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Multiple Award Schedule MAS Offer Presentation Pathway To Success

Is an MAS Contract A Good Fit?. Not A Good Fit At This Time . Making An Offer. Pursue Other Opportunities . Reevaluate When To Make An Offer. Develop an MAS Contract Specific Business Plan. MAS Training . Read, Locate, Understand The MAS Solicitation. Building Your ?Pathway To Success". Three

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Multiple Award Schedule MAS Offer Presentation Pathway To Success

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    1. Multiple Award Schedule (MAS) Offer Presentation “Pathway To Success” Many of you are viewing this presentation today because your organization is interested in doing business with the Government, thinking about becoming a Multiple Award Schedule (MAS) contractor, and want to be successful in the Federal marketplace. We commend you for taking the first step in the right direction. GSA is always looking to add new contractors to the MAS program that are ready to be successful. This presentation is going to help place your organization on the right track toward building your “pathway to success.” Many of you are viewing this presentation today because your organization is interested in doing business with the Government, thinking about becoming a Multiple Award Schedule (MAS) contractor, and want to be successful in the Federal marketplace. We commend you for taking the first step in the right direction. GSA is always looking to add new contractors to the MAS program that are ready to be successful. This presentation is going to help place your organization on the right track toward building your “pathway to success.”

    2. To help your organization build its “pathway to success”, we are going to walk you through the five steps of this presentation today! We will begin the first step in the “pathway to success” process by helping your organization decide whether an MAS contract is a good fit for your organization, by providing an overview of the MAS program in step one and in step two going over a few important questions to answer before deciding to making an offer. After helping your organization answer these critical questions, we will outline the next step, which consists of either pursuing other opportunities to participate in the Federal acquisition process in step three or taking the right actions toward planning for MAS contract success in step four. The last step of the presentation will cover preparing and submitting your offer and how GSA evaluates MAS proposals. So, let’s not wait any further and get started on building your “pathway to success” today! To help your organization build its “pathway to success”, we are going to walk you through the five steps of this presentation today!

    3. Section I Multiple Award Schedules (MAS) Program Overview GSA’s MAS Program Opportunities Rewards Pursuing an MAS Contract: Myths Or Facts The first section of the presentation will give you better understanding of GSA’s MAS program. It will highlight the remarkable opportunities and potential rewards in becoming an MAS contractor. The myth and fact portion will give your organization correct and thorough information from the outset to place yourself on a “pathway to success.” The first section of the presentation will give you better understanding of GSA’s MAS program. It will highlight the remarkable opportunities and potential rewards in becoming an MAS contractor. The myth and fact portion will give your organization correct and thorough information from the outset to place yourself on a “pathway to success.”

    4. GSA’s MAS Program U.S. General Services Administration (GSA) Multiple Award Schedules (MAS) Program The Difference: Multiple Award Schedule (MAS) Contract Government-Wide Acquisition Contract (GWAC) Multi-Award Contract (MAC) The U.S. General Services Administration (GSA) is the Federal Government’s premier acquisition agency. Our mission is to help other agencies better serve the public by meeting – at best value – their needs for products and services, and to simplify citizen access to Government information and services. Okay, you know what GSA’s mission is, but do you understand what the Multiple Award Schedules (MAS) program is? The MAS program is the premier commercial acquisition vehicle program within the Federal Government. There are 43 different schedules that are multiple award, indefinite delivery, indefinite quantity (IDIQ) contracts for commercial products and services that are available for use by Federal agencies worldwide. GSA awards and administers MAS contracts pursuant to 40 United States Code (U.S.C.) 501, Services for Executive Agencies and 41 U.S.C. 259, which references GSA’s MAS program. Under the MAS program, GSA enters into Government-wide contracts with commercial firms to provide over 10 million commercial supplies and services. Agencies place orders directly with MAS contractors. Interagency agreements are not required when placing orders against MAS contracts because the Economy Act does not apply to MAS orders. Under other multiple-award contracting vehicles that are subject to the Economy Act the ordering agencies would have to do a determination and finding that documents that use of these vehicles are in the best interest of the Government and the supplies or services cannot be obtained as conveniently or economically by contracting directly with a private source. Thus, MAS contracts are more readily available for Federal agencies use than other certain types of multiple-award contracting vehicles. Lastly, many of you may have heard of the other types of Government-wide multiple award contracts out in the Federal marketplace. Many of these contracting vehicles are managed by GSA and some by other Federal agencies. It is important that your organization is able to distinguish the difference between a Multiple Award Schedule (MAS) Contracts and Government-Wide Acquisition Contracts (GWACs), and Multi-Agency Contracts (MACs) to understand which may be the appropriate acquisition vehicle for your organization. Government-wide Acquisition Contracts (GWACs) are task order or delivery order contracts for information technology established by one agency for Government-wide use. Each GWAC is operated by an executive agent designated by the Office of Management and Budget (OMB) pursuant to section 5112(e) of the Clinger-Cohen Act. The Economy Act does not apply when placing orders under GWACs. To use GWACs, agencies either need to obtain a delegation of authority from the host center or work through a procurement support operation such as GSA's Client Support Centers (CSCs.) Multi-Agency Contracts (MACs) are task order or delivery order contracts established by one agency for use by Government agencies to obtain a variety of supplies and services. As a general matter, the Economy Act is applicable to orders placed under MACs, with the exception of MACs for information technology that are established pursuant to the Clinger-Cohen Act. The U.S. General Services Administration (GSA) is the Federal Government’s premier acquisition agency. Our mission is to help other agencies better serve the public by meeting – at best value – their needs for products and services, and to simplify citizen access to Government information and services. Okay, you know what GSA’s mission is, but do you understand what the Multiple Award Schedules (MAS) program is? The MAS program is the premier commercial acquisition vehicle program within the Federal Government. There are 43 different schedules that are multiple award, indefinite delivery, indefinite quantity (IDIQ) contracts for commercial products and services that are available for use by Federal agencies worldwide. GSA awards and administers MAS contracts pursuant to 40 United States Code (U.S.C.) 501, Services for Executive Agencies and 41 U.S.C. 259, which references GSA’s MAS program. Under the MAS program, GSA enters into Government-wide contracts with commercial firms to provide over 10 million commercial supplies and services. Agencies place orders directly with MAS contractors. Interagency agreements are not required when placing orders against MAS contracts because the Economy Act does not apply to MAS orders. Under other multiple-award contracting vehicles that are subject to the Economy Act the ordering agencies would have to do a determination and finding that documents that use of these vehicles are in the best interest of the Government and the supplies or services cannot be obtained as conveniently or economically by contracting directly with a private source. Thus, MAS contracts are more readily available for Federal agencies use than other certain types of multiple-award contracting vehicles.

    5. MAS Contract Opportunities Government’s Premier Commercial Acquisition Program Mirrors Commercial Buying Practices A Fast, Easy And Effective Contracting Vehicle Complies With All The Rules And Regulations “Total Solutions” Estimated $40 Billion In Sales There are substantial opportunities available to your organization in becoming an MAS contractor. These opportunities include: Participation in the Government’s premier commercial acquisition program that helps your organization to firmly establish its presence in the Federal marketplace; The MAS program is designed to mirror commercial buying practices and helps to minimize the differences between doing business in the Government and commercial markets; The MAS program provides a fast, easy and effective contracting vehicle to do business with Federal agencies and other eligible customers; Having an MAS contract helps foster compliance with all the Federal procurement rules and regulations by providing streamlined ordering procedures that help customer agencies buy products and services they need right away; The MAS program gives contract holders the ability to provide “Total Solutions” and expand the universe of business opportunities by allowing MAS contractors to enter into Contractor Team Arrangements (CTAs) with other MAS contractors; GSA estimates $40 billion in sales under the MAS program in fiscal year 2007. The program continues to grow and expand the number of business opportunities available to its contracting partners; As you can see there are considerable opportunities in pursuing an MAS contract. The next few slides will illustrate the program’s tremendous growth in the last few years as it continues to be the premier commercial acquisition vehicle program for the Government.There are substantial opportunities available to your organization in becoming an MAS contractor. These opportunities include: Participation in the Government’s premier commercial acquisition program that helps your organization to firmly establish its presence in the Federal marketplace; The MAS program is designed to mirror commercial buying practices and helps to minimize the differences between doing business in the Government and commercial markets; The MAS program provides a fast, easy and effective contracting vehicle to do business with Federal agencies and other eligible customers; Having an MAS contract helps foster compliance with all the Federal procurement rules and regulations by providing streamlined ordering procedures that help customer agencies buy products and services they need right away; The MAS program gives contract holders the ability to provide “Total Solutions” and expand the universe of business opportunities by allowing MAS contractors to enter into Contractor Team Arrangements (CTAs) with other MAS contractors; GSA estimates $40 billion in sales under the MAS program in fiscal year 2007. The program continues to grow and expand the number of business opportunities available to its contracting partners; As you can see there are considerable opportunities in pursuing an MAS contract. The next few slides will illustrate the program’s tremendous growth in the last few years as it continues to be the premier commercial acquisition vehicle program for the Government.

    6. MAS Program Growth As you can see from this chart, the number of new MAS contractors has grown enormously over the past few years. GSA adds approximately 3,000 contractors a year to the program. This incredible growth has resulted in a more competitive environment under the MAS program with more and more contractors competing for new orders each year. As you can see from this chart, the number of new MAS contractors has grown enormously over the past few years. GSA adds approximately 3,000 contractors a year to the program. This incredible growth has resulted in a more competitive environment under the MAS program with more and more contractors competing for new orders each year.

    7. MAS Program Sales Growth Just as the number of contractors that have been added to the program has grown in leaps and bounds so have sales. Over the last three fiscal years the MAS program has experienced a 66% sales growth. Every year GSA continues to build upon the amount of acquisition dollars being spent through the program by customer agencies. Just as the number of contractors that have been added to the program has grown in leaps and bounds so have sales. Over the last three fiscal years the MAS program has experienced a 66% sales growth. Every year GSA continues to build upon the amount of acquisition dollars being spent through the program by customer agencies.

    8. MAS Contract Rewards Dependable And Reliable Business Innovative Fast Growing Commercial Acquisition Program Government-Wide Contract There are several magnificent opportunities available to your organization in having an MAS contract. However, your organization must be prepared to seize upon these opportunities to reap MAS contract rewards. Here are just a few examples of the rewards: The Government continues to be a reliable source of business. Unlike private sector companies with which many of you do business, the Government does not run the risk of going out of business tomorrow. If you are ready to build and sustain your MAS contract business, it can become a reliable source of revenue for your organization. The MAS program is highly innovative. GSA continuously strives to find new and creative ways to meet our customer agency needs. Whether through our training courses hosted at GSA’s Center for Acquisition Excellence; our electronic contracting tools such as GSA Advantage! and eBuy; or by adding new commercial products and/or services to the program, GSA is always working to keep the MAS program the most innovative commercial acquisition vehicle program in Government. The MAS program is a fast growing commercial acquisition vehicle program that always has new business opportunities being made available to its contract holders. Being prepared to seize these opportunities will be a key to building your MAS contract business. An MAS contract is a Government-wide contract. Once your organization is awarded an MAS contract, you are free to sell to all Federal agencies and other authorized customers through streamlined acquisition procedures. Making your MAS contract the main contracting vehicle that your organization uses to do business with the Federal Government can result in substantial savings to your organization. Your organization can offer an array of products and/or services to the Federal marketplace under a single contract and not have to manage multiple contracts. There are several magnificent opportunities available to your organization in having an MAS contract. However, your organization must be prepared to seize upon these opportunities to reap MAS contract rewards. Here are just a few examples of the rewards: The Government continues to be a reliable source of business. Unlike private sector companies with which many of you do business, the Government does not run the risk of going out of business tomorrow. If you are ready to build and sustain your MAS contract business, it can become a reliable source of revenue for your organization. The MAS program is highly innovative. GSA continuously strives to find new and creative ways to meet our customer agency needs. Whether through our training courses hosted at GSA’s Center for Acquisition Excellence; our electronic contracting tools such as GSA Advantage! and eBuy; or by adding new commercial products and/or services to the program, GSA is always working to keep the MAS program the most innovative commercial acquisition vehicle program in Government. The MAS program is a fast growing commercial acquisition vehicle program that always has new business opportunities being made available to its contract holders. Being prepared to seize these opportunities will be a key to building your MAS contract business. An MAS contract is a Government-wide contract. Once your organization is awarded an MAS contract, you are free to sell to all Federal agencies and other authorized customers through streamlined acquisition procedures. Making your MAS contract the main contracting vehicle that your organization uses to do business with the Federal Government can result in substantial savings to your organization. Your organization can offer an array of products and/or services to the Federal marketplace under a single contract and not have to manage multiple contracts.

    9. Pursuing an MAS Contract: Myths Or Facts Now that we’ve given you an overview of GSA’s MAS program as well as the opportunities and potential rewards in becoming an MAS contractor, it is important to discuss several myths about pursuing an MAS contract and distinguish them from the facts to continue building your “pathway to success.” This section of the presentation will require your participation by asking yourself whether you believe the statement on the screen to be a myth or a fact. Now that we’ve given you an overview of GSA’s MAS program as well as the opportunities and potential rewards in becoming an MAS contractor, it is important to discuss several myths about pursuing an MAS contract and distinguish them from the facts to continue building your “pathway to success.” This section of the presentation will require your participation by asking yourself whether you believe the statement on the screen to be a myth or a fact.

    10. Myth Or Fact - #1 “An MAS Contract Is A Good Fit For Everybody” Answer: Myth Is this statement a myth or a fact? An MAS contract is a good fit for everybody. The answer is this statement is: myth. The fact is in certain circumstances having an MAS contract may not be a good fit at this time. To illustrate, here are a few examples: There is not a demand for your organization’s product and/or services in the Federal marketplace; The MAS contract is not the appropriate acquisition method for your organization to reach your customer. For example, what your organization wants to sell to the Government is a non-commercial item; Your organization at this time is not willing to devote the time and resources to achieve a return on your MAS contract investment.Is this statement a myth or a fact? An MAS contract is a good fit for everybody. The answer is this statement is: myth. The fact is in certain circumstances having an MAS contract may not be a good fit at this time. To illustrate, here are a few examples: There is not a demand for your organization’s product and/or services in the Federal marketplace; The MAS contract is not the appropriate acquisition method for your organization to reach your customer. For example, what your organization wants to sell to the Government is a non-commercial item; Your organization at this time is not willing to devote the time and resources to achieve a return on your MAS contract investment.

