Gsa Sales Execution It 2


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Compete and win in IT Government Sales today by getting your firm\'s Schedule 70 Classification. Call Rob Heuermann call 314 737 7518

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  • The sales figures above are Federal sales only until 2003 and then they combine Federal and State and Local sales.
  • Contractor teaming arrangements is another consideration area when developing your plan. Contractor teaming arrangements allows both you and the teaming partner to act as the prime MAS contractor. These arrangements allow you and your teaming partner with the ability to provide the customer with a “total solution” by allowing you the ability to combine contractors’ complementary capabilities, while at the same time retaining the ability to focus on your own core areas of expertise. Contractor teaming arrangements also give you a competitive edge, expand and enhance your visibility, and allow you to share the risks and rewards with your fellow team members. Entering into contractor teaming arrangements expands the wealth of opportunities available to you because you can submit a quote for an entire project that you would otherwise been unavailable to your organization under your MAS contract. Lastly, consider who may be your potential teaming partners and develop relationships with those organizations so that you can seize the benefits of contracting teaming through your MAS contract. To learn more about teaming visit the contractor teaming arrangements section of the GSA schedule’s home page, which contains an abundance of information needed in crafting your plan.
  • As we have mentioned before, there are many sources where you can find federal officials to contact. Examples include: Federal Yellow Book Mailing List; and Officials listed in FPDS-NG or FedBizzOpps. We also suggest you scan industry publications to see if there is a future need in the federal market for your products and/or services. Some examples of publications you may want to scan are: Government Executive Magazine; Federal Computer Week; Government Computer News; Washington Technology; Federal Times. Please note that GSA does not specifically endorse any one of these publications over another.
  • Gsa Sales Execution It 2

    1. 1. GSA Sales Execution in Information Technology Rob Heuermann 314 737 7518
    2. 2. <ul><li>Overview </li></ul><ul><li>Offer Preparation </li></ul><ul><li>Post Award </li></ul><ul><li>Key Contacts </li></ul>Contents
    3. 3. <ul><li>Eliminates need for agency to write own RFP </li></ul><ul><li>Ordering agency selects products/services based on best value to the end user </li></ul><ul><li>Contractor offers products/services that meet definition of commercial item per FAR Part 12 </li></ul><ul><li>Optional use of Schedules program by ordering agencies </li></ul><ul><li>Direct relationship between ordering agency and contractor </li></ul>What is the Schedule Program?
    4. 4. Customer Overview <ul><li>Federal agencies and DC government </li></ul><ul><li>Cooperative Purchasing/State and local governments (for Schedule 70 only) </li></ul><ul><li>See under the section “Eligibility to use GSA sources” for list of eligible users </li></ul>
    5. 5. <ul><li>GSA Acquisition Centers </li></ul>IT Acquisition Center Automotive Center National Furniture Center Office Supplies & Administrative Services General Products (National Disaster Support) Center for Facilities Maintenance & Hardware Management Services Center
    6. 6. Schedule 70 Sales Trend 6.6 17.1 17.8 <ul><li>Over 5000 Vendors </li></ul><ul><li>Over 3400 CP Vendors </li></ul><ul><li>FY ‘10 $239+M for COOP Sales </li></ul>
    7. 7. <ul><li>80%-85% of all GSA contracts (including IT) are held by small businesses </li></ul><ul><li>Over 35% of schedule sales are to small businesses </li></ul>IT Schedule & Small Business
    8. 8. <ul><li>When preparing an offer, GSA Determines... </li></ul><ul><li>Responsiveness </li></ul><ul><ul><li>Read all documents in entirety </li></ul></ul><ul><ul><li>Filled in completely </li></ul></ul><ul><ul><li>No blanks filled in with “N/A” </li></ul></ul><ul><li>Responsibility </li></ul><ul><ul><li>Viable product/service </li></ul></ul><ul><ul><li>History of satisfactory performance </li></ul></ul><ul><ul><li>Financial resources </li></ul></ul><ul><li>Fair and Reasonable Pricing </li></ul><ul><ul><li>Most favored customer pricing </li></ul></ul><ul><ul><li>Compared against your previously offered prices </li></ul></ul>
