The document provides an overview of the GSA Schedule program and guidance for preparing an offer to obtain a GSA Schedule contract. It outlines key details such as eligible users, sales trends, requirements for offer preparation, and resources for developing a market strategy targeted towards government sales.

1. GSA Sales Execution in Information Technology Rob Heuermann 314 737 7518

2. Overview Offer Preparation Post Award Key Contacts Contents

3. Eliminates need for agency to write own RFP Ordering agency selects products/services based on best value to the end user Contractor offers products/services that meet definition of commercial item per FAR Part 12 Optional use of Schedules program by ordering agencies Direct relationship between ordering agency and contractor What is the Schedule Program?

4. Customer Overview Federal agencies and DC government Cooperative Purchasing/State and local governments (for Schedule 70 only) www.gsa.gov/cooperativepurchasing See www.gsa.gov/schedules-ordering under the section “Eligibility to use GSA sources” for list of eligible users

5. GSA Acquisition Centers 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. Schedule 70 Sales Trend 6.6 17.1 17.8 Over 5000 Vendors Over 3400 CP Vendors FY ‘10 $239+M for COOP Sales

7. 80%-85% of all GSA contracts (including IT) are held by small businesses Over 35% of schedule sales are to small businesses IT Schedule & Small Business

8. When preparing an offer, GSA Determines... Responsiveness Read all documents in entirety Filled in completely No blanks filled in with “N/A” Responsibility Viable product/service History of satisfactory performance Financial resources Fair and Reasonable Pricing Most favored customer pricing Compared against your previously offered prices

9. Prepared in accordance with FAR Part 12, “Acquisition of Commercial Items” Variable contract period effective 5 years from date of award with three optional 5 year periods to extend Standing Solicitation (no closing date for receipt of offers) Past Performance Evaluation by Dun & Bradstreet c/o Open Ratings Mandatory Acceptance of Government Purchase Card For payments equal to or less than the micro-purchase threshold, for oral or written delivery orders Solicitation Features

10. Are You Ready To Commit to Obtaining a GSA Schedule Contract? Before You Start: Time and effort Financial Resources & Finances Scope of Contract (Domestic & Overseas) (Section C.4)

11. Are You Ready…? Past Performance Evaluation (Section F.2) 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)

12. Are You Ready…? Register with the Central Contractor Registration (CCR). ( www.ccr.gov ) If applicable, obtain SBA certification for your business size category. ( www.sba.gov )

13. Are You Ready…? Know you NAICS Codes for your product or service. (Section A.3) Obtain Dun & Bradstreet Number. ( www.dnb.com )

14. Are You Ready…? Complete Online Representations & Certifications Application (ORCA). ( www.bpn.gov/orca ) Develop Market Strategy targeted to Govt. Sales. * See Schedule 70’s “Market Express” and “ GSA/MAS Program & Marketing Strategies Training Guide for Small Business”

15. Where to Start Obtain Solicitation Download off Internet into word file document. Go to www.gsa.gov/schedule70solicitation , Under the GSA Schedule 70 Solicitation box, click on the “Information Technology Solicitation” Link or Obtain all solicitations at www.fedbizopps.gov Identify products & services within the scope of the Solicitation Go to www.gsaelibrary.gsa.gov

16. The Make Up of an Offer Solicitation: Sections A thru G (2 MS Word files) Attachment 1: Pricelist with Terms and Conditions Attachment 2: Past Performance (Dun & Bradstreet report) Attachment 3: Subcontracting Plan (for Large Businesses only) *Estimated MAS sales over $550,000 * When submitting your offer, you must send back the full text of these documents whether or not they apply to your company.