    11. Myth Or Fact - #2 “To Obtain an MAS Contract Your Organization Just Needs To Submit An Application To GSA” Answer: Myth Is this statement a myth or a fact? To obtain an MAS contract your organization just needs to submit an application to GSA. The answer is this statement is: myth. The fact is your organization needs to submit an offer under the appropriate solicitation to be considered for award of an MAS contract. This contract becomes a legal and binding document that outlines certain contractual obligations. If your organization submits an offer, there is no guarantee of contract award. GSA Procuring Contracting Officers (PCOs) only award MAS contracts to those responsible offerors that offer reasonable pricing, conform to the solicitation, and are in the best interest of the Government.Is this statement a myth or a fact? To obtain an MAS contract your organization just needs to submit an application to GSA. The answer is this statement is: myth. The fact is your organization needs to submit an offer under the appropriate solicitation to be considered for award of an MAS contract. This contract becomes a legal and binding document that outlines certain contractual obligations. If your organization submits an offer, there is no guarantee of contract award. GSA Procuring Contracting Officers (PCOs) only award MAS contracts to those responsible offerors that offer reasonable pricing, conform to the solicitation, and are in the best interest of the Government.

    12. Myth Or Fact? - #3 “MAS Solicitations Are Continuously Open To Receive New Offers” Answer: Fact Is this statement a myth or a fact? MAS solicitations are continuously open to receive new offers and make new contract awards. The answer is this statement is: fact. Potential MAS offerors do not have to submit their offer before a specific deadline. Your organization should take its time and decide when is the best moment to make an offer. Taking the time to properly prepare your MAS offer is key to receiving a timely contract award and making the most of your MAS contract investment. Is this statement a myth or a fact? MAS solicitations are continuously open to receive new offers and make new contract awards. The answer is this statement is: fact. Potential MAS offerors do not have to submit their offer before a specific deadline. Your organization should take its time and decide when is the best moment to make an offer. Taking the time to properly prepare your MAS offer is key to receiving a timely contract award and making the most of your MAS contract investment.

    13. Myth Or Fact - #4 “There Are Risks In Having an MAS Contract” Answer: Fact Is this statement a myth or a fact? There are risks in having an MAS contract. The answer is this statement is: fact. Although there are considerable opportunities and rewards in having an MAS contract, there are several risks to your organization, if you are not prepared to manage an MAS contract. These risks can be categorized into two major areas. The first risk is a failure to achieve a return on your investment. 55% of MAS contracts awarded in the past four fiscal years have less than $25,000 in sales. All MAS contracts contain clause, I-FSS-600 Minimum Sales Criteria, which requires MAS contractors to achieve sales of $25,000 in the first two years and $25,000 in sales each year after. If the MAS contractor does not achieve the minimum sales criteria, GSA may elect to cancel their contract. Failing to achieve a return on your investment is neither in GSA’s, nor customer agencies, the American taxpayer, or your best interest. The second risk is a failure to comply with the terms and conditions of the contract, which we refer to as “compliance risk.” MAS contracts contain a host of performance requirements that require your compliance. If your organization is not prepared to comply with these contractual requirements, your business could be at risk. Here are some examples of possible compliance risks: Your poor contractual performance may be documented and used in support of future acquisition decisions; Your contract may be cancelled; Your contract may be terminated for convenience or default; Your organization may be suspended or debarred from Federal procurement; Your organization may be assessed damages for failure to meet certain contractual requirements; Your organization and persons within your organization become a party to a lawsuit that could result in civil and criminal penalties. GSA wants your organization to be aware of these examples so that you avoid exposing your organization to this type of risk and fail to achieve success. There are several real world examples of MAS contractors exposing themselves to this kind of compliance risk. Here are just a few that you may have heard of in the news and the industry press: A Fortune 1000 company’s subsidiary paid the Justice Department $1 million to settle allegations that it falsely represented itself as a small business for inclusion on an MAS contract; A small disadvantaged veteran owned small business paid the Justice Department $100,000 to settle allegations that they submitted false claims when they sold products manufactured in country that had not signed an international trade agreement with the United States; An MAS contractor attracted substantial media scrutiny for providing interrogation services via an Information Technology MAS contract. Is this statement a myth or a fact? There are risks in having an MAS contract. The answer is this statement is: fact. Although there are considerable opportunities and rewards in having an MAS contract, there are several risks to your organization, if you are not prepared to manage an MAS contract. These risks can be categorized into two major areas. The first risk is a failure to achieve a return on your investment. 55% of MAS contracts awarded in the past four fiscal years have less than $25,000 in sales. All MAS contracts contain clause, I-FSS-600 Minimum Sales Criteria, which requires MAS contractors to achieve sales of $25,000 in the first two years and $25,000 in sales each year after. If the MAS contractor does not achieve the minimum sales criteria, GSA may elect to cancel their contract. Failing to achieve a return on your investment is neither in GSA’s, nor customer agencies, the American taxpayer, or your best interest. The second risk is a failure to comply with the terms and conditions of the contract, which we refer to as “compliance risk.” MAS contracts contain a host of performance requirements that require your compliance. If your organization is not prepared to comply with these contractual requirements, your business could be at risk. Here are some examples of possible compliance risks: Your poor contractual performance may be documented and used in support of future acquisition decisions; Your contract may be cancelled; Your contract may be terminated for convenience or default; Your organization may be suspended or debarred from Federal procurement; Your organization may be assessed damages for failure to meet certain contractual requirements; Your organization and persons within your organization become a party to a lawsuit that could result in civil and criminal penalties. GSA wants your organization to be aware of these examples so that you avoid exposing your organization to this type of risk and fail to achieve success. There are several real world examples of MAS contractors exposing themselves to this kind of compliance risk. Here are just a few that you may have heard of in the news and the industry press: A Fortune 1000 company’s subsidiary paid the Justice Department $1 million to settle allegations that it falsely represented itself as a small business for inclusion on an MAS contract; A small disadvantaged veteran owned small business paid the Justice Department $100,000 to settle allegations that they submitted false claims when they sold products manufactured in country that had not signed an international trade agreement with the United States; An MAS contractor attracted substantial media scrutiny for providing interrogation services via an Information Technology MAS contract.

    14. Myth Or Fact - #5 “An MAS Contract Is Guaranteed Revenue” Answer: Myth Is this statement a myth or a fact? An MAS contract is guaranteed revenue. The answer is this statement is: myth. The fact is your marketing strategy can directly affect your revenue under an MAS contract as it does in the commercial marketplace. To date there are over 17,500 MAS contracts in place, covering 11,000,000 items; competition for new orders under the program is fierce. The only guarantee your organization receives with being awarded an MAS contract is that it will receive the contract’s guaranteed minimum of $2,500 provided the conditions of clause I-FSS-106 Guaranteed Minimum are met.Is this statement a myth or a fact? An MAS contract is guaranteed revenue. The answer is this statement is: myth. The fact is your marketing strategy can directly affect your revenue under an MAS contract as it does in the commercial marketplace. To date there are over 17,500 MAS contracts in place, covering 11,000,000 items; competition for new orders under the program is fierce. The only guarantee your organization receives with being awarded an MAS contract is that it will receive the contract’s guaranteed minimum of $2,500 provided the conditions of clause I-FSS-106 Guaranteed Minimum are met.

    15. Myth Or Fact - #6 “Pursuing And Administering an MAS Contract Is Different From Any Commercial Contract” Answer: Fact Is this statement a myth or a fact? Pursuing and administering an MAS contract is different from any commercial contract. The answer is this statement is: fact. Although the MAS program is designed to mirror commercial buying practices, there are certain statutory and regulatory requirements associated with MAS contracts that make them different from a commercial contract. Generally, these requirements come from the Government’s role of providing for the social welfare of its citizens and ensuring best value for the American taxpayer through the Federal acquisition process. Examples of such statutory and regulatory requirements are: Disclosing Commercial Sales Practices (CSP) information; Trade Agreements Act (TAA) compliance; Scope of contract compliance; Price Reduction clause compliance; Socioeconomic considerations; Compliance with various labor laws; and Unique MAS ordering procedures. Is this statement a myth or a fact? Pursuing and administering an MAS contract is different from any commercial contract. The answer is this statement is: fact. Although the MAS program is designed to mirror commercial buying practices, there are certain statutory and regulatory requirements associated with MAS contracts that make them different from a commercial contract. Generally, these requirements come from the Government’s role of providing for the social welfare of its citizens and ensuring best value for the American taxpayer through the Federal acquisition process. Examples of such statutory and regulatory requirements are: Disclosing Commercial Sales Practices (CSP) information; Trade Agreements Act (TAA) compliance; Scope of contract compliance; Price Reduction clause compliance; Socioeconomic considerations; Compliance with various labor laws; and Unique MAS ordering procedures.

    16. Myth Or Fact - #7 “The MAS Program Favors Large Businesses” Answer: Myth Is this statement a myth or a fact? The MAS program favors large businesses. The answer is this statement is: myth. The MAS program is available to all business, and small businesses have done exceptional under the MAS program. 38% of the MAS program sales have gone to prime MAS small business contractors. This is 15% higher than 23% Government-wide statutory goal of Federal acquisition dollars going to prime small businesses. In addition, approximately 80% of MAS contracts are held by small businesses. Lastly, small businesses receive several preferences under the MAS program. These preferences include: Customer agencies receiving credit toward small business goals for placing orders under the MAS program; and Customer agencies can consider socioeconomic status when identifying contractors for consideration of award of an order.Is this statement a myth or a fact? The MAS program favors large businesses. The answer is this statement is: myth. The MAS program is available to all business, and small businesses have done exceptional under the MAS program. 38% of the MAS program sales have gone to prime MAS small business contractors. This is 15% higher than 23% Government-wide statutory goal of Federal acquisition dollars going to prime small businesses. In addition, approximately 80% of MAS contracts are held by small businesses. Lastly, small businesses receive several preferences under the MAS program. These preferences include: Customer agencies receiving credit toward small business goals for placing orders under the MAS program; and Customer agencies can consider socioeconomic status when identifying contractors for consideration of award of an order.

    17. Myth Or Fact - #8 “A Federal Customer Can’t Do Business With A Vendor Unless That Vendor Has an MAS Contract” Answer: Myth Is this statement a myth or a fact? My Federal customer can’t do business with a vendor unless that vendor has an MAS contract. The answer is this statement is: myth. Alternative acquisition approaches are always available to your organization and your potential customer. Examples of these alternative acquisition approaches include: Open market acquisition methods, such as simplified acquisition procedures, sealed bidding, and negotiated procurements; as well as Subcontracting opportunities. Later on in this presentation we will discuss these approaches in further detail. Is this statement a myth or a fact? My Federal customer can’t do business with a vendor unless that vendor has an MAS contract. The answer is this statement is: myth. Alternative acquisition approaches are always available to your organization and your potential customer. Examples of these alternative acquisition approaches include: Open market acquisition methods, such as simplified acquisition procedures, sealed bidding, and negotiated procurements; as well as Subcontracting opportunities. Later on in this presentation we will discuss these approaches in further detail.

    18. Myth Or Fact - #9 “Most Of The Work Involved With an MAS Contract Is In Getting A GSA Number” Answer: Myth Is this statement a myth or a fact? Most of the work involved with an MAS contact is in getting a GSA number. The answer is this statement is: myth. The fact is once your organization is awarded an MAS contract, substantial resources and efforts will be needed to manage your contract. For illustrative purposes, here are some of the many actions your organization will need to take: Market your contract; Submit modification requests; Produce and distribute your MAS pricelist; Maintain your GSA Advantage! files; Track “basis of award” pricing and discounting practices; Ensure Trade Agreements Act (TAA) compliance; Ensure scope of contract compliance; Track MAS contract sales and remit the Industrial Funding Fee (IFF); Comply with various labor laws; Submit VETS 100 reporting; Participate in e-Buy; Accept credit card payments for orders up to the micro-purchase threshold of $3,000 at a minimum; Keep and maintain records on your contract.Is this statement a myth or a fact? Most of the work involved with an MAS contact is in getting a GSA number. The answer is this statement is: myth. The fact is once your organization is awarded an MAS contract, substantial resources and efforts will be needed to manage your contract. For illustrative purposes, here are some of the many actions your organization will need to take: Market your contract; Submit modification requests; Produce and distribute your MAS pricelist; Maintain your GSA Advantage! files; Track “basis of award” pricing and discounting practices; Ensure Trade Agreements Act (TAA) compliance; Ensure scope of contract compliance; Track MAS contract sales and remit the Industrial Funding Fee (IFF); Comply with various labor laws; Submit VETS 100 reporting; Participate in e-Buy; Accept credit card payments for orders up to the micro-purchase threshold of $3,000 at a minimum; Keep and maintain records on your contract.

    19. Myth Or Fact - #10 “Having an MAS Contract May Affect Your Commercial Sales Practices” Answer: Fact Is this statement a myth or a fact? Having an MAS contract may affect your commercial sales practices. The answer is this statement is: fact. MAS contract prices are based upon a “basis of award” category of customer (s.) Discounts to your “basis of award” category of customer (s) can trigger a price reduction in your MAS contract under the Price Reductions clause. MAS contractors must actively monitor this pricing/discounting relationship established between that category of customer (s) that formed the “basis of award” and GSA to ensure compliance with the Price Reductions clause. Thus, a change in your commercial discounting practices could have an impact on prices for the products and/or services on your MAS contract and the prices your organization decides to offer commercially. Is this statement a myth or a fact? Having an MAS contract may affect your commercial sales practices. The answer is this statement is: fact. MAS contract prices are based upon a “basis of award” category of customer (s.) Discounts to your “basis of award” category of customer (s) can trigger a price reduction in your MAS contract under the Price Reductions clause. MAS contractors must actively monitor this pricing/discounting relationship established between that category of customer (s) that formed the “basis of award” and GSA to ensure compliance with the Price Reductions clause. Thus, a change in your commercial discounting practices could have an impact on prices for the products and/or services on your MAS contract and the prices your organization decides to offer commercially.

    20. Section II Is an MAS Contract A Good Fit? When deciding whether an MAS contract is a good fit, your organization should carefully consider, among other things, the following questions: Is there a demand in the Federal marketplace for my organization’s products and/or services? Will my organization be able to compete for orders with other MAS contractors? Is my organization prepared to devote the resources, develop the expertise, and engage in business planning for MAS contract success?When deciding whether an MAS contract is a good fit, your organization should carefully consider, among other things, the following questions: Is there a demand in the Federal marketplace for my organization’s products and/or services? Will my organization be able to compete for orders with other MAS contractors? Is my organization prepared to devote the resources, develop the expertise, and engage in business planning for MAS contract success?

    21. The Government Marketplace Federal Business Opportunities (FedBizOpps) www.fbo.gov Federal Procurement Data System - Next Generation (FPDS-NG) www.fpds.gov Forecast Of Government Opportunities www.gsa.gov/sbu Your organization can answer the first question by determining where your business fits in the Federal marketplace. Utilize these websites among others to get answers. Search these websites for the products and/or services your organization wants to offer and see if there is a market for them. In addition, check sales records to determine how well other companies are doing selling the same or similar products and/or services in the Federal marketplace. Now let’s talk about these websites in greater detail. Your organization can answer the first question by determining where your business fits in the Federal marketplace. Utilize these websites among others to get answers. Search these websites for the products and/or services your organization wants to offer and see if there is a market for them. In addition, check sales records to determine how well other companies are doing selling the same or similar products and/or services in the Federal marketplace. Now let’s talk about these websites in greater detail.

