Multiple award schedule (MAS) contracts are something every government contractor should have on their radar screen. Getting on these schedules, however, takes significant time, effort and a solid understanding of specific MAS vehicles. In this seminar, we offered tips for government contractors who want to grow their business through MAS contracts. The seminar covers: - Common MAS contracting schedules - How to evaluate whether you should be on a MAS schedule - Steps for successfully applying for MAS contracts - How to modify your prices once you're on a schedule - MAS compliance requirements ... and more

1. Success with Multiple Award
Schedule (MAS) Contracts

3. Success with Multiple Award
Schedule (MAS) Contracts

4. What is a GSA Schedule?
 A GSA Schedule Is a Contract Vehicle That Has Been
Awarded by GSA That Can Be Used by All Federal
Agencies to Order Goods and Services
 It Mirrors Commercial Buying Practices
 Past Performance Based Contract
 Facilitates Government Procurement
– Over 10,000,000 Commercial Items and a Multitude of Services
Can Be Purchased From Over 17,000 Companies Worldwide

5. GSA Schedules Overview
 Govt. Wide Acquisition Contract (GWAC) with optional
Worldwide Scope
 Open Season Solicitations
 5 Year Period of Performance (Three 5 Year Renewals)*
 No Selling Caps
 No FedBizOpps Posting Requirements
 3 Requests For Quotations (RFQs) then Best Value
Award
 Pricing is Already Determined “Fair and Reasonable”
 Federal Spot Discounting Permissible With No
Repercussions
 0.75% Industrial Funding Fee (IFF)
 Quarterly Reporting Only (GSA is not involved in orders)

6. Which GSA Schedule is
Right For Us?

7. Services Schedules
 Professional Services
Schedule
 Advertising & Integrated Media
Services
 Consolidated Products and
Services Schedule (Consolidated
Schedule)
 Environmental Services
 Financial & Business Solutions
 Language Services
 Logistics Worldwide
 MOBIS
 Professional Engineering Services
 Domestic Delivery Services
 Facilities Maintenance &
Management
 Govt. Wide Employee
Relocation
 HR Mgmt & EEO Services
 Information Technology
 Laboratory Services
 Office, Imaging & Document
Man.
 Professional
Medical/Healthcare
 Security Solutions Schedule
 Temporary Administrative
and Professional Staffing
Services
 Product Schedules Cover
Literally Almost Any Type of
Product Imaginable

8. GSA Schedule Sales FY12-15
Schedule FY-12 FY-13 FY-14 FY-15
IT Equipment, Software, & Services 70 $15,699,804,063 $14,659,296,038 $14,265,746,254 $14,591,998,879
Consolidated Schedule CORP $5,099,720,295 $5,350,239,163 $5,562,230,915 $5,869,952,394
Management Consulting 874 $3,232,804,853 $2,923,665,282 $2,354,663,768 $2,288,798,075
Professional Engineering Services 871 $2,006,493,673 $1,902,986,334 $1,701,961,852 $1,550,580,933
Total Solutions for Law Enforcement 84 $2,473,722,292 $2,023,153,687 $1,440,218,344 $1,380,071,745
Furniture 71 $1,251,088,778 $1,038,344,599 $918,631,952 $895,631,449
Financial & Business Solutions 520 $552,324,527 $664,403,508 $683,796,466 $694,887,380
Hardware Superstore 51 V $681,493,892 $609,368,182 $627,605,182 $659,481,363
The Office, Imaging & Document Solution 36 $685,310,779 $724,070,232 $675,799,902 $636,265,498
Scientific Equipment and Services 66 $815,410,353 $669,590,930 $631,288,368 $619,911,195
Office Products/Supplies & Services 75 $711,683,915 $617,761,379 $592,546,780 $518,403,586
Facilities Maintenance & Management 03FAC $460,438,866 $486,278,939 $497,610,806 $515,915,929
Transportation, Delivery & Relocation Solutions 48 $578,921,570 $580,229,209 $536,407,435 $488,829,373
Building & Building Materials 56 $481,974,752 $410,873,003 $351,547,578 $275,900,983
Human Resources and EEO Services 738 X $206,636,307 $232,700,090 $264,911,569 $273,369,508
Travel Service Solutions 599 $213,486,496 $316,409,184 $226,372,235 $220,845,387
Automotive Superstore 23 V $222,837,513 $219,995,156 $165,447,304 $193,309,793
Food Service, Hospitality, Cleaning & Supplies 73 $233,430,580 $217,336,000 $208,842,137 $180,798,038
Environmental Services 899 $266,144,450 $247,769,981 $197,374,403 $155,691,692
Sports, Promo, Outdoor Rec, Trophies & Signs 78 $291,926,958 $213,138,204 $155,515,224 $152,946,384
Total Sales $37,909,672,245 $35,272,665,287 $32,975,899,639 $32,999,814,317
Major Schedule Sales By Fiscal Year