    9. 9. <ul><li>Prepared in accordance with FAR Part 12, “Acquisition of Commercial Items” </li></ul><ul><li>Variable contract period effective 5 years from date of award with three optional 5 year periods to extend </li></ul><ul><li>Standing Solicitation (no closing date for receipt of offers) </li></ul><ul><li>Past Performance Evaluation by Dun & Bradstreet c/o Open Ratings </li></ul><ul><li>Mandatory Acceptance of Government Purchase Card </li></ul><ul><ul><ul><li>For payments equal to or less than the micro-purchase threshold, for oral or written delivery orders </li></ul></ul></ul>Solicitation Features
    10. 10. <ul><li>Are You Ready To Commit to Obtaining a GSA Schedule Contract? </li></ul><ul><li>Before You Start: </li></ul><ul><li>Time and effort </li></ul><ul><li>Financial Resources & Finances </li></ul><ul><li>Scope of Contract (Domestic & Overseas) </li></ul><ul><li>(Section C.4) </li></ul>
    11. 11. <ul><li>Are You Ready…? </li></ul><ul><li>Past Performance Evaluation (Section F.2) </li></ul><ul><li>Meet GSA Schedules Sales Criteria- Exceed $25,000 within the1 st 24 months, and are expected to exceed $25,000 in sales each 12-month period thereafter. If sales do not succeed, contract may be cancelled. (Section C.41) </li></ul>
    12. 12. <ul><li>Are You Ready…? </li></ul><ul><li>Register with the Central Contractor Registration (CCR). ( ) </li></ul><ul><li>If applicable, obtain SBA certification for your business size category. ( ) </li></ul>
    13. 13. <ul><li>Are You Ready…? </li></ul><ul><li>Know you NAICS Codes for your product or service. (Section A.3) </li></ul><ul><li>Obtain Dun & Bradstreet Number. ( ) </li></ul>
    14. 14. <ul><li>Are You Ready…? </li></ul><ul><li>Complete Online Representations & </li></ul><ul><li>Certifications Application (ORCA). </li></ul><ul><li>( ) </li></ul><ul><li>Develop Market Strategy targeted to Govt. Sales. </li></ul><ul><li>* See Schedule 70’s “Market Express” and </li></ul><ul><li>“ GSA/MAS Program & Marketing Strategies Training Guide for Small Business” </li></ul>
    15. 15. Where to Start <ul><li>Obtain Solicitation </li></ul><ul><li>Download off Internet into word file document. </li></ul><ul><li>Go to , </li></ul><ul><li>Under the GSA Schedule 70 Solicitation box, click on </li></ul><ul><li>the “Information Technology Solicitation” Link </li></ul><ul><li>or </li></ul><ul><li>Obtain all solicitations at </li></ul><ul><li>Identify products & services within the scope of the Solicitation </li></ul><ul><li>Go to </li></ul>
    16. 16. The Make Up of an Offer <ul><li>Solicitation: Sections A thru G (2 MS Word files) </li></ul><ul><li>Attachment 1: Pricelist with Terms and Conditions </li></ul><ul><li>Attachment 2: Past Performance (Dun & Bradstreet report) </li></ul><ul><li>Attachment 3: Subcontracting Plan (for Large Businesses only) *Estimated MAS sales over $550,000 </li></ul><ul><li>* When submitting your offer, you must send back the full text of these documents whether or not they apply to your company. </li></ul>
    17. 17. Section A: Continuation of Standard Form 1449 . * This section assist Offerors to determine business size * Requires offerors to indicate their NAICS codes for each Special Item Number (SIN) being offered Sections of the Solicitation
    18. 18. Section B: Schedule of Items . * This section require Offerors to indicate if they would like to participate in Cooperative Purchasing Cooperative Purchasing/State and local governments (for Schedule 70 only) * Requires Offerors to identify what SINs are being offered Sections of the Solicitation
    19. 19. Special Item Numbers (SIN’s) Covered under Schedule 70 132-3 Leasing of Products 132-4 Daily/Short Term Rental 132-8 Purchase of Equipment 132-12 Maintenance of Equipment, Repair Service, and Repair Parts/Spare Parts 132-32 Term Software Licenses 132-33 Perpetual Software Licenses 132-34 Maintenance of Software
    20. 20. Special Item Numbers (SIN’s) Covered under Schedule 70 132-50 Training Courses 132-51 IT Professional Services 132-52 EC Services 132-53 Wireless Services 132-60 Access Certificates for Electronic Services (ACES) Program 132-61 Public Key Infrastructure (PKI) Shared Service Provider (SSP) Program 132-62 HSPD-12 Product & Services Components