    22. Federal Business Opportunities Federal agencies are required to publicize proposed contract opportunities expected to exceed $25,000. You can search the Federal Business Opportunities, or more commonly known as FedBizOpps website available at www.fbo.gov, to see if there are current or previous opportunities for your organization’s products and/or services. This should help your organization determine whether there is a demand for the products and/or services your organization is seeking to offer in the Federal marketplace.Federal agencies are required to publicize proposed contract opportunities expected to exceed $25,000. You can search the Federal Business Opportunities, or more commonly known as FedBizOpps website available at www.fbo.gov, to see if there are current or previous opportunities for your organization’s products and/or services. This should help your organization determine whether there is a demand for the products and/or services your organization is seeking to offer in the Federal marketplace.

    23. Federal Procurement Data System Next Generation The Federal Procurement Data System – Next Generation (FPDS-NG) website available at www.fpds.gov provides a summary of information on all Federal contract actions over $3,000 and more detail for contract actions over $25,000. You can identify who bought what, from whom, for how much, when, and where at this website. Use this website to check and see if the Government has bought the products and/or services your organization wants to offer in the Federal marketplace.The Federal Procurement Data System – Next Generation (FPDS-NG) website available at www.fpds.gov provides a summary of information on all Federal contract actions over $3,000 and more detail for contract actions over $25,000. You can identify who bought what, from whom, for how much, when, and where at this website. Use this website to check and see if the Government has bought the products and/or services your organization wants to offer in the Federal marketplace.

    24. Opportunities Dept. Of Defense www.dod.gov Dept. Of Energy www.doe.gov National Aeronautics And Space Admin. www.nasa.gov Dept. Of Veterans Affairs www.va.gov U.S. General Services Admin. www.gsa.gov This is a list of 10 agencies that are known for having significant acquisition budgets and spending an enormous amount of acquisition dollars contracting with small businesses. Use this list to do your market research. First try to find out what they purchase and then find out if your organization can meet their needs. These customer agency websites should help you identify which department and specific organizational units within that department are in your organization’s target markets and your potential MAS customers. This is a list of 10 agencies that are known for having significant acquisition budgets and spending an enormous amount of acquisition dollars contracting with small businesses. Use this list to do your market research. First try to find out what they purchase and then find out if your organization can meet their needs. These customer agency websites should help you identify which department and specific organizational units within that department are in your organization’s target markets and your potential MAS customers.

    25. More Opportunities “Government Executive Magazine” “Federal Computer Week” “Government Computer News” “Washington Technology” “Federal Times” In further conducting market analysis for the demand for your organization’s products and/or services in the Federal marketplace, you may want to consider contracting Federal officials. There are several different sources to find Federal officials to contact. Examples include: Federal Yellow Book Mailing List; and Officials listed in Federal Procurement Data System – Next Generation (FPDS-NG) or Federal Business Opportunities (FedBizOpps) websites. We also suggest your organization frequently scan industry publications to see if there is a future need in the Federal marketplace 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 endorse any one of these publications over another or any not mentioned in this presentation. In further conducting market analysis for the demand for your organization’s products and/or services in the Federal marketplace, you may want to consider contracting Federal officials. There are several different sources to find Federal officials to contact. Examples include: Federal Yellow Book Mailing List; and Officials listed in Federal Procurement Data System – Next Generation (FPDS-NG) or Federal Business Opportunities (FedBizOpps) websites. We also suggest your organization frequently scan industry publications to see if there is a future need in the Federal marketplace 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 endorse any one of these publications over another or any not mentioned in this presentation.

    26. Forecast Of Contracting Opportunities List Of Proposed Contracts For The Fiscal Year Points Of Contact For Specific Departments Posted On Federal Websites Free To Any Company Seeking Government Procurements For GSA Go To www.gsa.gov/sbu Federal agencies publicize a forecast of the products and/or services they plan to buy for the fiscal year. Check Government websites for this information to see if there are opportunities of which your organization can take advantage. Again, this may give you an indication of which agencies are now or in the future going to procure the products and/or services that your organization wants to offer under an MAS contract.Federal agencies publicize a forecast of the products and/or services they plan to buy for the fiscal year. Check Government websites for this information to see if there are opportunities of which your organization can take advantage. Again, this may give you an indication of which agencies are now or in the future going to procure the products and/or services that your organization wants to offer under an MAS contract.

    27. Competition GSA Schedules e-Library www.gsaelibrary.gsa.gov GSA Advantage! www.gsaadvantage.gov GSA Schedule Sales Query ssq.gsa.gov You should assess your organization’s ability to compete for orders under the MAS program. These GSA websites can help you conduct market analysis to ensure that your organization can compete for MAS order awards. They are: GSA Schedules e-Library; GSA Advantage!; GSA Schedule Sale Query. Let’s look at each more closely.You should assess your organization’s ability to compete for orders under the MAS program. These GSA websites can help you conduct market analysis to ensure that your organization can compete for MAS order awards. They are: GSA Schedules e-Library; GSA Advantage!; GSA Schedule Sale Query. Let’s look at each more closely.

    28. Schedules e-Library The Schedules e-Library website lists all GSA schedules and the contractors under each schedule. It can be used: To identify which schedule (s) and special item numbers (SINs), a subset classification of products and/or services under a particular schedule, that covers what your company wants to offer; And to identify your potential competitors for orders under the program. The Schedules e-Library website lists all GSA schedules and the contractors under each schedule. It can be used: To identify which schedule (s) and special item numbers (SINs), a subset classification of products and/or services under a particular schedule, that covers what your company wants to offer; And to identify your potential competitors for orders under the program.

    29. Schedule 70 (Example) As mentioned earlier in the presentation, competition for new orders is fierce. An example of this competitive environment is that there are more than 1,300 contractors offering purchase of Information Technology equipment under Schedule 70, more commonly know as the Information Technology (IT) Schedule. To be more specific, there are about 350 contractors under the category of purchase of Information Technology equipment that offer desktop computers alone. As you can see, there may be many contractors already under schedule offering similar products and/or services to those your organization may like to offer. As mentioned earlier in the presentation, competition for new orders is fierce. An example of this competitive environment is that there are more than 1,300 contractors offering purchase of Information Technology equipment under Schedule 70, more commonly know as the Information Technology (IT) Schedule. To be more specific, there are about 350 contractors under the category of purchase of Information Technology equipment that offer desktop computers alone. As you can see, there may be many contractors already under schedule offering similar products and/or services to those your organization may like to offer.

    30. GSA Advantage! GSA Advantage! is GSA’s online shopping and ordering system. This is another tremendous electronic tool that can be used to size up the competition. The Government uses GSA Advantage! to: Search for items/services/suppliers; Perform market research; Compare features, pricing, delivery times, warranty terms, services, and other terms and conditions. Once you have identified your potential competitors through the Schedules e-Library, your organization can use GSA Advantage! to compare the pricing, terms and conditions of these competitors with what you are prepared to offer under an MAS contract. Performing this comparison should give your organization a good indication of how competitive you are likely to be. GSA Advantage! is GSA’s online shopping and ordering system. This is another tremendous electronic tool that can be used to size up the competition. The Government uses GSA Advantage! to: Search for items/services/suppliers; Perform market research; Compare features, pricing, delivery times, warranty terms, services, and other terms and conditions. Once you have identified your potential competitors through the Schedules e-Library, your organization can use GSA Advantage! to compare the pricing, terms and conditions of these competitors with what you are prepared to offer under an MAS contract. Performing this comparison should give your organization a good indication of how competitive you are likely to be.

    31. GSA Advantage! (Example) Building off our previous desktop computer example, here is a search from GSA Advantage! on a certain model of Hewlett Packard desktop computers offered by various MAS contractors. This search revealed that GovPlace is offering the best price on this particular model of Hewlett Packard desktop computers. As you can see, if you are looking to resell Hewlett Packard desktop computers or similar types of desktop computers through an MAS contract, your organization can compare pricing and price related terms and conditions with companies like GovPlace to see how competitive your organization is likely to be. This same type of analysis can be done for all products and/or services. Building off our previous desktop computer example, here is a search from GSA Advantage! on a certain model of Hewlett Packard desktop computers offered by various MAS contractors. This search revealed that GovPlace is offering the best price on this particular model of Hewlett Packard desktop computers. As you can see, if you are looking to resell Hewlett Packard desktop computers or similar types of desktop computers through an MAS contract, your organization can compare pricing and price related terms and conditions with companies like GovPlace to see how competitive your organization is likely to be. This same type of analysis can be done for all products and/or services.

    32. Schedule Sales Query The Schedule Sales Query (SSQ) website provides you with detailed sales information on current MAS contracts. You can search this website to see whether your competitors have successfully sold similar products and/or services under the MAS program. The Schedule Sales Query (SSQ) website provides you with detailed sales information on current MAS contracts. You can search this website to see whether your competitors have successfully sold similar products and/or services under the MAS program.

    33. Schedule Sales Query (Example) Here is an example of a search from the Schedule Sales Query (SSQ) website that links back to our previous Schedules e-Library and GSA Advantage! searches on desktop computers. Here you can see the vendor, GovPlace, who was showing the best price on GSA Advantage! for a certain model of Hewlett Packard desktop computers and is generating approximately $7 million in sales for fiscal year 2006 under their Schedule 70 contract. These two searches give you a strong indication that if your organization is looking to offer the same or similar model of desktop computers under schedule, your organization will need to compete with this organization in terms of pricing and price related terms and conditions to be competitive and receive order awards under the program. Here is an example of a search from the Schedule Sales Query (SSQ) website that links back to our previous Schedules e-Library and GSA Advantage! searches on desktop computers. Here you can see the vendor, GovPlace, who was showing the best price on GSA Advantage! for a certain model of Hewlett Packard desktop computers and is generating approximately $7 million in sales for fiscal year 2006 under their Schedule 70 contract. These two searches give you a strong indication that if your organization is looking to offer the same or similar model of desktop computers under schedule, your organization will need to compete with this organization in terms of pricing and price related terms and conditions to be competitive and receive order awards under the program.

    34. Schedule Sales Query (Example) In addition to searching specific companies through Schedule Sales Query (SSQ) website, you can research the overall percentage of MAS contractors who had sales under a specific Special Item Number (SIN), which will give your organization another indication of how competitive of an environment there is for that SIN. In our previous example, we mentioned that more than 1,300 companies offer the purchase of Information Technology (IT) equipment under the Schedule 70. A Schedule Sales Query (SSQ), for all companies that offer purchase of IT equipment revealed that 483 or 36% percent of those contractors had no sales in fiscal year 2006. All of the reports in the Schedule Sales Query (SSQ) website are available for your download into Microsoft excel or another spreadsheet application, which allows you to analyze the data. In addition to searching specific companies through Schedule Sales Query (SSQ) website, you can research the overall percentage of MAS contractors who had sales under a specific Special Item Number (SIN), which will give your organization another indication of how competitive of an environment there is for that SIN. In our previous example, we mentioned that more than 1,300 companies offer the purchase of Information Technology (IT) equipment under the Schedule 70. A Schedule Sales Query (SSQ), for all companies that offer purchase of IT equipment revealed that 483 or 36% percent of those contractors had no sales in fiscal year 2006. All of the reports in the Schedule Sales Query (SSQ) website are available for your download into Microsoft excel or another spreadsheet application, which allows you to analyze the data.

    35. Preparation Devote Resources Develop Expertise Prepare an MAS Contract Specific Business Plan Now that we have walked you through performing market analysis of the Federal marketplace and the MAS program, it is time to ask yourself if your organization is prepared to do what it takes to become a successful MAS contractor. Being prepared means devoting resources such as: money, employees, and time. It means developing expertise in the MAS program by investing in additional education for your organization’s staff on how the program works and how to successfully manage your contract. Lastly, it means your organization needs to be willing to prepare an MAS contract specific business plan for success. Obtaining and having a successful MAS contract is an investment that your business must be willing to make. Your organization needs to decide if they are willing to take the necessary steps to achieve a good return on your investment. So, do you think your organization is ready to seize this tremendous opportunity? Only you and your organization can answer this important question. Now that we have walked you through performing market analysis of the Federal marketplace and the MAS program, it is time to ask yourself if your organization is prepared to do what it takes to become a successful MAS contractor. Being prepared means devoting resources such as: money, employees, and time. It means developing expertise in the MAS program by investing in additional education for your organization’s staff on how the program works and how to successfully manage your contract. Lastly, it means your organization needs to be willing to prepare an MAS contract specific business plan for success. Obtaining and having a successful MAS contract is an investment that your business must be willing to make. Your organization needs to decide if they are willing to take the necessary steps to achieve a good return on your investment. So, do you think your organization is ready to seize this tremendous opportunity? Only you and your organization can answer this important question.

    36. Section III Not A Good Fit At This Time Actively Pursuing Opportunities Re-evaluate When To Make An Offer After answering these important questions in step two, you may have decided that your organization does not want to make an offer at this time. This is okay because there is an alternative strategy. Your business should consider pursuing to develop the tools, experience, and contacts to help your organization firmly establish itself in the Federal marketplace which may lead to that next step of obtaining an MAS contract. In this section, we will discuss pursuing open market opportunities, subcontracting opportunities, and socioeconomic opportunities. After answering these important questions in step two, you may have decided that your organization does not want to make an offer at this time. This is okay because there is an alternative strategy. Your business should consider pursuing to develop the tools, experience, and contacts to help your organization firmly establish itself in the Federal marketplace which may lead to that next step of obtaining an MAS contract. In this section, we will discuss pursuing open market opportunities, subcontracting opportunities, and socioeconomic opportunities.