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. 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. 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. 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. Submission of Offer Read the entire solicitation Respond to all requirements Have a corporate officer sign all required documents Submit two copies of offer to the GSA Acquisition Center Or Submit Electronic Offer

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. 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. After Submittal of Offer Contracting Officer(CO)/Contracting Specialist(CS) assigned Contacted by assigned CO/CS Clarifications/deficient data defined Timeframe for response established Once negotiations begin, submit additional data as requested Accurate, complete and current Be timely with responses

25. Preparation for Award Final Proposal Revision Basis for award clearly identified Price reduction clause Government discounts Delivery time Industrial funding fee CO gives guide to write FPR GSA Contract Number issued

26. IT Solicitation Training Seminars Online Registration at: www.gsa.gov/itcenter Cost: None POINT OF CONTACT: STEPHANIE TURNER (703) 605-2765 Or Call Customer Service at: (703) 605-2700

27. Develop a Market Strategy Strategies for targeting government buyers: Widely distribute your price list Get familiar with peak government buying times Maximize web presence - provide links to GSA Advantage! Networking via Government-oriented events

28. Networking Cultivating relationships with potential customers is a powerful marketing tool FSS Events link on IT Center’s homepage www.gsa.gov/it center GSA Events at www.gsa.gov/s mallbusiness Agency events on respective agency websites GSA Expo every year

29. Partnering with GSA There are many opportunities through GSA to maximize business potential: GSA Marketing Partnership Local GSA Customer Service Directors Contractor Teaming Arrangements Vendor Support Center GSA’s electronic systems: GSA Advantage! e-Buy Schedules e-Library GSA sponsored events

30. Local GSA Customer Service Directors An excellent resource for information and points of contact to help you build your business with the federal government Located all over the world, listed at the Customer Service Directors webpage Assist government buyers in their region

31. Vendor Support Center The VSC is your gateway to GSA. Center representatives are available online, in person and by phone to help you: Report Sales View RFQs on eBuy Access at http://vsc.gsa.gov 877-495-4849 [email_address]

32. Contractor Teaming Arrangements Teaming can make expanding number opportunities available to you Plan ahead of which MAS contractors can be possible team partners

33. GSA Advantage! The online ordering system of GSA. Every schedule contractor is represented on GSA Advantage! Benefits for vendors: Include a picture along with product listing Quick and easy identification of items Increases potential for strong sales Provides instant visibility and ability to broadcast price changes easily Provides a direct link to your company’s homepage Reduces catalog printing and mailing costs

34. GSA’s eBuy Electronic Request for quote solution designed to facilitate and maximize competition. eBuy provides vendors with a greater opportunity to offer quotes and increase business. To learn more about eBuy, visit the tutorial on the website, or contact Antoinette Scott at [email_address]

35. Schedules eLibrary The online source for GSA and VA Federal Supple Schedule contract award info Can search vendor and product availability Perform searches by SIN, contract number, contractor name, schedule number, or keyword Research other vendors on Schedule in your industry

36. Marketing Opportunities Events: GSA Expo GSA Outreach Europe Other Resources: MarkeTips, Advertising POC: Vincent Violandi 1-571-259-9919 IT Acquisition Center Resources Customer visits Pamphlets and brochures Customer Services

37. More Opportunities Government Executive Magazine Federal Computer Week Government Computer News Washington Technology Federal Times

38. Other Useful Marketing Resources GSA Office of Small Business Utilization www.gsa.gov/smallbusiness Small Business Program Advocate Small Business Administration Pro-Net Associations Government Electronics and IT Association Information Technology Association of America Coalition for Government Procurement Conferences and Expositions AFCEA Technology Forums Advertising in Government Publications MarkeTips (FREE) Government Executive

39. Web Resources Federal Business Opportunities www.fedbizopps.gov Federal Procurement Data System - Next Generation (FPDS-NG) - https://www.fpds.gov/ Forecasting Government Spending - www.gsa.gov/smallbusiness Vendor Support Center http://vsc.gsa.gov GSA Advantage! and eBuy www.gsaadvantage.gov Contractor Team Arrangements www.gsa.gov/ schedules 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. Need More Info? IT Acquisition Center Customer Service Line: 703-605-2700 Getting on Schedule: www.gsa.gov/schedules Solicitation and Related Downloads: www.gsa.gov/schedule70solicitation Web address: http://www.gsa.gov/itCenter E-mail: [email_address] Fax: 703-605-9839 Mailing Address: IT Acquisition Center 2200 Crystal Drive Crystal Plaza 4 Arlington, VA 22202

41. THANK YOU!