U.S. GENERAL SERVICES ADMINISTRATION“Building Small Business Capacity for the 21st Century” Maureen Cruz
Understanding and Entering the GSA’s Multiple Award Schedules System
OFFICE OF SMALL BUSINESS UTILIZATIONAs GSA’s small business advocate,we engage in strategies to createand identify procurementopportunities for small businessesseeking to do business with thefederal government.
GSA’S TWO BUSINESS LINES Federal Acquisition Public Buildings Service Service
Federal Acquisition ServiceTelecommunications Services and Equipment Information Technology Solutions Products
PUBLIC BUILDINGS SERVICE• Facility Maintenance and Management Services• Construction Services• Janitorial Services• Real Estate Services
FIRST STEPS TO START DOING BUSINESS WITH GSAIn order to do business with GSA and other Federal agencies,it is mandatory that you have:Dun and Bradstreet Number (D&B) - Also known as a DUNS Number -www.dnb/comRegister your company with the Central Contracting Registration (CCR) -www.ccr.govOn line Representation and Certification (ORCA)-www.bpn.gov/orcaPast Performance Rating –www.openratings.com
Multiple Award Schedule (MAS)Under the MAS (also referred to as GSA Schedules andFederal Supply Schedules) Program, GSA establisheslong-term governmentwide contracts with commercialfirms to provide access to over 11 million commercialsupplies and services that can be ordered directly fromGSA Schedule contractors or through the GSAAdvantage!® online shopping and ordering system.
FEDERAL SUPPLY SCHEDULE CONTRACTS Schedules contracts are: Five year contracts, with three five-year option for approved vendors to provide products/services to any Federal agency Chosen as the “preferred source of supply” by DOD and most civilian agencies
FEDERAL SUPPLY SCHEDULES CONTRACTS ARE…... “License to hunt” for opportunities in the federal government Synonymous with a “GSA number” or “getting on GSA list” Over 80% of Schedule contract holders are small business owners
WHERE DO I FIND THE APPROPRIATE SCHEDULES SOLICITATION? FedBizOpps www.fbo.gov Central Contractor Registration (CCR) www.ccr.gov GSA Subcontracting Directory www.gsa.gov/subdirectory GSA Forecast of Contracting Opportunities www.gsa.gov/smbusforecast
SUCCESSFUL SCHEDULES OFFER CHECKLIST GSA Standard Form 1449 (cover sheet) Administrative Proposal Technical Proposal Price Proposal Open Ratings Past Performance evaluation (formerly Dun and Bradstreet) Commercial Sales Practice Format Representations and Certifications Application (ORCA) Original and one copy of each proposal
ADMINISTRATIVE PROPOSAL GSA SF 1449 with designated blocks completed Submit an original and one copy of each proposal Electronic transmissions are accepted by some Acquisition Centers All “fill-in” information completed Identify Special Item Numbers (SINS) Two copies of your dated commercial pricelist (printed, computer generated and copies of internal pricelists) Online Representations and Certifications completed (ORCA)
TECHNICAL PROPOSAL Understanding of Requirements Description of the services offered per SIN Professional Staff Resumes of professional staff to be assigned work resulting from the contract. 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 PROPOSAL Two copies of company’s commercial pricelist/catalog indicating what products/services are offered Cost information should show how offeror arrived at proposed prices Include Industrial Funding Fee (IFF) of .75% in price proposal Prices submitted should be most favored commercial customer prices Government Price, Commercial Price, Government Discount Submit an original and one copy
COMPONENTS OF A COMPLETE OFFER Prepare Admin., Technical, and Price Proposals (an original and copy of each) Commercial sales practice format Open Ratings Past Performance completed Additional data such as but not limited to: - letter of supply from manufacturer - any supporting documentation in pricing proposal Representations and certifications completed Send to Acquisition Center address in Block 9 of GSA SF 1449
CONTRACT NEGOTIATIONS PROCESS GSA contracting officer will be assigned to review your offer The CO will send a deficiency letter if additional information is needed Pricing negotiations in person or by telephone
CONTRACT NEGOTIATION PROCESS CO will ask for a written final proposal revision to confirm the terms and conditions agreed upon. Upon award of contract, the CO will return a copy of the contract to you along with one copy of the catalog/pricelist. CO will send vendor start-up kit for GSA advantage!
GSA ADVANTAGE! On-line shopping network that Federal agencies access to buy products/services from FSS Schedule Contract Holders Vendors can browse by entering a zip code to view pricing of firms already on Schedule
REVIEW OF THE PROCESS… YOU: Obtain and Complete Solicitation YOU: Start Past Performance Review YOU: Submit Completed Offer GSA: Evaluate/Review Offer GSA/YOU: Negotiate Offer GSA: Reject or Accept Offers GSA: Issue mailing list to accepted offers YOU: If Rejected, request debriefing within 3 days YOU: If Awarded, Distribute GSA Pricelist YOU: Load information to GSA Advantage YOU: Market your New GSA Contract Number
EASY STEPS TO CONTRACT AWARD GSA’s Your Part Process Obtain Solicitation Evaluate/Review Offer www.gsa.gov/elibrary or www.fbo.gov Negotiate Discount, Terms and Conditions Start Past Performance Review Recommend Award or Rejection Open Ratings (727-329-1184) - If rejected, you have 3 days to Complete Solicitation request a debriefing See SF 1449 Blocks 7a and Issue Mailing List for Marketing b for questions, be sure to Administer requested sign 30a and b before modifications/changes to your submitting contract Submit/Mail This includes exercising your See SF 1449 Block #9 for option years (5-year contract correct address with three 5-year options)
How Federal Agencies Order from Schedules Under $3,000 (micro-purchase threshold) - Order from any schedule contractor Over $3,000 - prepare a statement of work - Look at 3 price lists or “GSA advantage!™” - Evaluate and make a “best value” selection Orders over the maximum order threshold - Review additional price lists - Seek price reductions from contractors
Blanket Purchase Agreements BPAs provisions included in schedule contract solicitations. Permit schedule users and contractors to set up “accounts” to fill reoccurring requirements. Accounts establish terms, period of time, frequency of ordering, discounts, delivery locations, etc.