    37. Open Market Opportunities As discussed earlier in the presentation, one of the best ways to gain information about upcoming Government procurements and opportunities outside the MAS program is the Federal Business Opportunities (FedBizOpps) website; the single point of entry for all Government procurements that are $25,000 and above. It is important to note orders under the MAS program are exempt from the publication requirements in Federal Business Opportunities (FedBizOpps) website. This website allows you to archive data on every Request for Proposal (RFP) posted by all Federal agencies. You can obtain such data as procuring office location, contact information, and other procurement data, and you will be able to contact key decision makers, gain insight on RFP release dates and dollar values. Your organization can use this data to create a database of information on all Government procurements in which you are interested. You can collect information on the history of the procurement, dollar value, and the Point of Contact (POC) for each representative office. This information will allow your organization to target the agency that regularly procures the products and/or services that your company provides. Another way your organization can pursue Federal business is through contacting and selling to the people you meet. Go to Government conferences and meet with as many people as possible—learn about their organization and how it works—speak to each individual and get to know them. By following this process your organization is learning who your potential customers are. Through searching the Federal Business Opportunities (FedBizOpps) website and talking with Government officials, you will notice that there are many different types of procurement methods that your customer could decide to use to meet their acquisition needs. An example of a streamlined open market acquisition method that your customer may choose to use is Simplified Acquisition Procedures (SAP.) Outlined in Federal Acquisition Regulation (FAR) Part 13, Simplified Acquisition Procedures were established by the Government to improve the efficiency and effectiveness of procuring commercial items below $5.5 million and non-commercial items below $100,000. Simplified Acquisition Procedures (SAP) allow for numerous flexibilities. An example is for purchases under $3,000, micro-purchases procedures are available. Micro-purchases procedures allow Government agencies to purchase products and/or services directly depending on the total dollar value of the purchase. The Government purchase card, under Simplified Acquisition Procedures (SAP) allows Federal buyers to make purchases directly from individual vendors based on their need. The Government purchase card is authorized for payment of individual purchases up to $100,000 and in some cases higher. Cardholders may not exceed the single purchase limits assigned to them. Blanket Purchase Agreements (BPAs) provide another flexibility built into Simplified Acquisition Procedures (SAP.) BPAs are created in anticipation of a recurring need and under SAP are different from MAS BPAs because they are not contractually binding. Absent an MAS contract, responding to opportunities under Simplified Acquisition Procedures (SAP) and other open market procurement methods can be a great way for your organization to reach your potential customer and to gain valuable experience in the Federal marketplace. To learn more about SAP, please take a look at the FAR, Part 13, and to learn more about other open market acquisition methods, please take a look at FAR Parts 14 and 15. As discussed earlier in the presentation, one of the best ways to gain information about upcoming Government procurements and opportunities outside the MAS program is the Federal Business Opportunities (FedBizOpps) website; the single point of entry for all Government procurements that are $25,000 and above. It is important to note orders under the MAS program are exempt from the publication requirements in Federal Business Opportunities (FedBizOpps) website. This website allows you to archive data on every Request for Proposal (RFP) posted by all Federal agencies. You can obtain such data as procuring office location, contact information, and other procurement data, and you will be able to contact key decision makers, gain insight on RFP release dates and dollar values. Your organization can use this data to create a database of information on all Government procurements in which you are interested. You can collect information on the history of the procurement, dollar value, and the Point of Contact (POC) for each representative office. This information will allow your organization to target the agency that regularly procures the products and/or services that your company provides. Another way your organization can pursue Federal business is through contacting and selling to the people you meet. Go to Government conferences and meet with as many people as possible—learn about their organization and how it works—speak to each individual and get to know them. By following this process your organization is learning who your potential customers are. Through searching the Federal Business Opportunities (FedBizOpps) website and talking with Government officials, you will notice that there are many different types of procurement methods that your customer could decide to use to meet their acquisition needs. An example of a streamlined open market acquisition method that your customer may choose to use is Simplified Acquisition Procedures (SAP.) Outlined in Federal Acquisition Regulation (FAR) Part 13, Simplified Acquisition Procedures were established by the Government to improve the efficiency and effectiveness of procuring commercial items below $5.5 million and non-commercial items below $100,000. Simplified Acquisition Procedures (SAP) allow for numerous flexibilities. An example is for purchases under $3,000, micro-purchases procedures are available. Micro-purchases procedures allow Government agencies to purchase products and/or services directly depending on the total dollar value of the purchase. The Government purchase card, under Simplified Acquisition Procedures (SAP) allows Federal buyers to make purchases directly from individual vendors based on their need. The Government purchase card is authorized for payment of individual purchases up to $100,000 and in some cases higher. Cardholders may not exceed the single purchase limits assigned to them. Blanket Purchase Agreements (BPAs) provide another flexibility built into Simplified Acquisition Procedures (SAP.) BPAs are created in anticipation of a recurring need and under SAP are different from MAS BPAs because they are not contractually binding. Absent an MAS contract, responding to opportunities under Simplified Acquisition Procedures (SAP) and other open market procurement methods can be a great way for your organization to reach your potential customer and to gain valuable experience in the Federal marketplace. To learn more about SAP, please take a look at the FAR, Part 13, and to learn more about other open market acquisition methods, please take a look at FAR Parts 14 and 15.

    38. Subcontracting Opportunities Subcontracting opportunities are another avenue your organization can pursue to gain valuable experience in the Federal marketplace and participate in the MAS program. Your organization does not need to have an MAS contract to become a subcontractor for a prime MAS contractor. The FAR promotes small business participation in the Federal acquisition process through subcontracting. Prime contractors having contracts exceeding the simplified acquisition threshold of $100,000 are required to provide to the maximum extent practicable subcontracting opportunities to small businesses. Large prime contractors have negotiated subcontracting goals that they must make a “good faith effort” to achieve. These regulations give prime contractors a strong incentive to seek out qualified small businesses to participate either in an order under the MAS program or through other Federal acquisition opportunities. After hearing this you may be saying to yourself: Are there any “real world” examples of how this can work? One prime example is Washington Consulting, which began to establish itself in the Federal marketplace as a subcontractor before pursuing an MAS contract. During this time, Washington Consulting gained valuable experience as a subcontractor for such companies as IBM Corporation and Computer Sciences Corporation (CSC.) This provided the opportunity to gain experience in the Federal marketplace. Washington Consulting then decided to grow their business through an MAS contact and recently was awarded an Information Technology MAS contract. Here is one example of a possible strategy that your organization may consider taking to achieve your “pathway to success.” As you can see taking this approach may help give your organization the contacts and experience you may need to make an MAS contract a success and a worthwhile investment. Subcontracting opportunities are another avenue your organization can pursue to gain valuable experience in the Federal marketplace and participate in the MAS program. Your organization does not need to have an MAS contract to become a subcontractor for a prime MAS contractor. The FAR promotes small business participation in the Federal acquisition process through subcontracting. Prime contractors having contracts exceeding the simplified acquisition threshold of $100,000 are required to provide to the maximum extent practicable subcontracting opportunities to small businesses. Large prime contractors have negotiated subcontracting goals that they must make a “good faith effort” to achieve. These regulations give prime contractors a strong incentive to seek out qualified small businesses to participate either in an order under the MAS program or through other Federal acquisition opportunities. After hearing this you may be saying to yourself: Are there any “real world” examples of how this can work? One prime example is Washington Consulting, which began to establish itself in the Federal marketplace as a subcontractor before pursuing an MAS contract. During this time, Washington Consulting gained valuable experience as a subcontractor for such companies as IBM Corporation and Computer Sciences Corporation (CSC.) This provided the opportunity to gain experience in the Federal marketplace. Washington Consulting then decided to grow their business through an MAS contact and recently was awarded an Information Technology MAS contract. Here is one example of a possible strategy that your organization may consider taking to achieve your “pathway to success.” As you can see taking this approach may help give your organization the contacts and experience you may need to make an MAS contract a success and a worthwhile investment.

    39. Finding Subcontracting Opportunities Now, that we have discussed subcontracting opportunities as a potential strategy to pursue, you may be asking yourself: Where do I go to find these opportunities? There are several different sources available to your organization to actively search for subcontracting opportunities. FAR 5.206, Notice of Subcontracting Opportunities, allows contractors and subcontractors to post notices on subcontracting opportunities. The following websites post these opportunities: U.S. Small Business Administration’s (SBA) Subcontracting Network available at web.sba.gov/subnet/, and the next two websites are available through links on this web page; U.S. Small Business Administration’s (SBA) Subcontracting Directory Central; Central Contractor Registration (CCR.) In addition to searching these websites, it is important that your organization develop good relationships with businesses with which to subcontract. In developing these critical business relationships, it is important to: Plan by developing a list of contacts and communicating with each of these individuals to see what types of opportunities there may be for your organization; Provide these individuals with the information on your organization’s capabilities and offerings; Keep a record of what they were interested in and what they aren’t interested in from your organization; Periodically, call them back, but focus directly on what that organization is looking for. Remember, if your organization is socio-economic concern, large businesses are always seeking to subcontract with businesses such as yours because they have a contractual requirement to meet certain socio-economic goals on and off schedule. Talk to them about what competitive advantages your organization’s offerings can bring them and how your socioeconomic status may be a strategic advantage to them if it is an evaluation factor for award of a potential contract or order. Now, that we have discussed subcontracting opportunities as a potential strategy to pursue, you may be asking yourself: Where do I go to find these opportunities? There are several different sources available to your organization to actively search for subcontracting opportunities. FAR 5.206, Notice of Subcontracting Opportunities, allows contractors and subcontractors to post notices on subcontracting opportunities. The following websites post these opportunities: U.S. Small Business Administration’s (SBA) Subcontracting Network available at web.sba.gov/subnet/, and the next two websites are available through links on this web page; U.S. Small Business Administration’s (SBA) Subcontracting Directory Central; Central Contractor Registration (CCR.) In addition to searching these websites, it is important that your organization develop good relationships with businesses with which to subcontract. In developing these critical business relationships, it is important to: Plan by developing a list of contacts and communicating with each of these individuals to see what types of opportunities there may be for your organization; Provide these individuals with the information on your organization’s capabilities and offerings; Keep a record of what they were interested in and what they aren’t interested in from your organization; Periodically, call them back, but focus directly on what that organization is looking for. Remember, if your organization is socio-economic concern, large businesses are always seeking to subcontract with businesses such as yours because they have a contractual requirement to meet certain socio-economic goals on and off schedule. Talk to them about what competitive advantages your organization’s offerings can bring them and how your socioeconomic status may be a strategic advantage to them if it is an evaluation factor for award of a potential contract or order.

    40. Socio-Economic Opportunities The U.S. Small Business Administration Provides Various Procurement Programs For Socio-Economic Concerns Additional Assistance Is Available Through The Following Websites SBA’s Procurement Center Representatives Program www.sba.gov/GC/pcr.html GSA Headquarters And Regional Small Business Centers www.gsa.gov/sbu Beyond subcontracting opportunities, there are an abundance of Federal acquisition opportunities that are available to socio-economic concerns. In the Federal marketplace, the Federal Government recognizes the importance of promoting the achievement of our socio-economic goals in the Federal acquisition process because these concerns are vital to our nation’s economy in terms of job creation, community empowerment, and economic revitalization. The U.S. Small Business Administration (SBA) sets guidelines for how large businesses interact with small businesses. SBA gives priority to various socio-economic concerns and Federal agencies receive credit for using various different socio-economic concerns, such as: small businesses, veteran-owned small businesses, service-disabled veteran-owned small businesses, Historically Under Utilized Business Zone (HUBZone) small businesses, small disadvantaged businesses and women-owned small businesses. There are several other various socio-economic programs out there that help promote small business participation in the Federal acquisition process. An example of such a program is the Contracting with the U.S. Small Business Administration (the 8a program.) Under the 8(a) program, SBA is authorized by law to enter into contracts with other Federal agencies. The agency awards the contract to the SBA for performance by an eligible 8(a) contractor. SBA may delegate its authority to sign the 8(a) contract to another agency, but SBA still remains the prime contractor. SBA selects the vendor for the agency by matching the agency requirements to 8(a) vendor capabilities. For a competitive 8(a) award, there must be at least two eligible firms. Sole source awards are made if the contract value, including options, is below $5 million for items covered by a North American Industrial Classification System (NAICS) Code, $3 million for the acquisition of items not covered by a NAICS Code. Before making contract award, the agency must submit an offer letter to SBA. SBA has five working days to either issue an acceptance letter or notification of rejection. In addition, to the 8(a) program, there are other important small business programs in the Federal acquisition process. These programs are: HUBZone Empowerment Contracting Program; Small Disadvantaged Business Certification Program; Mentor-Protégé Program; Small Disadvantage Business (SDB) Certification Program. Additional assistance and information about these programs is available in FAR Part 19 Small Business Programs. In addition, visit SBA’s website noted in this slide to find the nearest Procurement Center Representative (PCR) or visit GSA’s Office of Small Business Utilization (OSBU) website to find Points of Contacts in each GSA Regional and Central Office that can help encourage your participation in these small business programs. Beyond subcontracting opportunities, there are an abundance of Federal acquisition opportunities that are available to socio-economic concerns. In the Federal marketplace, the Federal Government recognizes the importance of promoting the achievement of our socio-economic goals in the Federal acquisition process because these concerns are vital to our nation’s economy in terms of job creation, community empowerment, and economic revitalization. The U.S. Small Business Administration (SBA) sets guidelines for how large businesses interact with small businesses. SBA gives priority to various socio-economic concerns and Federal agencies receive credit for using various different socio-economic concerns, such as: small businesses, veteran-owned small businesses, service-disabled veteran-owned small businesses, Historically Under Utilized Business Zone (HUBZone) small businesses, small disadvantaged businesses and women-owned small businesses. There are several other various socio-economic programs out there that help promote small business participation in the Federal acquisition process. An example of such a program is the Contracting with the U.S. Small Business Administration (the 8a program.) Under the 8(a) program, SBA is authorized by law to enter into contracts with other Federal agencies. The agency awards the contract to the SBA for performance by an eligible 8(a) contractor. SBA may delegate its authority to sign the 8(a) contract to another agency, but SBA still remains the prime contractor. SBA selects the vendor for the agency by matching the agency requirements to 8(a) vendor capabilities. For a competitive 8(a) award, there must be at least two eligible firms. Sole source awards are made if the contract value, including options, is below $5 million for items covered by a North American Industrial Classification System (NAICS) Code, $3 million for the acquisition of items not covered by a NAICS Code. Before making contract award, the agency must submit an offer letter to SBA. SBA has five working days to either issue an acceptance letter or notification of rejection. In addition, to the 8(a) program, there are other important small business programs in the Federal acquisition process. These programs are: HUBZone Empowerment Contracting Program; Small Disadvantaged Business Certification Program; Mentor-Protégé Program; Small Disadvantage Business (SDB) Certification Program. Additional assistance and information about these programs is available in FAR Part 19 Small Business Programs. In addition, visit SBA’s website noted in this slide to find the nearest Procurement Center Representative (PCR) or visit GSA’s Office of Small Business Utilization (OSBU) website to find Points of Contacts in each GSA Regional and Central Office that can help encourage your participation in these small business programs.

    41. Re-evaluate When To Make An Offer Periodically Re-evaluate When Your Organization Wants To Make An Offer If Now Is The Right Time, Follow The Next Steps Pursuing these opportunities will help your organization gain valuable experience, establish contacts in the Federal marketplace, and help place your organization on a “pathway to success.” After hearing this section, your business may decide this is the right strategy to pursue at this time. If your organization chooses to pursue this strategy, we encourage your firm to periodically re-evaluate whether you want to submit an offer. Remember, MAS solicitations are continuously open to receive new offers and to award new MAS contracts. GSA wants your organization to take the time to ensure that your organization receives a return on your MAS contract investment and achieves MAS contract success! So periodically go back and answer these questions in section two again. If now is the right time, then the next section of the presentation will discuss developing an MAS contract specific business plan to continue building your “pathway to success.”Pursuing these opportunities will help your organization gain valuable experience, establish contacts in the Federal marketplace, and help place your organization on a “pathway to success.” After hearing this section, your business may decide this is the right strategy to pursue at this time. If your organization chooses to pursue this strategy, we encourage your firm to periodically re-evaluate whether you want to submit an offer. Remember, MAS solicitations are continuously open to receive new offers and to award new MAS contracts. GSA wants your organization to take the time to ensure that your organization receives a return on your MAS contract investment and achieves MAS contract success! So periodically go back and answer these questions in section two again. If now is the right time, then the next section of the presentation will discuss developing an MAS contract specific business plan to continue building your “pathway to success.”