9. Advantages for Government
 Millions of State-of-the-Art Commercial Products and
Services
 Orders Can Be Placed by Any Government
Employee With Purchase Authority
 Built-In Time and Money-Saving Tools For the
Agency
− Teaming Arrangements
− Blanket Purchase Agreements
− Pricing is “Fair and Reasonable”

10. Advantages for Industry
 Priority Source of Supply Under FAR Part 8
 Direct Customer Relationship (GSA is not involved in
the order process)
– Best Value Decision
– Customization Possible
 Limited Competition
 Small and Large Business Participation
 Speed

11. Just How Fast?
 It Takes an Average of 13-15 Days to Issue a
GSA Schedule Order
VERSUS
 This Compares to an Average 268 Days to Put
a Contract in Place with Full and Open
Competition

12. What’s the Plan?

13. Getting Started…
 Download the Appropriate Solicitation
– www.fedbizopps.gov
– http://www.gsaelibrary.gsa.gov
 Determine Appropriate Special Item Number(s) (SIN)
 Analyze RFP (150+ Pages)
 Determine Eligibility to Prime GSA Schedule
 Allocate Resources for the GSA Schedule Proposal
Process

14. Past Performance Requirements
 Minimum Technical Requirement:
– Two years in business running revenue
– Relevant Project Experience:
– Must have completed two projects per Special Item Number within
the last two years or ongoing
– Tasks must be of a similar complexity to the work solicited under
each SIN
 Minimum Pricing Requirement:
– A pricing structure consistent with your commercial practices &
supporting documentation for EACH proposed service/product
 Be sure to check the current solicitation for the specific
requirements for each SIN

15. Global Services’ Process
Week 1? Week 2 Week 3
Data Collection Prop. Development Review & Submit WAIT
•Representations & Certifications; Labor Category Descriptions; Pricing;
Supplemental Information; Technical Proposal; Resumes.
NOTICE: The GSA Multiple Award Schedule (MAS) program has
experienced a significant and sustained increase in new offers over the
past several years. Due to the large number of new offers currently in
process, it may take up to 12 months or longer before an offer is
evaluated. Historically, GSA's practice was to evaluate offers in the order
in which they were received. GSA now processes offers in the manner
that is determined to be most effective, considering strategic or tactical
priorities, customer requirements, available personnel resources,
complexity and/or quality of the offers received, and other factors of
relevance to the MAS program.

16. Global Services’ Process
Week 1? Week 2 Week 3
Data Collection Prop. Development Review & Submit WAIT
•Representations & Certifications; Labor Category Descriptions; Pricing;
Supplemental Information; Technical Proposal; Resumes.
~ Week 6 ~ Week 9+ ~ Week 12+
Financial Review Admin. Review Negotiations
Pass / Reject Compliant??
Accurate??
Price Justification
WAIT

17. GSA’s Pricing Goal
 Offeror acknowledges GSA’s pricing goal is to obtain
equal to or better than the offeror’s Most Favored
Customer pricing under the same or similar terms
and conditions. Pricing that is not determined by the
Government to be highly competitive will not be
determined to be fair and reasonable and will not be
accepted.

18. MFC vs. BOA
 Most Favored Customer
– Who receives your best pricing/best concessions?
– A Customer or a Class of Customer?
 Basis of Award
– Set at the time of award
– Used to track your GSA discount relationship
– Not always the same as MFC

19. Who is my Most Favored
Customer?
Hourly
Rate
$150
Prime A
$125
Prime B
0
200
$105
Subcontractor A
$100
Subcontractor B
Program Manager

20. MFC vs. GSA
Established Discount Relationship (10%)
0
150
$90
Awarded GSA (Ceiling) Rate
$85
Spot Discount
$100
Non-GSA/Commercial Floor
Hourly
Rate
Program Manager

21. Price Reduction Clause
 All MAS contracts remain subject to contract clauses
GSAR 552.238-75, “Price Reductions”; and 552.215-72,
“Price Adjustment -- Failure to Provide Accurate
Information:
 Before award of a contract, the Contracting Officer and
the Contractor will agree upon the customer (or
category of customers) which will be the basis of award,
and the Government’s price or discount relationship to
the identified customer (or category of customers)