Two or more GSA contract holders working together to fulfillan agencies needs… Reoccurring Requirements… Total Solutions for Schedule Partners…
MORE BENEFITS…Reduced CostIncreased Visibility
WHO CAN BUY FROM SCHEDULE CONTRACTORS? Executive & Other Federal Agencies Mixed-Ownership Government Corporation (FDIC, Federal Home Loan Banks, etc.) The District of Columbia Cost Reimbursable Government Contractors authorized in writing by a Federal agency (48 CFR 51.1) State and Local Government for Information Technology ONLY (Cooperative Purchasing)
List of SDVOSB Contractors holding GSA Schedule Contracts Top 5 NAICS for SDVOSB Federal Supply Schedule Contractors 541611-ADMINISTRATIVE MANAGEMENT AND GENERAL 26 MANAGEMENT CONSULTING 37 SERVICES 137 541519-OTHER COMPUTER RELATED SERVICES 68 541511-Custom Computer Programming Services 541330-ENGINEERING SERVICES 129 541513-Computer Facilities Management ServicesDecember 7, 2011
Sample List of SDVOSBs that were Awarded GSA Contracts in FY10
MATRIX OF ISSUES/PROPOSED SOLUTIONS How To Identify a SDVOSBThe following forms identify a SDVOSB: DD 214 - Discharge Papers and Separation Documents Adjudication Letter for VA identifying the Veteran as a service-disable veteran Supporting documentation to prove the service- disabled veteran is the owner of the business (IAW SBA Rules)
VetBiz Registry (http://www.vip.vetbiz.gov/general_user/search/default.asp) A “CVE Verified” company is one that has been verified as a SDVOSB by The Center for Veterans Enterprise (CVE). The CVE conducts its verifications by requesting and reviewing a SDVOSB’s documentation. If required, the CVE may conduct an on-site inspection of the company. A search can be narrowed by criteria such as SDVOSBs only, NAICS code and keywords.GSA does not require that a SDVOSB be CVE Verified in order for it to compete or be awarded GSA procurements.
MARKETING STRATEGIES ANDHINTS FOR LOCATING FEDERALCONTRACTING OPPORTUNITIES
Post Award MarketingMarket Your GSA Contract. It isimportant to remember that yourwork is not finished once youobtain a contract with our agency.You are now, as a GSA contractor,a preferred source to our federalagencies. However, you are stillresponsible for letting customersknow you are a GSA contractholder and what your capabilitiesare.
MARKETING GSA’S CUSTOMER AGENCIES Obtain from GSA contracting officer or point of contact a listing of current customer agencies or those who expressed an interest in the schedule Monitor FedBizOpps website Obtain information/guidance from Small Business Offices in the agencies you wish to market Review Forecast of Contracting Opportunities
HINTS FOR BUSINESS SUCCESS IN THE 21ST CENTURY Make sure your business has more than one contracting vehicle in place GSA Multiple Award Schedules Contract 8(a) Certified Business Certified Small Disadvantaged Business Government-wide Agency Contracts (GWAC) Woman-owned business HUBZone Certified Blanket Purchase Agreements
HINTS FOR SUCCESS (CONT’D) Business cards should indicate what your company does and it should reflect your new GSA Affiliation Distribute GSA approved price list Load contract to GSA Advantage! Links between your website and GSA Advantage! Accept the Government Purchase Card Attend GSA Small Business Outreach events, workshop, seminars, etc. Network, network, network
HINTS FOR SUCCESS (CONT’D) Advertise in the Federal Supply Service magazine MarkeTips: - Advertising space is FREE (for now!) - Magazine distributed to all Schedules customer agencies - Published bi-monthly on the first day of the month of Jan, March, May, July September, and November - Each Acquisition Center sets deadlines for ad materials
MENTOR-PROTÉGÉ PROGRAM The GSA’s Mentor-Protégé programs focus is to promote the business development of small businesses and enhance their capability to compete more successfully for federal government contracts and gain access to economic opportunity. The program encourages private-sector relationship and expands GSA’s efforts to identify and respond to the developmental needs of the small business community. The working arrangement between both parties will promote economic and technological growth, promote and foster the establishment of long-term business relationships and increase the number of small businesses which receive GSA and other federal agency and commercial contracts.
SUSTAINABILITY AWARENESS GSA’s broad reach over the acquisition, management, and disposal of Federal assets provides a unique opportunity to influence the environmental performance of the entire Government. GSA has the expertise and a history of leadership in green government, and has demonstrated its capability to deliver significant improvements in its own environmental performance. Most importantly, GSA recognizes that it has a responsibility to increase the sustainability of the Federal government by reducing the environmental impact of its buildings, products, and services, as well as its processes and activities. GSA’s mission statement recognizes the convergence of opportunity, capability and responsibility in a new commitment to achieve a Zero Environmental Footprint.
GSA’s Small Business Utilization Center Region 5 General Services Administration Office of Small Business Utilization 230 S. Dearborn Room 3280 Chicago, IL 60604 1-888-353-5383