    42. Section IV Making An Offer Taking Steps Toward Having A Successful MAS Contract So your answer is yes, your organization wants to seize this wonderful opportunity and make an offer. However, you may be asking yourself the question: What are the steps that my organization needs to take toward having a successful MAS contract? This section of the presentation is designed to answer that important question by supplying the information and tools you need to take back to your organization and take the right actions toward having a successful MAS contract and reaping MAS contract rewards. So your answer is yes, your organization wants to seize this wonderful opportunity and make an offer. However, you may be asking yourself the question: What are the steps that my organization needs to take toward having a successful MAS contract? This section of the presentation is designed to answer that important question by supplying the information and tools you need to take back to your organization and take the right actions toward having a successful MAS contract and reaping MAS contract rewards.

    43. Getting Started Take GSA’s MAS Training Courses Locate, Read, And Understand The MAS Solicitation Develop an MAS Contract Specific Business Plan NOTE: Not A Solicitation Requirement So what does your organization need to do to get started? Well, first consider taking GSA MAS training courses and reading all the available MAS program literature. This is critical toward your organization becoming a knowledgeable MAS offeror and a high performing MAS contractor. Second, you need to locate, read, and understand the appropriate MAS solicitation. Becoming familiar with what is in the particular solicitation and your resulting MAS contract’s terms and conditions will help your organization mitigate any risk in having an MAS contract. Third, based upon the knowledge obtained from these first two steps, we encourage your organization to develop an MAS contract specific business plan for success. Although this is not a solicitation requirement, it will again help to mitigate your organization’s risk exposure, improve your business’s return on your investment, and lay the groundwork for internal operating procedures for managing the awarded contract. So let’s get started by discussing these steps in a little more detail. So what does your organization need to do to get started? Well, first consider taking GSA MAS training courses and reading all the available MAS program literature. This is critical toward your organization becoming a knowledgeable MAS offeror and a high performing MAS contractor. Second, you need to locate, read, and understand the appropriate MAS solicitation. Becoming familiar with what is in the particular solicitation and your resulting MAS contract’s terms and conditions will help your organization mitigate any risk in having an MAS contract. Third, based upon the knowledge obtained from these first two steps, we encourage your organization to develop an MAS contract specific business plan for success. Although this is not a solicitation requirement, it will again help to mitigate your organization’s risk exposure, improve your business’s return on your investment, and lay the groundwork for internal operating procedures for managing the awarded contract. So let’s get started by discussing these steps in a little more detail.

    44. GSA MAS Training Accessing all available training on how the MAS program works and reviewing all MAS program literature is critical toward building your “pathway to success.” GSA offers numerous training courses through the Center for Acquisition Excellence. Your organization should consider having everyone involved in preparing your MAS offer and administrating your potential MAS contract take these courses. Visit GSA’s Center for Acquisition Excellence website at fsstraining.gsa.gov to register for the course titled “How to Become a Schedule Contractor.” This course provides more in-depth information than what is being covered today and addresses topics such as: How to submit an offer; The evaluation and contract award process; How to successfully market supplies and services; Sources of information related to Schedule contract administration. There is an abundance of other courses available at this website that your firm should consider taking as well. They are as follows: Using GSA Schedules – Customers; Cooperative Purchasing Program; Government-wide Acquisition Contracts (GWACs) Overview. There is no monetary cost to take any of these courses. The only cost is investing in the time to take these courses. The knowledge your organization gains from taking these courses should help your firm to go through the offer evaluation and contract award process quicker and with greater success. In addition, the classes provide valuable information necessary to develop an MAS contract specific business plan for success. GSA encourages your organization to review all MAS program literature. Go to the Vendor Support Center (VSC) Website at vsc.gsa.gov Find the new contractor orientation web-cast under the Vendor Training Tab. While this web-cast is directed at new contractors, it emphasizes key contractual requirements that your business will need to follow if awarded an MAS contract and tells you how GSA will evaluate your performance. Watch this web-cast and to ensure that your firm is ready to be an excellent MAS contractor. On the same Vendor Support Center (VSC) website, review the Steps to Success Publication under the Publications Tab. This document provides a general overview of contractual requirements, including key reporting requirements your organization will have to meet. Lastly, visit the GSA schedules home page at www.gsa.gov/schedules to obtain an abundance of information on the MAS program. Accessing all available training on how the MAS program works and reviewing all MAS program literature is critical toward building your “pathway to success.” GSA offers numerous training courses through the Center for Acquisition Excellence. Your organization should consider having everyone involved in preparing your MAS offer and administrating your potential MAS contract take these courses. Visit GSA’s Center for Acquisition Excellence website at fsstraining.gsa.gov to register for the course titled “How to Become a Schedule Contractor.” This course provides more in-depth information than what is being covered today and addresses topics such as: How to submit an offer; The evaluation and contract award process; How to successfully market supplies and services; Sources of information related to Schedule contract administration. There is an abundance of other courses available at this website that your firm should consider taking as well. They are as follows: Using GSA Schedules – Customers; Cooperative Purchasing Program; Government-wide Acquisition Contracts (GWACs) Overview. There is no monetary cost to take any of these courses. The only cost is investing in the time to take these courses. The knowledge your organization gains from taking these courses should help your firm to go through the offer evaluation and contract award process quicker and with greater success. In addition, the classes provide valuable information necessary to develop an MAS contract specific business plan for success. GSA encourages your organization to review all MAS program literature. Go to the Vendor Support Center (VSC) Website at vsc.gsa.gov Find the new contractor orientation web-cast under the Vendor Training Tab. While this web-cast is directed at new contractors, it emphasizes key contractual requirements that your business will need to follow if awarded an MAS contract and tells you how GSA will evaluate your performance. Watch this web-cast and to ensure that your firm is ready to be an excellent MAS contractor. On the same Vendor Support Center (VSC) website, review the Steps to Success Publication under the Publications Tab. This document provides a general overview of contractual requirements, including key reporting requirements your organization will have to meet. Lastly, visit the GSA schedules home page at www.gsa.gov/schedules to obtain an abundance of information on the MAS program.

    45. Locate, Read, And Understand The MAS Solicitation Now that you have taken the training and have read all the available literature on the MAS program, it is important to read and understand the MAS solicitation under which your organization wants to make an offer. To locate the appropriate solicitation, search Schedules e-Library and follow these steps: Identify the Schedule and Special Item Numbers (SINs) that most closely relate to the products and services your company would like to offer; Review the Schedule and SIN descriptions and follow the link in e-Library to the solicitation, which is located at the Federal Business Opportunities (FedBizOpps) website; Click on the solicitation hyperlinks within Federal Business Opportunities (FedBizOpps) website and download the solicitation that reflects the most current version. Now that you have taken the training and have read all the available literature on the MAS program, it is important to read and understand the MAS solicitation under which your organization wants to make an offer. To locate the appropriate solicitation, search Schedules e-Library and follow these steps: Identify the Schedule and Special Item Numbers (SINs) that most closely relate to the products and services your company would like to offer; Review the Schedule and SIN descriptions and follow the link in e-Library to the solicitation, which is located at the Federal Business Opportunities (FedBizOpps) website; Click on the solicitation hyperlinks within Federal Business Opportunities (FedBizOpps) website and download the solicitation that reflects the most current version.

    46. Clauses Incorporated By Reference Federal Acquisition Regulation (FAR) - 52 General Services Acquisition Manual (GSAM) - 552 In reading and understanding the entire solicitation, it is important that you know how to locate and read clauses that are incorporated into the solicitation by reference. These are clauses which the solicitation only lists by title and the actual text of the clause can be found in either the FAR or the General Services Acquisition Manual (GSAM.) A prime example is FAR 52.203-3 Gratuities, which is a clause incorporated by reference in MAS solicitations. The 52 in the beginning of the clause number signals that it is a clause prescribed by the FAR and you can read the text of this clause by going to Part 52 of the FAR and looking for that specific clause number, 52.203-3. A copy of the Federal Acquisition Regulation can be found at acquisition.gov/far/. General Services Acquisition Manual (GSAM) clauses that are incorporated by reference begin with 552. A copy of the General Services Acquisition Manual (GSAM) can be found at acquisition.gov/gsam/.In reading and understanding the entire solicitation, it is important that you know how to locate and read clauses that are incorporated into the solicitation by reference. These are clauses which the solicitation only lists by title and the actual text of the clause can be found in either the FAR or the General Services Acquisition Manual (GSAM.) A prime example is FAR 52.203-3 Gratuities, which is a clause incorporated by reference in MAS solicitations. The 52 in the beginning of the clause number signals that it is a clause prescribed by the FAR and you can read the text of this clause by going to Part 52 of the FAR and looking for that specific clause number, 52.203-3. A copy of the Federal Acquisition Regulation can be found at acquisition.gov/far/. General Services Acquisition Manual (GSAM) clauses that are incorporated by reference begin with 552. A copy of the General Services Acquisition Manual (GSAM) can be found at acquisition.gov/gsam/.

    47. Planning For Success “Failing To Plan Is Planning To Fail” The Plan Should At Least Cover Two Major Areas: Business Development Contract Compliance Has anybody heard the old adage, “Failing to plan is planning to fail?” Well, that is exactly what we are going to discuss in this section. Now that you are knowledgeable about how the MAS program works and understand the MAS solicitation under which your organization wants to make an offer, we recommend your organization develop an MAS contract specific business plan for success. Although developing an MAS contract specific business plan is not mandatory to be awarded an MAS contract, and your organization does not have to submit a copy of the plan with your MAS proposal, having an MAS contract specific business plan is a best practice that GSA and others have discovered for achieving MAS contract success. There are at least two major areas that your business should consider in developing your MAS contract specific business plan. The first is business development. As previously discussed in this presentation, all MAS contracts contain a clause titled, Minimum Sales Criteria, under the authority in this clause, may elect to cancel your MAS contract if your organization fails to meet the minimum sales criteria. Accordingly, investing in a sound business development strategy will help your company to meet and exceed this critical MAS contract performance requirement and will protect your return on your investment. The second area is MAS contract compliance. This will help your firm to mitigate compliance risks to which your organization could be exposing itself in having an MAS contract. GSA is not the only procurement expert recommending your organization develop a compliance plan. Many prominent Federal procurement experts recommend this best practice. To quote Richard O. Duvall and Christopher R. Yukins (two George Washington University Procurement Law Professors) from their June 2006 Contract Management Magazine article on contract compliance state, “A compliance program ultimately protects any contractor on a number of fronts, including criminal, procurement integrity, civil fraud, and lawsuits by competitors and former employees. Selling into the Federal market without a compliance system is just too risky . . ..” Developing and implementing an MAS contract specific business plan should help your firm to maximize your return on investment and help your firm to properly grow your MAS contract business without putting your organization, GSA, and our customer agencies at risk for non-compliance. Okay, so we are recommending this best practice, but you are probably wondering how does my organization go about developing this MAS contract specific business plan? The next few slides go over possible considerations in terms of approach in developing a plan. Has anybody heard the old adage, “Failing to plan is planning to fail?” Well, that is exactly what we are going to discuss in this section. Now that you are knowledgeable about how the MAS program works and understand the MAS solicitation under which your organization wants to make an offer, we recommend your organization develop an MAS contract specific business plan for success. Although developing an MAS contract specific business plan is not mandatory to be awarded an MAS contract, and your organization does not have to submit a copy of the plan with your MAS proposal, having an MAS contract specific business plan is a best practice that GSA and others have discovered for achieving MAS contract success. There are at least two major areas that your business should consider in developing your MAS contract specific business plan. The first is business development. As previously discussed in this presentation, all MAS contracts contain a clause titled, Minimum Sales Criteria, under the authority in this clause, may elect to cancel your MAS contract if your organization fails to meet the minimum sales criteria. Accordingly, investing in a sound business development strategy will help your company to meet and exceed this critical MAS contract performance requirement and will protect your return on your investment. The second area is MAS contract compliance. This will help your firm to mitigate compliance risks to which your organization could be exposing itself in having an MAS contract. GSA is not the only procurement expert recommending your organization develop a compliance plan. Many prominent Federal procurement experts recommend this best practice. To quote Richard O. Duvall and Christopher R. Yukins (two George Washington University Procurement Law Professors) from their June 2006 Contract Management Magazine article on contract compliance state, “A compliance program ultimately protects any contractor on a number of fronts, including criminal, procurement integrity, civil fraud, and lawsuits by competitors and former employees. Selling into the Federal market without a compliance system is just too risky . . ..” Developing and implementing an MAS contract specific business plan should help your firm to maximize your return on investment and help your firm to properly grow your MAS contract business without putting your organization, GSA, and our customer agencies at risk for non-compliance. Okay, so we are recommending this best practice, but you are probably wondering how does my organization go about developing this MAS contract specific business plan? The next few slides go over possible considerations in terms of approach in developing a plan.

    48. Creating A Business Development Plan Identifying Your Target Market Distributing Your MAS Pricelist Maximizing Your Presence On GSA Advantage! Seizing Opportunities In e-Buy Expanding Opportunities Through Teaming Participating In GSA’s Marketing Partnership Maximizing Advertising Opportunities In developing the business development portion of your plan, we recommend your organization consider the following: How do you plan to identify your MAS target market? How do you plan to distribute your MAS pricelist so that potential MAS customers know what is available on your contract? How do you plan to maximize your presence on GSA Advantage!? How do you plan to proactively respond to request for quotes (RFQs) through GSA’s electronic tool e-Buy? How do you plan to expand the wealth of business opportunities available to your organization through Contractor Team Arrangements (CTA)? How do you plan to take advantage of GSA’s Marketing Partnership? How do you plan to take advantage of advertising opportunities to maximize the presence of your organization and your MAS contract?In developing the business development portion of your plan, we recommend your organization consider the following: How do you plan to identify your MAS target market? How do you plan to distribute your MAS pricelist so that potential MAS customers know what is available on your contract? How do you plan to maximize your presence on GSA Advantage!? How do you plan to proactively respond to request for quotes (RFQs) through GSA’s electronic tool e-Buy? How do you plan to expand the wealth of business opportunities available to your organization through Contractor Team Arrangements (CTA)? How do you plan to take advantage of GSA’s Marketing Partnership? How do you plan to take advantage of advertising opportunities to maximize the presence of your organization and your MAS contract?

