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GSA Sales Execution in Information Technology Rob Heuermann  314 737 7518
<ul><li>Overview </li></ul><ul><li>Offer Preparation </li></ul><ul><li>Post Award </li></ul><ul><li>Key Contacts </li></ul...
<ul><li>Eliminates need for agency to write own RFP </li></ul><ul><li>Ordering agency selects products/services based on b...
Customer Overview <ul><li>Federal agencies and DC government  </li></ul><ul><li>Cooperative Purchasing/State and local gov...
<ul><li>GSA Acquisition Centers </li></ul>IT Acquisition Center  Automotive Center National Furniture Center Office Suppli...
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><...
<ul><li>80%-85% of all GSA contracts (including IT) are held by small businesses </li></ul><ul><li>Over 35% of schedule sa...
<ul><li>When preparing  an offer, GSA Determines... </li></ul><ul><li>Responsiveness </li></ul><ul><ul><li>Read all docume...
<ul><li>Prepared in accordance with FAR Part 12, “Acquisition of Commercial Items” </li></ul><ul><li>Variable contract per...
<ul><li>Are You Ready To Commit to Obtaining a  GSA Schedule Contract? </li></ul><ul><li>Before You Start: </li></ul><ul><...
<ul><li>Are You Ready…? </li></ul><ul><li>Past Performance Evaluation (Section F.2)  </li></ul><ul><li>Meet GSA Schedules ...
<ul><li>Are You Ready…? </li></ul><ul><li>Register with the Central Contractor   Registration (CCR).   ( www.ccr.gov ) </l...
<ul><li>Are You Ready…? </li></ul><ul><li>Know you NAICS Codes for your product   or service. (Section A.3) </li></ul><ul>...
<ul><li>Are You Ready…? </li></ul><ul><li>Complete Online Representations & </li></ul><ul><li>Certifications Application (...
Where to Start <ul><li>Obtain Solicitation </li></ul><ul><li>Download off Internet into word file document. </li></ul><ul>...
The Make Up of an Offer <ul><li>Solicitation: Sections A thru G (2 MS Word files) </li></ul><ul><li>Attachment 1:  Priceli...
Section A:  Continuation of Standard Form 1449 . * This section assist Offerors to determine business  size  * Requires of...
Section B:  Schedule of Items . * This section require Offerors to indicate if they would like to participate in Cooperati...
Special Item Numbers (SIN’s) Covered under Schedule 70   132-3  Leasing of Products 132-4  Daily/Short Term Rental 132-8  ...
Special Item Numbers (SIN’s) Covered under Schedule 70   132-50  Training Courses 132-51  IT Professional Services 132-52 ...
Submission of Offer <ul><li>Read the entire solicitation  </li></ul><ul><li>Respond to all requirements </li></ul><ul><li>...
eOffer / eMod “ eOffer” / “eMod” is the web-based application that helps companies electronically prepare and submit Multi...
Small Business Subcontracting Plan (if applicable) *Please refer to Attachment III for guidelines. One copy of current pub...
After Submittal of Offer <ul><li>Contracting Officer(CO)/Contracting Specialist(CS) assigned </li></ul><ul><li>Contacted b...
Preparation for Award <ul><li>Final Proposal Revision </li></ul><ul><ul><li>Basis for award clearly identified </li></ul><...
IT Solicitation Training Seminars  <ul><li>Online Registration at: www.gsa.gov/itcenter </li></ul><ul><li>Cost: None </li>...
Develop a Market Strategy <ul><li>Strategies for targeting government buyers: </li></ul><ul><ul><li>Widely distribute your...
Networking   <ul><li>Cultivating relationships with potential  customers is </li></ul><ul><li>a powerful marketing tool </...
Partnering with GSA <ul><li>There are many opportunities through GSA to  </li></ul><ul><li>maximize business potential: </...
Local GSA Customer Service Directors <ul><li>An excellent resource for information and   points of contact to help you bui...
Vendor Support Center <ul><li>The VSC is your gateway to GSA.  Center representatives are available online, in person and ...
Contractor Teaming  Arrangements <ul><li>Teaming can make expanding number opportunities available to you </li></ul><ul><l...
GSA  Advantage! <ul><li>The online ordering system of GSA.  Every schedule contractor is represented on GSA  Advantage!  B...
GSA’s eBuy <ul><li>Electronic Request for quote solution designed to facilitate and maximize competition.  </li></ul><ul><...
Schedules eLibrary <ul><li>The online source for GSA and VA Federal Supple Schedule contract award info </li></ul><ul><ul>...
Marketing Opportunities <ul><li>Events: </li></ul><ul><ul><li>GSA Expo </li></ul></ul><ul><ul><li>GSA Outreach Europe </li...
More Opportunities <ul><ul><ul><li>Government Executive Magazine </li></ul></ul></ul><ul><ul><ul><li>Federal Computer Week...
Other Useful Marketing Resources <ul><li>GSA Office of Small Business Utilization  www.gsa.gov/smallbusiness </li></ul><ul...
Web Resources <ul><li>Federal Business Opportunities  www.fedbizopps.gov </li></ul><ul><li>Federal Procurement Data System...
Need More Info? <ul><li>IT Acquisition Center Customer Service Line: 703-605-2700 </li></ul><ul><li>Getting on Schedule:  ...
THANK YOU!
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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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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) www.gsa.gov/cooperativepurchasing </li></ul><ul><li>See www.gsa.gov/schedules-ordering 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). ( www.ccr.gov ) </li></ul><ul><li>If applicable, obtain SBA certification for your business size category. ( www.sba.gov ) </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. ( www.dnb.com ) </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>( www.bpn.gov/orca ) </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 www.gsa.gov/schedule70solicitation , </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 www.fedbizopps.gov </li></ul><ul><li>Identify products & services within the scope of the Solicitation </li></ul><ul><li>Go to www.gsaelibrary.gsa.gov </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) www.gsa.gov/cooperativepurchasing * 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 : www.eoffer.gsa.gov 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: www.gsa.gov/itcenter </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 www.gsa.gov/it center </li></ul></ul><ul><ul><li>GSA Events at www.gsa.gov/s 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 http://vsc.gsa.gov </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 www.gsa.gov/smallbusiness </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 www.fedbizopps.gov </li></ul><ul><li>Federal Procurement Data System - Next Generation (FPDS-NG) - https://www.fpds.gov/ </li></ul><ul><li>Forecasting Government Spending - www.gsa.gov/smallbusiness </li></ul><ul><li>Vendor Support Center http://vsc.gsa.gov </li></ul><ul><li>GSA Advantage! and eBuy www.gsaadvantage.gov </li></ul><ul><li>Contractor Team Arrangements www.gsa.gov/ schedules </li></ul>US Business Advisor www.business.gov GSA Office of Small Business Utilization www.gsa.gov/small busines s Small Business Administration www.sba.gov SBA Women’s Business Center www.onlinewbc.gov Minority Business Development Agency www.mbda.gov
  40. 40. Need More Info? <ul><li>IT Acquisition Center Customer Service Line: 703-605-2700 </li></ul><ul><li>Getting on Schedule: www.gsa.gov/schedules </li></ul><ul><li>Solicitation and Related Downloads: www.gsa.gov/schedule70solicitation </li></ul><ul><li>Web address: http://www.gsa.gov/itCenter </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!

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