22. Price Reduction Clause
 This relationship shall be maintained throughout the
contract period. Any change in the Contractor’s
commercial pricing or discount arrangement applicable
to the identified customer (or category of customers)
which disturbs this relationship shall constitute a price
reduction
 The Contractor shall notify the Contracting Officer of any
price reduction subject to this clause as soon as
possible, but not later than 15 calendar days after its
effective date

23. Price Reduction Clause
$100
Non-GSA/Commercial Floor
Established Discount
Relationship (10%)
0
150
$90
Awarded GSA (Ceiling) Rate
Hourly
Rate
$85.50 New GSA Ceiling
Rate
New Discount
Relationship (10%)
5%
$95 New Commercial Rate
5%
Program Manager

24. Global Services’ Process
~ Week 14+ ~ Week 15+ ~ Week 16+
FPR Award Final Paperwork SALES
Week 1? Week 2 Week 3
Data Collection Prop. Development Review & Submit WAIT
•Representations & Certifications; Labor Category Descriptions; Pricing;
Supplemental Information; Technical Proposal; Resumes.
~ Week 6 ~ Week 9+ ~ Week 12+
Financial Review Admin. Review Negotiations
Pass / Reject Compliant??
Accurate??
Price Justification
WAIT

25. GSA Schedule
Maintenance and
Administration

26. Schedule Maintenance
 Quarterly Reporting and Remittance of the IFF
 Additions/Deletions of Services/Products
 Price Adjustments (After Initial 12 Months)
 GSA Mandated Amendments/Mass Modifications
 Reseller or Manufacturer Updates & Price Changes

27. Reporting and Payment of the IFF
 Reporting to Be Done Quarterly Via VSC Web Site.
This Information Was Provided to You Upon Contract
Award. Http://VSC.GSA.Gov
 Payment of IFF to Be Made Within 30 Days of End of
Calendar Quarter
 Reporting/Payment to Follow Your Standard
Accounting Practices
 Implement Systems to Assign Task Orders as GSA
or Non-GSA (Annual GSA Audit)
 Track by Each Special Item Number (SIN)

28. Transactional Data Reporting
 Transactional Data Reporting (TDR) Rule
– Produces market intelligence that GSA and its partner agencies
can use to make smarter acquisition decisions and save even
more taxpayer dollars
– Removes burdensome tracking and reporting supplier
requirements from the price reduction clause (PRC) and
commercial sales practices (CSP)
 For More Information
– FAQ: https://tdr.gsa.gov/portal/faqs.html
– TDR Fact Sheet: https://tdr.gsa.gov/portal/factsheet.html

29. Additions/Deletions of
Services/Products
 Additions Will Require:
– Pricing Justification - Historical Sales Data or Cost-buildup
Supported by DCAAApproved Rates, Commercial Pricelist
 Deletions Can Be Done at Any Time By Simple Request
 You Will Not Be Allowed to Delete a Service/Product
and Then Later Add the Same Service/Product Back at
a Higher Rate. Once You Submit Pricing Data to GSA
Your Hands Are Largely Tied

30. Trade Agreement Act
 Can be found in FAR 52.225-5
 Only U.S.-made or designated country end products
can be offered using your schedule contract
 Items from non-designated countries must undergo
substantial transformation into a new and different
article of commerce with a name, character, or use
distinct from that of the article or articles from which it
was transformed.

31. Price Adjustments
 Prices Must Be Held for Twelve Months From Date of
Award for Most Schedules
 Thereafter Adjustable 3 Times Each 12 Month Per
Contract up to Max of 4 or 10%
 Price Adjustments Based on 3 Possibilities:
− Increase in Commercial Pricelist
− A Market Price Indicator Negotiated Prior to Contract Award
− Pre-negotiated Set Escalation Factor
 You Can Always Lower Your Price

32. Reseller/Manufacturer Changes
 As a Reseller Anytime a Manufacturer Changes
Prices You Must Update Your GSA Schedule. In
Some Cases If the Manufacturer Increases Pricing
Substantially, You May Have to Pull the Product off
Your Schedule If You Can Not Negotiate a Price
Increase With GSA (or If You Are Within Your First
12 Months After Award.)
 Outdated Pricing Is Cause for Contract Termination
by GSA.

33. Final Questions?

35. BROUGHT TO YOU BY
Taylor Dean, CPA
Director, Services for Government Contractors
Gross, Mendelson & Associates
TDean@gma-cpa.com
703.537.0576
www.gma-cpa.com