    49. Identify Your Target Market In identifying your target market there are a couple of important areas your organization should consider. First, who is eligible to purchase off of an MAS contract? This question can be answered by reviewing: GSA Order ADM 4800.2E, Eligibility to Use GSA Sources of Supply and Services, which is available on GSA’s website and; GSAR clause 552.238-78 Scope of Contract (Eligible Ordering Activities.) In addition, in performing your market analysis of the Federal marketplace, your organization may identify your target market through these market research tools: Federal Business Opportunities (FedBizOpps); Federal Procurement Data System – Next Generation (FPDS-NG); Private Market Research Firms. Refer back to these electronic tools to identify the customer agencies that will be your target market for your MAS contract. In identifying your target market there are a couple of important areas your organization should consider. First, who is eligible to purchase off of an MAS contract? This question can be answered by reviewing: GSA Order ADM 4800.2E, Eligibility to Use GSA Sources of Supply and Services, which is available on GSA’s website and; GSAR clause 552.238-78 Scope of Contract (Eligible Ordering Activities.) In addition, in performing your market analysis of the Federal marketplace, your organization may identify your target market through these market research tools: Federal Business Opportunities (FedBizOpps); Federal Procurement Data System – Next Generation (FPDS-NG); Private Market Research Firms. Refer back to these electronic tools to identify the customer agencies that will be your target market for your MAS contract.

    50. Capturing Your Target Market As Part Of Your Business Development Strategy Consider: Developing A Business Opportunities Database Building Relationships With Potential Customers It is not only important to identify your target market but also to capture these customers and receive orders. To capture these orders your business should consider: Developing a business opportunities database to include a list of potential MAS customer Points of Contacts (POCs) and storing information regarding upcoming business opportunities that those potential customers may have; How does your firm plan to develop business relationships with these potential customers? Examples of approaches your organization can take include: Visiting Government officials to demonstrate your products or to discuss the services you can provide; Hiring a consultant or a business development person to help you develop relationships with customer agencies; Establishing a network of contractors for Contractor Team Arrangements (CTA) and subcontracting.It is not only important to identify your target market but also to capture these customers and receive orders. To capture these orders your business should consider: Developing a business opportunities database to include a list of potential MAS customer Points of Contacts (POCs) and storing information regarding upcoming business opportunities that those potential customers may have; How does your firm plan to develop business relationships with these potential customers? Examples of approaches your organization can take include: Visiting Government officials to demonstrate your products or to discuss the services you can provide; Hiring a consultant or a business development person to help you develop relationships with customer agencies; Establishing a network of contractors for Contractor Team Arrangements (CTA) and subcontracting.

    51. Distributing Your MAS Pricelist Here Are A Few Options For Distributing an MAS Pricelist Post A Copy On Your Web Page And Have A Link To It In GSA Advantage! Distribute Your MAS Pricelist To Potential MAS Customers An important area of consideration when developing your plan is: How do you plan to distribute your MAS pricelist? There are several different options available to your organization. Your first option is to consider posting a copy of your pricelist on your webpage and having a link to it in GSA Advantage! Another option is to use your database of target MAS customers to distribute your pricelist either in hard copy or electronic form. When you go to distribute your MAS pricelist consider distributing it before peak buying times for your products and/or services in order to maximize your return on investment. An important area of consideration when developing your plan is: How do you plan to distribute your MAS pricelist? There are several different options available to your organization. Your first option is to consider posting a copy of your pricelist on your webpage and having a link to it in GSA Advantage! Another option is to use your database of target MAS customers to distribute your pricelist either in hard copy or electronic form. When you go to distribute your MAS pricelist consider distributing it before peak buying times for your products and/or services in order to maximize your return on investment.

    52. Maximizing Presence On GSA Advantage! Making your presence known on GSA Advantage! is a key to spreading the word about your MAS contract in the Federal marketplace. We recommend your organization consider the following to help maximize your presence on GSA Advantage!: Review MAS contract clauses I-FSS-597, GSA Advantage! and I-FSS-599, Electronic Commerce. These clauses outline the GSA Advantage! requirements for an MAS contract; Visit the Vendor Support Center (VSC) website to learn more about uploading and maintaining MAS contract information on GSA Advantage!; Consider how your firm is going to keep GSA Advantage! up-to-date with your latest products and services. Your organization should consider who will be responsible for this critical performance requirement and whether your organization wants to use your organization’s personnel or an outside contractor in maintaining your presence on GSA Advantage! Making your presence known on GSA Advantage! is a key to spreading the word about your MAS contract in the Federal marketplace. We recommend your organization consider the following to help maximize your presence on GSA Advantage!: Review MAS contract clauses I-FSS-597, GSA Advantage! and I-FSS-599, Electronic Commerce. These clauses outline the GSA Advantage! requirements for an MAS contract; Visit the Vendor Support Center (VSC) website to learn more about uploading and maintaining MAS contract information on GSA Advantage!; Consider how your firm is going to keep GSA Advantage! up-to-date with your latest products and services. Your organization should consider who will be responsible for this critical performance requirement and whether your organization wants to use your organization’s personnel or an outside contractor in maintaining your presence on GSA Advantage!

    53. Seizing Opportunities In e-Buy Seizing opportunities in e-Buy will be critical toward your business development success. e-Buy is a GSA Advantage! based Request for Quote (RFQ) solution. The number of RFQs posted in e-Buy has grown immensely since its inception. In Fiscal Year 2005, approximately 15,000 RFQs were posted by MAS and GWAC customers in e-Buy. As you can see from these statistics, not responding quickly to these business opportunities posted in e-Buy could cost your organization considerably in receiving MAS order awards. e-Buy offers a number of substantial benefits to both MAS and GWAC contractors and customer agencies. e-Buy helps MAS and GWAC contractors to: Have a greater opportunity to offer quotes and increase business volume; Access all RFQs placed under categories for which you hold a contract; Receive email notices of RFQ opportunities. e-Buy helps customers to: Save time and money by completing procurements online; Ensure compliance with Department of Defense’s (DoD) Section 803 Requirements; Submit on-line modifications; Attach customized documents. How does e-Buy work? An ordering agency prepares and posts an RFQ; Once posted, GSA Advantage! MAS contractors receive an e-mail notice and may respond with a quote. Those contractors who have uploaded their awarded MAS pricelists to GSA Advantage! may view and respond to the RFQ with a quote; When the RFQ has closed, the ordering agency may then accept the quote (s) that represent the “best value” and issue an order directly to the contractor whose quote was accepted. View e-Buy’s on-line tutorial to obtain more information on how e-Buy works at www.ebuy.gsa.gov and plan for positioning your organization to quickly respond to MAS opportunities in e-Buy and win MAS order awards. Seizing opportunities in e-Buy will be critical toward your business development success. e-Buy is a GSA Advantage! based Request for Quote (RFQ) solution. The number of RFQs posted in e-Buy has grown immensely since its inception. In Fiscal Year 2005, approximately 15,000 RFQs were posted by MAS and GWAC customers in e-Buy. As you can see from these statistics, not responding quickly to these business opportunities posted in e-Buy could cost your organization considerably in receiving MAS order awards. e-Buy offers a number of substantial benefits to both MAS and GWAC contractors and customer agencies. e-Buy helps MAS and GWAC contractors to: Have a greater opportunity to offer quotes and increase business volume; Access all RFQs placed under categories for which you hold a contract; Receive email notices of RFQ opportunities. e-Buy helps customers to: Save time and money by completing procurements online; Ensure compliance with Department of Defense’s (DoD) Section 803 Requirements; Submit on-line modifications; Attach customized documents. How does e-Buy work? An ordering agency prepares and posts an RFQ; Once posted, GSA Advantage! MAS contractors receive an e-mail notice and may respond with a quote. Those contractors who have uploaded their awarded MAS pricelists to GSA Advantage! may view and respond to the RFQ with a quote; When the RFQ has closed, the ordering agency may then accept the quote (s) that represent the “best value” and issue an order directly to the contractor whose quote was accepted. View e-Buy’s on-line tutorial to obtain more information on how e-Buy works at www.ebuy.gsa.gov and plan for positioning your organization to quickly respond to MAS opportunities in e-Buy and win MAS order awards.

    54. Contractor Team Arrangements Teaming Can Expand The Number Of Opportunities Available For Quote Submission Plan Ahead And Identify Other MAS Contractors As Possible Teaming Partners A Contractor Team Arrangement (CTA) is another consideration area when developing your plan. A CTA allows both you and the teaming partner to act as the MAS contractors to provide the customer with a “total solution” by combining complementary capabilities, while at the same time retaining the ability to focus on your own core areas of expertise. A CTA also gives you a competitive edge, expands and enhances your visibility, and allows you to share the risks and rewards with your fellow team members. Entering into a CTA expands the wealth of business opportunities available to your organization because your firm can submit a quote for an entire project that would otherwise be unavailable to your organization under your MAS contract. Lastly, your organization should consider who may be your potential teaming partners and develop relationships with those organizations so that your business is positioned to seize upon the benefits of Contractor Team Arrangements through your MAS contract. To learn more, visit the Contractor Team Arrangements section of the GSA Schedules home page at www.gsa.gov/schedules. This web page contains an abundance of information needed in crafting your plan. A Contractor Team Arrangement (CTA) is another consideration area when developing your plan. A CTA allows both you and the teaming partner to act as the MAS contractors to provide the customer with a “total solution” by combining complementary capabilities, while at the same time retaining the ability to focus on your own core areas of expertise. A CTA also gives you a competitive edge, expands and enhances your visibility, and allows you to share the risks and rewards with your fellow team members. Entering into a CTA expands the wealth of business opportunities available to your organization because your firm can submit a quote for an entire project that would otherwise be unavailable to your organization under your MAS contract. Lastly, your organization should consider who may be your potential teaming partners and develop relationships with those organizations so that your business is positioned to seize upon the benefits of Contractor Team Arrangements through your MAS contract. To learn more, visit the Contractor Team Arrangements section of the GSA Schedules home page at www.gsa.gov/schedules. This web page contains an abundance of information needed in crafting your plan.

    55. GSA’s Marketing Partnership GSA’s website provides links to a variety of valuable resources. GSA’s Marketing Partnership provides news and information about exhibits, program enhancements, and coordinates conferences and expos during the year. This website also details other marketing opportunities and provides presentations on how to market to the Federal Government. Consider participating in these opportunities and reviewing GSA’s marketing website regularly to make important contacts with customer agencies and to promote your MAS contract. GSA’s website provides links to a variety of valuable resources. GSA’s Marketing Partnership provides news and information about exhibits, program enhancements, and coordinates conferences and expos during the year. This website also details other marketing opportunities and provides presentations on how to market to the Federal Government. Consider participating in these opportunities and reviewing GSA’s marketing website regularly to make important contacts with customer agencies and to promote your MAS contract.

    56. GSA’s Marketing Partnership Continued As an MAS contractor, your business is encouraged to add GSA logos to your MAS literature and website to help Federal customers identify your firm as an MAS contract holder and to promote GSA’s MAS program. The GSA logos are available for download. Just remember, your organization may not use the logo to represent that your product or service is preferred by the Government. Please read the online guidelines before using the GSA logo on your publications. The use of GSA logos does not eliminate the requirements of GSAR clause 552.203-70, Restrictions on Advertising. So if you decide to use them, please familiarize yourself with the compliance requirements of this clause. As an MAS contractor, your business is encouraged to add GSA logos to your MAS literature and website to help Federal customers identify your firm as an MAS contract holder and to promote GSA’s MAS program. The GSA logos are available for download. Just remember, your organization may not use the logo to represent that your product or service is preferred by the Government. Please read the online guidelines before using the GSA logo on your publications. The use of GSA logos does not eliminate the requirements of GSAR clause 552.203-70, Restrictions on Advertising. So if you decide to use them, please familiarize yourself with the compliance requirements of this clause.

    57. Government Advertising Opportunities Consider Advertising Opportunities Government Targeted Publications May Help Maximize Opportunities In spreading the word about your MAS contract, your business should consider taking advantage of advertising opportunities and incorporating this into your business development plan. Here is a sample of the universe of Government targeted publications that your organization may consider advertising with: Military Times; Armed Forces Journal; Government Executive; Federal Computer Week; Government Computer News It is important to note that GSA does not endorse any of these publications. In spreading the word about your MAS contract, your business should consider taking advantage of advertising opportunities and incorporating this into your business development plan. Here is a sample of the universe of Government targeted publications that your organization may consider advertising with: Military Times; Armed Forces Journal; Government Executive; Federal Computer Week; Government Computer News It is important to note that GSA does not endorse any of these publications.

    58. Developing A Contract Compliance Plan Areas Of Consideration: Pricing Trade Agreements Act Scope Of Contract Subcontracting Labor Laws Sales Reporting And Industrial Funding Fee Remittance Administrative Compliance Note: This Is Not An Exhaustive List Of Areas To Consider When Developing A Compliance Plan Another critical consideration area in developing your MAS contract specific business plan is compliance with the terms and conditions of the MAS contract. By developing a contract compliance plan before your organization is awarded an MAS contract, your company has a roadmap for compliance and successful post award contract management. In discussing developing a contract compliance plan, we will go over a few key areas that we recommend your firm give careful attention. This includes: pricing, Trade Agreements Act, scope of contract, subcontracting, labor laws, sales reporting, Industrial Funding Fee (IFF) remittance, and other administrative compliance areas. It is important to note that this is not an exhaustive list to consider when developing a contract compliance plan but rather major areas of consideration. Please refer to the particular MAS solicitation and program literature to develop a comprehensive contract compliance plan for meeting all of the performance requirements of that particular MAS contract. Another critical consideration area in developing your MAS contract specific business plan is compliance with the terms and conditions of the MAS contract. By developing a contract compliance plan before your organization is awarded an MAS contract, your company has a roadmap for compliance and successful post award contract management. In discussing developing a contract compliance plan, we will go over a few key areas that we recommend your firm give careful attention. This includes: pricing, Trade Agreements Act, scope of contract, subcontracting, labor laws, sales reporting, Industrial Funding Fee (IFF) remittance, and other administrative compliance areas. It is important to note that this is not an exhaustive list to consider when developing a contract compliance plan but rather major areas of consideration. Please refer to the particular MAS solicitation and program literature to develop a comprehensive contract compliance plan for meeting all of the performance requirements of that particular MAS contract.