    21. 21. Submission of Offer <ul><li>Read the entire solicitation </li></ul><ul><li>Respond to all requirements </li></ul><ul><li>Have a corporate officer sign all required documents </li></ul><ul><li>Submit two copies of offer to the GSA Acquisition Center </li></ul><ul><li>Or </li></ul><ul><li>Submit Electronic Offer </li></ul>
    22. 22. eOffer / eMod “ eOffer” / “eMod” is the web-based application that helps companies electronically prepare and submit Multiple Award Schedule contract proposals and modification requests to FSS. For Information : or For Technical Assistance with eOffer or Digital Certificates contact: 1-866-472-9114
    23. 23. Small Business Subcontracting Plan (if applicable) *Please refer to Attachment III for guidelines. One copy of current published pricelist Two copies of Proposed IT Schedule Pricelist per Refresh #19 * Please refer to Attachment I for guidelines Duns & Bradstreet Open Rating Report Submission of Offer
    24. 24. After Submittal of Offer <ul><li>Contracting Officer(CO)/Contracting Specialist(CS) assigned </li></ul><ul><li>Contacted by assigned CO/CS </li></ul><ul><ul><li>Clarifications/deficient data defined </li></ul></ul><ul><ul><li>Timeframe for response established </li></ul></ul><ul><li>Once negotiations begin, submit additional data as requested </li></ul><ul><ul><li>Accurate, complete and current </li></ul></ul><ul><ul><li>Be timely with responses </li></ul></ul>
    25. 25. Preparation for Award <ul><li>Final Proposal Revision </li></ul><ul><ul><li>Basis for award clearly identified </li></ul></ul><ul><ul><li>Price reduction clause </li></ul></ul><ul><ul><li>Government discounts </li></ul></ul><ul><ul><li>Delivery time </li></ul></ul><ul><ul><li>Industrial funding fee </li></ul></ul><ul><ul><li>CO gives guide to write FPR </li></ul></ul><ul><li>GSA Contract Number issued </li></ul>
    26. 26. IT Solicitation Training Seminars <ul><li>Online Registration at: </li></ul><ul><li>Cost: None </li></ul><ul><li>POINT OF CONTACT: STEPHANIE TURNER (703) 605-2765 </li></ul><ul><li>Or Call </li></ul><ul><li>Customer Service at: </li></ul><ul><li>(703) 605-2700 </li></ul>
    27. 27. Develop a Market Strategy <ul><li>Strategies for targeting government buyers: </li></ul><ul><ul><li>Widely distribute your price list </li></ul></ul><ul><ul><li>Get familiar with peak government buying times </li></ul></ul><ul><ul><li>Maximize web presence - provide links to GSA Advantage! </li></ul></ul><ul><ul><li>Networking via Government-oriented events </li></ul></ul>
    28. 28. Networking <ul><li>Cultivating relationships with potential customers is </li></ul><ul><li>a powerful marketing tool </li></ul><ul><ul><li>FSS Events link on IT Center’s homepage center </li></ul></ul><ul><ul><li>GSA Events at mallbusiness </li></ul></ul><ul><ul><li>Agency events on </li></ul></ul><ul><ul><li>respective agency websites </li></ul></ul><ul><ul><li>GSA Expo every year </li></ul></ul>
    29. 29. Partnering with GSA <ul><li>There are many opportunities through GSA to </li></ul><ul><li>maximize business potential: </li></ul><ul><ul><li>GSA Marketing Partnership </li></ul></ul><ul><ul><li>Local GSA Customer Service </li></ul></ul><ul><ul><li>Directors </li></ul></ul><ul><ul><li>Contractor Teaming Arrangements </li></ul></ul><ul><ul><li>Vendor Support Center </li></ul></ul><ul><ul><li>GSA’s electronic systems: </li></ul></ul><ul><ul><ul><li>GSA Advantage! </li></ul></ul></ul><ul><ul><ul><li>e-Buy </li></ul></ul></ul><ul><ul><ul><li>Schedules e-Library </li></ul></ul></ul><ul><ul><li>GSA sponsored events </li></ul></ul>
    30. 30. Local GSA Customer Service Directors <ul><li>An excellent resource for information and points of contact to help you build your business with the federal government </li></ul><ul><ul><li>Located all over the world, </li></ul></ul><ul><ul><li>listed at the Customer Service </li></ul></ul><ul><ul><li>Directors webpage </li></ul></ul><ul><ul><li>Assist government buyers </li></ul></ul><ul><ul><li>in their region </li></ul></ul>
    31. 31. Vendor Support Center <ul><li>The VSC is your gateway to GSA. Center representatives are available online, in person and by phone to help you: </li></ul><ul><ul><li>Report Sales </li></ul></ul><ul><ul><li>View RFQs on eBuy </li></ul></ul><ul><li>Access at </li></ul><ul><li>877-495-4849 </li></ul><ul><li>[email_address] </li></ul>
