULE GSA Clarification and Negotiations Clarification CS/CO Assignment CS/CO is assigned a Primary POC 21 CS/CO may contact client regarding administrative omissions and/or clarifications Negotiation Conduct negations. Be ready to negotiate your best offer Final Proposal Revision Offer is Awarded
  • Webinar: Leverage GSA Schedules for State and Local Contracts GSA Schedules and Cooperative Purchasing Program Eligibility To Be On A GSA Schedule Winning a GSA Schedule Contract
  • WINNING A GSA SCHEDULE CONTRACT GSA Contract Management GSA Contact: Contract is assigned. Client may start to pursue government opportunities against contract Post Award: Verify eLibrary listing; Prepare & distribute FSS pricelist, register with VSC Market your contract: Client uploads approved GSA Schedule Pricelist and T&C’s on GSA eLibrary & Advantage. Utilize GSA eBuy Contractor Responsibilities: Submit 72A & IFF; meet sales requirements, submit mods, comply with federal regulations & PRC Options: Base contact is five- year plus 3 five-year options 23
  • WINNING A GSA SCHEDULE CONTRACT GSA Compliance- Sample Cat 1 Report Card 24
  • GOVERNMENT TERM CONTRACTS Contract Marketing • Identifying target market • Seize opportunities in GSA ebuy • Prepare and distribute MAS authorized price • Participating at procurement events list • Maximize presence on GSA advantage • Maximize advertising opportunities 25 • Limited time pricing • Utilize competitive market intelligence
  • GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Summary • GSA Schedule Program is a long term government wide contract vehicle • Do your products/services fall within the scope of the GSA Schedule – cooperative purchasing program • Are you eligible to meet the contract requirements and be a successful GSA contractor? • Prepare, submit and market your GSA Schedule contract 26
  • ABOUT ONVIA Contact us: myonvia@onvia.com | www.onvia.com 27
  • Q&A QUESTIONS? 28
  • THANK YOU! Michelle Hermelee- BH Sky Associates Scott Merrick- Director of Marketing: Onvia Email: michelle@bhskyassociates.com Web: www.BHSkyassociates.com Email: smerrick@onvia.com Web: www.onvia.com Office: 866.468.7420 Office: 206.373.9415 Copyright: This document is copyrighted by BH Sky Associates. All rights reserved. No part of this document may be reproduced, modified, or transmitted in any form or by any means, electronic, mechanical or otherwise without prior written permission. Not Legal Advice: The opinions, information, and interpretations provided in this document are the personal opinions of Michelle Hermelee, are for educational and informational purposes only, and do not represent legal advice. When appropriate, readers of this document are encouraged to consult with an attorney to obtain legal advice. 29