    59. Pricing Compliance Most Favored Customer And Basis of Award Pricing Concepts Various MAS Contract Clauses Affect The Basis of Award Pricing Relationship Questions To Consider In Developing A Compliance Plan Pricing is a critical area in which your organization will need to monitor for contract compliance. MAS contract pricing is based upon the “Most Favored Customer” (MFC) pricing concept. This is where GSA seeks to establish a Most Favored Customer (MFC) pricing/discounting relationship throughout the life of the MAS contract. This relationship is established through the GSA Procuring Contracting Officer (PCO) negotiating a “Basis of Award” (Class of Customer (s)) and is based upon your commercial sales practices information provided in your MAS proposal. One clause that affects your pricing is clause GSAR 552.238-75, Price Reductions. This clause provides a contractual mechanism for maintaining the pricing/discounting relationship established at the time of award throughout the life of the contract. According to this clause, there are certain conditions that can trigger a price reduction, which are: Revisions to commercial catalog/pricelist; More favorable discounts or terms and conditions to the customer (s) that formed basis of award; Granting special discounts to the customer (s) that formed the basis of award. The price reduction should be given to the Government with the same effective date, and for the same time period, as extended to the basis of award customer (s.) There are also certain conditions that do not trigger a price reduction, which are: Discounts to commercial customers under firm, fixed-price definite quantity contracts with specified delivery in excess of the maximum order threshold specified in this contract; Discounts To Federal agencies; Discounts made to State and local Government entities when the order is placed under this contract (and the State and local Government entity is the agreed upon customer or category of customer that is the basis of award); or Caused by an error in quotation or billing, provided adequate documentation is furnished by the Contractor to the Contracting Officer. A second clause that can affect pricing is the Economic Price Adjustment (EPA) clause in MAS contracts. There are two versions of this clause that are commonly contained within MAS contracts: GSAR 552.216-70 Economic Price Adjustments (Pricing Based Upon Commercial Catalog Prices); and I-FSS-969 Economic Price Adjustments – Multiple Award Schedule (Pricing Not Based Upon Commercial Catalog Prices.) You should familiarize yourself with the version of the EPA clause that is contained within the MAS solicitation under which your organization is offering and how that clause will affect pricing under the contract. Lastly, when developing a plan for complying with an MAS contract’s pricing requirements, there are several questions you should ask yourself about your organization: Are my organization’s pricing policies set-up so that we can monitor compliance with the Price Reductions clause? Who in my organization needs to be knowledgeable about our MAS contract’s “Basis of Award” class of customer (s)? What are the possible implications of changes to our commercial sales practices that may have an effect on our MAS contract prices? What standard operating procedures should we put in place to ensure compliance with this critical contractual requirement? How do we plan on testing the organization’s standard operating procedures to ensure they work? Pricing is a critical area in which your organization will need to monitor for contract compliance. MAS contract pricing is based upon the “Most Favored Customer” (MFC) pricing concept. This is where GSA seeks to establish a Most Favored Customer (MFC) pricing/discounting relationship throughout the life of the MAS contract. This relationship is established through the GSA Procuring Contracting Officer (PCO) negotiating a “Basis of Award” (Class of Customer (s)) and is based upon your commercial sales practices information provided in your MAS proposal. One clause that affects your pricing is clause GSAR 552.238-75, Price Reductions. This clause provides a contractual mechanism for maintaining the pricing/discounting relationship established at the time of award throughout the life of the contract. According to this clause, there are certain conditions that can trigger a price reduction, which are: Revisions to commercial catalog/pricelist; More favorable discounts or terms and conditions to the customer (s) that formed basis of award; Granting special discounts to the customer (s) that formed the basis of award. The price reduction should be given to the Government with the same effective date, and for the same time period, as extended to the basis of award customer (s.) There are also certain conditions that do not trigger a price reduction, which are: Discounts to commercial customers under firm, fixed-price definite quantity contracts with specified delivery in excess of the maximum order threshold specified in this contract; Discounts To Federal agencies; Discounts made to State and local Government entities when the order is placed under this contract (and the State and local Government entity is the agreed upon customer or category of customer that is the basis of award); or Caused by an error in quotation or billing, provided adequate documentation is furnished by the Contractor to the Contracting Officer. A second clause that can affect pricing is the Economic Price Adjustment (EPA) clause in MAS contracts. There are two versions of this clause that are commonly contained within MAS contracts: GSAR 552.216-70 Economic Price Adjustments (Pricing Based Upon Commercial Catalog Prices); and I-FSS-969 Economic Price Adjustments – Multiple Award Schedule (Pricing Not Based Upon Commercial Catalog Prices.) You should familiarize yourself with the version of the EPA clause that is contained within the MAS solicitation under which your organization is offering and how that clause will affect pricing under the contract. Lastly, when developing a plan for complying with an MAS contract’s pricing requirements, there are several questions you should ask yourself about your organization: Are my organization’s pricing policies set-up so that we can monitor compliance with the Price Reductions clause? Who in my organization needs to be knowledgeable about our MAS contract’s “Basis of Award” class of customer (s)? What are the possible implications of changes to our commercial sales practices that may have an effect on our MAS contract prices? What standard operating procedures should we put in place to ensure compliance with this critical contractual requirement? How do we plan on testing the organization’s standard operating procedures to ensure they work?

    60. Trade Agreements Act (TAA) Compliance Trade Agreements Act (TAA) The Relationship Between The TAA and The MAS Program Questions To Consider In Developing A Compliance Plan Trade Agreements Act compliance is another critical area to examine when developing a compliance plan. The first place to begin is to understand what the Trade Agreements Act (TAA) is. The Trade Agreements Act (TAA) is the enabling statute that implements numerous multilateral and bilateral international trade agreements and other trade initiatives. What is the relationship between TAA and the MAS program? FAR clause 52.225-5, Trade Agreements is required in all MAS solicitations and every MAS contractor must certify TAA compliance when making an offer under an MAS solicitation and selling under MAS contract. Contractors under the MAS program must provide only U.S. made or designated country end products. TAA applies to both products and services provide under the MAS program. What does this clause mean to your organization in the context of having an MAS contract? Well, it means that your firm needs to consider what country an end product comes from, when providing that product and/or service under an MAS contract. An article needs to be either: Wholly the growth, product, or manufacture of the subject country; or In the case of an article that consists in whole or in part of materials from another country, has been substantially transformed in the subject country 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. When developing a plan for compliance, ask yourself the following about your organization’s ability to comply with TAA: Who in my organization needs to be aware of the TAA and be involved in ensuring compliance? Does my organization have a system or method to comply with TAA throughout a potential 20 year contract? How does your organization plan to manage changing manufacturing production points? How does your organization plan to manage changing suppliers? Trade Agreements Act compliance is another critical area to examine when developing a compliance plan. The first place to begin is to understand what the Trade Agreements Act (TAA) is. The Trade Agreements Act (TAA) is the enabling statute that implements numerous multilateral and bilateral international trade agreements and other trade initiatives. What is the relationship between TAA and the MAS program? FAR clause 52.225-5, Trade Agreements is required in all MAS solicitations and every MAS contractor must certify TAA compliance when making an offer under an MAS solicitation and selling under MAS contract. Contractors under the MAS program must provide only U.S. made or designated country end products. TAA applies to both products and services provide under the MAS program. What does this clause mean to your organization in the context of having an MAS contract? Well, it means that your firm needs to consider what country an end product comes from, when providing that product and/or service under an MAS contract. An article needs to be either: Wholly the growth, product, or manufacture of the subject country; or In the case of an article that consists in whole or in part of materials from another country, has been substantially transformed in the subject country 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. When developing a plan for compliance, ask yourself the following about your organization’s ability to comply with TAA: Who in my organization needs to be aware of the TAA and be involved in ensuring compliance? Does my organization have a system or method to comply with TAA throughout a potential 20 year contract? How does your organization plan to manage changing manufacturing production points? How does your organization plan to manage changing suppliers?

    61. Scope Compliance MAS Contractors Must Comply With The Scope Of Their Contract Areas To Consider: Education Contractor Teaming Arrangements Open Market Procedures Management Controls Providing products and services that are within the scope of your MAS contract is an important performance requirement. If your organization offers products or services that are outside the scope of your MAS contract in response to an RFQ, you will be susceptible to a protest filed by a competitor with the Government Accountability Office (GAO), which may prevent your organization from performing the order and may result in the order being re-competed. Adhering to the scope of an MAS contract is important to maintaining the integrity of your business, to GSA’s MAS program, and to our customer agencies. When thinking about scope of your MAS contract, the most important question to ask is: Does the work being performed or the products being provided fall within the descriptions of the Special Item Numbers (SINs) that were awarded under the MAS contract, and is that service or product on my MAS contract? If the answer is yes, then you are probably within the scope of your MAS contract. Any questions as to whether a product or service is within scope should be addressed to the Procuring Contracting Officer (PCO.) When developing a plan for complying with an MAS contract’s scope, consider: How does your organization plan on educating its sales staff and MAS customers regarding the scope of your MAS contract?; What type of system or management controls does your organization plan on implementing to ensure compliance with the scope of your MAS contract? Providing products and services that are within the scope of your MAS contract is an important performance requirement. If your organization offers products or services that are outside the scope of your MAS contract in response to an RFQ, you will be susceptible to a protest filed by a competitor with the Government Accountability Office (GAO), which may prevent your organization from performing the order and may result in the order being re-competed. Adhering to the scope of an MAS contract is important to maintaining the integrity of your business, to GSA’s MAS program, and to our customer agencies. When thinking about scope of your MAS contract, the most important question to ask is: Does the work being performed or the products being provided fall within the descriptions of the Special Item Numbers (SINs) that were awarded under the MAS contract, and is that service or product on my MAS contract? If the answer is yes, then you are probably within the scope of your MAS contract. Any questions as to whether a product or service is within scope should be addressed to the Procuring Contracting Officer (PCO.) When developing a plan for complying with an MAS contract’s scope, consider: How does your organization plan on educating its sales staff and MAS customers regarding the scope of your MAS contract?; What type of system or management controls does your organization plan on implementing to ensure compliance with the scope of your MAS contract?

    62. Subcontracting Compliance Subcontracting Plans Are Required If: Large Business Estimated MAS Sales Over $550,000 Electronic Subcontracting Reporting System (eSRS) “Good Faith” Effort Compliance Planning Considerations Subcontracting compliance is a critical performance requirement for certain MAS contracts. GSA wants to ensure the socioeconomic concerns receive to the maximum extent practicable subcontracting opportunities under the MAS program. Subcontracting Plans are required on MAS contracts when your organization is a large business, as defined by U.S. Small Business Administration (SBA) size standards and your firm is expecting MAS contract sales over $550,000. Depending upon the plan type, there are either annual or semi-annual subcontracting reporting requirements in the Government-wide Electronic Subcontracting Reporting System (eSRS.) Subcontracting plans will outline the actions your organization will take to make a “good faith” effort to comply with the plan’s requirements. The subcontracting plan requires approval by your PCO. Failure to make “good faith” effort could result in liquidated damages being assessed against your organization. When developing a plan to comply with subcontract requirements consider: How does my organization plan to ensure “good faith” efforts are made to meet the goals in my plan? How does my organization plan to track subcontracting dollars to different socioeconomic concerns for reporting? Subcontracting compliance is a critical performance requirement for certain MAS contracts. GSA wants to ensure the socioeconomic concerns receive to the maximum extent practicable subcontracting opportunities under the MAS program. Subcontracting Plans are required on MAS contracts when your organization is a large business, as defined by U.S. Small Business Administration (SBA) size standards and your firm is expecting MAS contract sales over $550,000. Depending upon the plan type, there are either annual or semi-annual subcontracting reporting requirements in the Government-wide Electronic Subcontracting Reporting System (eSRS.) Subcontracting plans will outline the actions your organization will take to make a “good faith” effort to comply with the plan’s requirements. The subcontracting plan requires approval by your PCO. Failure to make “good faith” effort could result in liquidated damages being assessed against your organization. When developing a plan to comply with subcontract requirements consider: How does my organization plan to ensure “good faith” efforts are made to meet the goals in my plan? How does my organization plan to track subcontracting dollars to different socioeconomic concerns for reporting?

    63. Labor Laws Compliance MAS Contracts Contain Various Labor Law Compliance Requirements Review The Solicitation Carefully To Assess Impact On Human Resource Practices MAS contracts contain requirements to comply with various labor laws. Your company will want to review the MAS solicitation carefully to assess what impact these labor laws may have on your employment practices under the contract. For example, certain MAS contracts contain a requirement to pay minimum wages to employees working under the contract. In addition, your organization should be aware that PCOs are required to obtain pre-award EEO clearances for MAS offerors whose estimated contract value is over $10 million When developing a plan to comply with various labor laws under an MAS contract consider: Meeting with your human resources representative or lawyer to go over the various labor law requirements; Reviewing and if necessary developing new human resource procedures to comply with the MAS contract. MAS contracts contain requirements to comply with various labor laws. Your company will want to review the MAS solicitation carefully to assess what impact these labor laws may have on your employment practices under the contract. For example, certain MAS contracts contain a requirement to pay minimum wages to employees working under the contract. In addition, your organization should be aware that PCOs are required to obtain pre-award EEO clearances for MAS offerors whose estimated contract value is over $10 million When developing a plan to comply with various labor laws under an MAS contract consider: Meeting with your human resources representative or lawyer to go over the various labor law requirements; Reviewing and if necessary developing new human resource procedures to comply with the MAS contract.

    64. Sales Reporting And IFF Remittance Compliance GSAR 552.238-74 Industrial Funding Fee (IFF) And Sales Reporting MAS Contractors Are Responsible For Reporting All MAS Contract Sales And Remitting The IFF An important contractual requirement is reporting your MAS contract sales and remitting the Industrial Funding Fee (IFF) to GSA. GSA obtains the funding needed to operate the MAS program not through the normal congressional appropriations process but rather through charging a fee to customer agencies for using MAS contracts. Thus, all MAS contracts contain clause GSAR 552.238-74 Industrial Funding Fee and Sales Reporting, which outlines the sales reporting and IFF remittance requirements for MAS contractors. MAS contractors include the IFF into their MAS contract prices, and collect and remit the IFF to GSA. All MAS contract prices must include the IFF, which is currently .0075% of the MAS price. To build the IFF into your proposed MAS prices, take the price your organization is offering to GSA and divide it by .9925. This will give you the price inclusive of the IFF. Sales reporting and IFF remittance is conducted quarterly through the Vender Support Center (VSC) website. MAS contractors are responsible for reporting all MAS contract sales and remitting the IFF. When developing a plan to comply with the sales reporting and IFF remittance requirements, we recommend you consider: What kind of sales tracking system does my organization need to properly identify all MAS contract sales? How does my organization plan distinguish the identification of MAS contract sales from my other sales on Government and commercial contracts? How does my organization plan to track Other Direct Costs (ODCs) and Open Market Items? An important contractual requirement is reporting your MAS contract sales and remitting the Industrial Funding Fee (IFF) to GSA. GSA obtains the funding needed to operate the MAS program not through the normal congressional appropriations process but rather through charging a fee to customer agencies for using MAS contracts. Thus, all MAS contracts contain clause GSAR 552.238-74 Industrial Funding Fee and Sales Reporting, which outlines the sales reporting and IFF remittance requirements for MAS contractors. MAS contractors include the IFF into their MAS contract prices, and collect and remit the IFF to GSA. All MAS contract prices must include the IFF, which is currently .0075% of the MAS price. To build the IFF into your proposed MAS prices, take the price your organization is offering to GSA and divide it by .9925. This will give you the price inclusive of the IFF. Sales reporting and IFF remittance is conducted quarterly through the Vender Support Center (VSC) website. MAS contractors are responsible for reporting all MAS contract sales and remitting the IFF. When developing a plan to comply with the sales reporting and IFF remittance requirements, we recommend you consider: What kind of sales tracking system does my organization need to properly identify all MAS contract sales? How does my organization plan distinguish the identification of MAS contract sales from my other sales on Government and commercial contracts? How does my organization plan to track Other Direct Costs (ODCs) and Open Market Items?