    32. 32. Contractor Teaming Arrangements <ul><li>Teaming can make expanding number opportunities available to you </li></ul><ul><li>Plan ahead of which MAS contractors can be possible team partners </li></ul>
    33. 33. GSA Advantage! <ul><li>The online ordering system of GSA. Every schedule contractor is represented on GSA Advantage! Benefits for vendors: </li></ul><ul><ul><li>Include a picture along with product listing </li></ul></ul><ul><ul><li>Quick and easy identification of items </li></ul></ul><ul><ul><li>Increases potential for strong sales </li></ul></ul><ul><ul><li>Provides instant visibility and ability to broadcast price changes easily </li></ul></ul><ul><ul><li>Provides a direct link to your company’s homepage </li></ul></ul><ul><ul><li>Reduces catalog printing and mailing costs </li></ul></ul>
    34. 34. GSA’s eBuy <ul><li>Electronic Request for quote solution designed to facilitate and maximize competition. </li></ul><ul><li>eBuy provides vendors with a greater opportunity to offer quotes and increase business. </li></ul><ul><ul><li>To learn more about eBuy, visit the tutorial on the website, or contact Antoinette Scott at [email_address] </li></ul></ul>
    35. 35. Schedules eLibrary <ul><li>The online source for GSA and VA Federal Supple Schedule contract award info </li></ul><ul><ul><li>Can search vendor and product availability </li></ul></ul><ul><ul><li>Perform searches by SIN, contract number, contractor name, schedule number, or keyword </li></ul></ul><ul><ul><li>Research other vendors on Schedule in your industry </li></ul></ul>
    36. 36. Marketing Opportunities <ul><li>Events: </li></ul><ul><ul><li>GSA Expo </li></ul></ul><ul><ul><li>GSA Outreach Europe </li></ul></ul><ul><li>Other Resources: </li></ul><ul><ul><li>MarkeTips, Advertising POC: </li></ul></ul><ul><ul><li>Vincent Violandi 1-571-259-9919 </li></ul></ul><ul><ul><li>IT Acquisition Center Resources </li></ul></ul><ul><ul><ul><li>Customer visits </li></ul></ul></ul><ul><ul><ul><li>Pamphlets and brochures </li></ul></ul></ul><ul><ul><ul><li>Customer Services </li></ul></ul></ul>
    37. 37. More Opportunities <ul><ul><ul><li>Government Executive Magazine </li></ul></ul></ul><ul><ul><ul><li>Federal Computer Week </li></ul></ul></ul><ul><ul><ul><li>Government Computer News </li></ul></ul></ul><ul><ul><ul><li>Washington Technology </li></ul></ul></ul><ul><ul><ul><li>Federal Times </li></ul></ul></ul>
    38. 38. Other Useful Marketing Resources <ul><li>GSA Office of Small Business Utilization </li></ul><ul><ul><li>Small Business Program Advocate </li></ul></ul><ul><li>Small Business Administration </li></ul><ul><ul><li>Pro-Net </li></ul></ul><ul><li>Associations </li></ul><ul><ul><li>Government Electronics and IT Association </li></ul></ul><ul><ul><li>Information Technology Association of America </li></ul></ul><ul><ul><li>Coalition for Government Procurement </li></ul></ul><ul><li>Conferences and Expositions </li></ul><ul><ul><li>AFCEA </li></ul></ul><ul><ul><li>Technology Forums </li></ul></ul><ul><li>Advertising in Government Publications </li></ul><ul><ul><li>MarkeTips (FREE) </li></ul></ul><ul><ul><li>Government Executive </li></ul></ul>
    39. 39. Web Resources <ul><li>Federal Business Opportunities </li></ul><ul><li>Federal Procurement Data System - Next Generation (FPDS-NG) - </li></ul><ul><li>Forecasting Government Spending - </li></ul><ul><li>Vendor Support Center </li></ul><ul><li>GSA Advantage! and eBuy </li></ul><ul><li>Contractor Team Arrangements schedules </li></ul>US Business Advisor GSA Office of Small Business Utilization busines s Small Business Administration SBA Women’s Business Center Minority Business Development Agency
    40. 40. Need More Info? <ul><li>IT Acquisition Center Customer Service Line: 703-605-2700 </li></ul><ul><li>Getting on Schedule: </li></ul><ul><li>Solicitation and Related Downloads: </li></ul><ul><li>Web address: </li></ul><ul><li>E-mail: [email_address] </li></ul><ul><li>Fax: 703-605-9839 </li></ul><ul><li>Mailing Address: </li></ul><ul><li>IT Acquisition Center </li></ul><ul><li>2200 Crystal Drive </li></ul><ul><li>Crystal Plaza 4 </li></ul><ul><li>Arlington, VA 22202 </li></ul>
    41. 41. THANK YOU!