    65. Administrative Compliance Keeping The MAS Contract Current Records Retention Payment A key to MAS contract success is having the latest products and/or services on your contract, which is an important consideration area when developing your plan. Having your latest products and/or services on your MAS contract makes your organization prepared to: Quickly respond to Request For Quotes (RFQs); and Meet MAS customer needs. Sometimes MAS contractors miss out on potential order awards because they do not maintain the latest products and/or services on their schedule contract. What do you need to do to keep your contract current? Your organization should pro-actively submit modification requests to add, delete, and reduce prices on your MAS contract. Please refer to clause GSAR 552.243-72 Modifications (Multiple Award Schedule) when developing your plan to have the latest products and/or services on your contract. This clause outlines the documentation your organization needs to include in your modification request to the PCO. In addition, we recommend you discuss any modification request with your PCO so that you know all of the information that the PCO needs to review and evaluate your modification request for award is included in your submission. All MAS contractors can submit their modification requests through an electronic tool call eMod. This tool allows you to streamline the modification process by submitting your modification request electronically instead of in a paper-based format. To learn more about eMod, visit the eOffer/eMod website at www.eoffer.gsa.gov. eMod requires that your organization obtain a digital certificate in order to sign the modification electronically. Lastly, after each contract modification, your organization should submit updated GSA Advantage! files and update your MAS Pricelist. In keeping your MAS contract current it is important to accept Mass Modifications. These are GSA initiated electronic modifications to keep your contract up-to-date with the latest terms and conditions. Once the modification is effective, GSA displays your MAS contract’s terms and conditions on-line for customers to see. These modifications are available at the Vendor Support Center’s (VSC) website. It is vital to actively submit administrative modification requests such as changes in your contact for Contract Administration and Records Location (e.g. address, phone, fax, etc.) or Change of Name/Novation Agreements. MAS contractors need to have a strategy for retaining all contractual records for the life of the contract. The potential life of an MAS contract is twenty years (a base period of five years and three options, each five years) and an MAS contractor’s records retention period is three years after final payment. Lastly, MAS contractors are required to accept Government credit card payments equal to or less than the micro-purchase threshold of $3,000 and are encouraged to accept Government credit cards for orders above the micro-purchase threshold.A key to MAS contract success is having the latest products and/or services on your contract, which is an important consideration area when developing your plan. Having your latest products and/or services on your MAS contract makes your organization prepared to: Quickly respond to Request For Quotes (RFQs); and Meet MAS customer needs. Sometimes MAS contractors miss out on potential order awards because they do not maintain the latest products and/or services on their schedule contract. What do you need to do to keep your contract current? Your organization should pro-actively submit modification requests to add, delete, and reduce prices on your MAS contract. Please refer to clause GSAR 552.243-72 Modifications (Multiple Award Schedule) when developing your plan to have the latest products and/or services on your contract. This clause outlines the documentation your organization needs to include in your modification request to the PCO. In addition, we recommend you discuss any modification request with your PCO so that you know all of the information that the PCO needs to review and evaluate your modification request for award is included in your submission. All MAS contractors can submit their modification requests through an electronic tool call eMod. This tool allows you to streamline the modification process by submitting your modification request electronically instead of in a paper-based format. To learn more about eMod, visit the eOffer/eMod website at www.eoffer.gsa.gov. eMod requires that your organization obtain a digital certificate in order to sign the modification electronically. Lastly, after each contract modification, your organization should submit updated GSA Advantage! files and update your MAS Pricelist. In keeping your MAS contract current it is important to accept Mass Modifications. These are GSA initiated electronic modifications to keep your contract up-to-date with the latest terms and conditions. Once the modification is effective, GSA displays your MAS contract’s terms and conditions on-line for customers to see. These modifications are available at the Vendor Support Center’s (VSC) website. It is vital to actively submit administrative modification requests such as changes in your contact for Contract Administration and Records Location (e.g. address, phone, fax, etc.) or Change of Name/Novation Agreements. MAS contractors need to have a strategy for retaining all contractual records for the life of the contract. The potential life of an MAS contract is twenty years (a base period of five years and three options, each five years) and an MAS contractor’s records retention period is three years after final payment. Lastly, MAS contractors are required to accept Government credit card payments equal to or less than the micro-purchase threshold of $3,000 and are encouraged to accept Government credit cards for orders above the micro-purchase threshold.

    66. Section V MAS Proposal Process Electronic Vs. Paper Offer Completing an MAS Solicitation MAS Proposal Evaluation Process Now that we have discussed developing an MAS contract specific business plan for success, it is time to talk about completing the MAS solicitation, submitting your offer to GSA, and hopefully receiving that contract award. In this section, we will discuss submitting a paper versus electronic MAS offer, areas that need your attention in completing an MAS solicitation, and the MAS proposal evaluation process. Now that we have discussed developing an MAS contract specific business plan for success, it is time to talk about completing the MAS solicitation, submitting your offer to GSA, and hopefully receiving that contract award. In this section, we will discuss submitting a paper versus electronic MAS offer, areas that need your attention in completing an MAS solicitation, and the MAS proposal evaluation process.

    67. Electronic Vs. Paper MAS Offer eOffer Submit Proposal Electronically Only Available On Five MAS Solicitations Paper Offer Submit Paper Proposal Directly To The Acquisition Center That Manages That Particular MAS Solicitation One of GSA’s most prominent electronic tools is eOffer. eOffer automates the MAS proposal process by allowing your organization to prepare and submit your offer electronically. eOffer is currently available for five MAS solicitations: Schedule 70 (Information Technology); Schedule 541 (Advertising and Integrated Marketing Solutions); Schedule 871 (Professional Engineering Services); Schedule 520 (Financial Business Solutions); Schedule 874 (Mission Oriented Business Integrated Services.) GSA plans to make eOffer available for all MAS solicitations in 2007. To participate in eOffer you must obtain a digital certificate. GSA is currently providing digital certificates free of charge at the eOffer websites. If your organization decides not to use eOffer or if it is not available for the solicitation under which you are proposing, submit a paper offer directly to the appropriate Acquisition Center that manages that particular schedule. Be sure to submit a neat and organized offer. A tab binder may be the best way to present your offer in paper form. One of GSA’s most prominent electronic tools is eOffer. eOffer automates the MAS proposal process by allowing your organization to prepare and submit your offer electronically. eOffer is currently available for five MAS solicitations: Schedule 70 (Information Technology); Schedule 541 (Advertising and Integrated Marketing Solutions); Schedule 871 (Professional Engineering Services); Schedule 520 (Financial Business Solutions); Schedule 874 (Mission Oriented Business Integrated Services.) GSA plans to make eOffer available for all MAS solicitations in 2007. To participate in eOffer you must obtain a digital certificate. GSA is currently providing digital certificates free of charge at the eOffer websites. If your organization decides not to use eOffer or if it is not available for the solicitation under which you are proposing, submit a paper offer directly to the appropriate Acquisition Center that manages that particular schedule. Be sure to submit a neat and organized offer. A tab binder may be the best way to present your offer in paper form.

    68. Getting Started With eOffer If your organization decides to submit an offer using eOffer, the process works as follows: Read the solicitation, prepare responses to all solicitation provisions, and create any necessary attachments; Obtain a digital certificate; Complete your offer using the web-based tool; Submit your offer electronically; To learn more about eOffer, please visit the website at eoffer.gsa.gov. If your organization decides to submit an offer using eOffer, the process works as follows: Read the solicitation, prepare responses to all solicitation provisions, and create any necessary attachments; Obtain a digital certificate; Complete your offer using the web-based tool; Submit your offer electronically; To learn more about eOffer, please visit the website at eoffer.gsa.gov.

    69. Completing an MAS Solicitation Before Beginning: Data Universal Number System Number (DUNS) Central Contract Registration (CCR) Dun & Bradstreet (D&B) Open Ratings Past Performance Evaluation Report Before filling out an MAS solicitation, you need to: Obtain a Data Universal Number System Number (DUNS); Register with the Central Contract Registration (CCR); Submit Your Past Performance Evaluation Report to Dun & Bradstreet (D&B) Open Ratings.Before filling out an MAS solicitation, you need to: Obtain a Data Universal Number System Number (DUNS); Register with the Central Contract Registration (CCR); Submit Your Past Performance Evaluation Report to Dun & Bradstreet (D&B) Open Ratings.

    70. Completing an MAS Solicitation Continued Cover Letter SF 1449 Special Item Numbers (SINs) Complete Solicitation Provisions Online Representations and Certifications Application (ORCA) In completing the MAS solicitation, follow this process: Create a cover letter to accompany your offer; Complete the Standard Form (SF) 1449 by filling out blocks 17a, 17b, 30a, 30b, and 30c of the form and make sure the form is signed by a corporate official who is authorized to bind your company; Identify which Special Item Numbers (SINs) cover the products and/or services your organization wants to offer; Select the North American Industrial Classification System (NAICS) code for each SIN your organization is offering. The NAICS code determines your business size. For assistance with NAICS codes, their definitions and the size standards, you should visit the U.S. Small Business Administration’s (SBA) website at www.sba.gov. Once you have selected the appropriate NAICS code(s) go back to the company’s Central Contract Registration (CCR) and make sure that you have included that specific code or codes in the registration. Update the registration at the Central Contract Registration (CCR) website as necessary. There are multiple solicitation provisions to complete including: Commercial Item Delivery Schedule; Delivery Prices; Scope of Contract; Offeror Representation and Certifications – Commercial Items (Complete your representations and certifications on-line through the ORCA website at orca.bpn.gov); 8(a) Representation for MAS program; Authorized Negotiators; Contact for Contract Administration; Ordering Information; Contractor’s Remittance (Payment) Address; Place of Performance. There may be additional provisions to be completed that are specific to an individual MAS solicitation. Please review the particular MAS solicitation for the specific provisions that apply to that solicitation, and make sure you completely respond to all provisions. Some MAS solicitations contain a check list that can help you identify all of the solicitation provisions that need your response. In completing the MAS solicitation, follow this process: Create a cover letter to accompany your offer; Complete the Standard Form (SF) 1449 by filling out blocks 17a, 17b, 30a, 30b, and 30c of the form and make sure the form is signed by a corporate official who is authorized to bind your company; Identify which Special Item Numbers (SINs) cover the products and/or services your organization wants to offer; Select the North American Industrial Classification System (NAICS) code for each SIN your organization is offering. The NAICS code determines your business size. For assistance with NAICS codes, their definitions and the size standards, you should visit the U.S. Small Business Administration’s (SBA) website at www.sba.gov. Once you have selected the appropriate NAICS code(s) go back to the company’s Central Contract Registration (CCR) and make sure that you have included that specific code or codes in the registration. Update the registration at the Central Contract Registration (CCR) website as necessary. There are multiple solicitation provisions to complete including: Commercial Item Delivery Schedule; Delivery Prices; Scope of Contract; Offeror Representation and Certifications – Commercial Items (Complete your representations and certifications on-line through the ORCA website at orca.bpn.gov); 8(a) Representation for MAS program; Authorized Negotiators; Contact for Contract Administration; Ordering Information; Contractor’s Remittance (Payment) Address; Place of Performance. There may be additional provisions to be completed that are specific to an individual MAS solicitation. Please review the particular MAS solicitation for the specific provisions that apply to that solicitation, and make sure you completely respond to all provisions. Some MAS solicitations contain a check list that can help you identify all of the solicitation provisions that need your response.

    71. Completing an MAS Solicitation Continued MAS Proposed Pricing: Provision GSAR 552.212-70 Preparation Of Offer Complete Commercial Sales Practices (CSP-1) Proposed MAS Pricelist In Accordance With Clause I-FSS-600 It is important that your organization provide the following information to support your proposed MAS pricing: Provision GSAR 552.212-70 Preparation of Offer: Two copies of organization’s current published pricelist; Discounts offered under the solicitation; Description of concessions offered under the solicitation. Complete Commercial Sales Practices (CSP-1) Format; Proposed MAS Pricelist in accordance with clause I-FSS-600. It is important that your organization provide the following information to support your proposed MAS pricing: Provision GSAR 552.212-70 Preparation of Offer: Two copies of organization’s current published pricelist; Discounts offered under the solicitation; Description of concessions offered under the solicitation. Complete Commercial Sales Practices (CSP-1) Format; Proposed MAS Pricelist in accordance with clause I-FSS-600.

    72. How Does GSA Evaluate an MAS Offer? Completeness Scope Responsibility Subcontracting Proposed MAS Pricing And Price-Related Terms and Conditions Below are a few critical areas that the PCO will evaluate and your organization should consider when preparing your offer: Completeness – Did your organization respond to all of the solicitation provisions and provide all the information necessary to evaluate your MAS offer? Proposed products and/or services are within scope – Are the products and/or services your organization is offering within the scope of the MAS solicitation? Responsibility – Does your organization meet FAR Subpart 9.1 criteria for being a responsible contractor? Subcontracting – Has your organization proposed an acceptable subcontracting plan? Your Proposed MAS Pricing and Price Related Terms and Conditions – Can the PCO determine that your proposed prices are fair and reasonable and in the best interest of the Government? Let’s talk about this evaluation process in a little more depth. Below are a few critical areas that the PCO will evaluate and your organization should consider when preparing your offer: Completeness – Did your organization respond to all of the solicitation provisions and provide all the information necessary to evaluate your MAS offer? Proposed products and/or services are within scope – Are the products and/or services your organization is offering within the scope of the MAS solicitation? Responsibility – Does your organization meet FAR Subpart 9.1 criteria for being a responsible contractor? Subcontracting – Has your organization proposed an acceptable subcontracting plan? Your Proposed MAS Pricing and Price Related Terms and Conditions – Can the PCO determine that your proposed prices are fair and reasonable and in the best interest of the Government? Let’s talk about this evaluation process in a little more depth.

    73. Completeness GSAR 552.212-73 Evaluation – Commercial Items (Multiple Award Schedule) MAS offers are required to provide complete information, to conform to the MAS solicitation, and respond to all solicitation provisions. If your offer is incomplete, the PCO may not award your organization an MAS contract. Providing a complete offer will help speed up the offer evaluation process and increase your chances of being awarded an MAS contract. MAS offers are required to provide complete information, to conform to the MAS solicitation, and respond to all solicitation provisions. If your offer is incomplete, the PCO may not award your organization an MAS contract. Providing a complete offer will help speed up the offer evaluation process and increase your chances of being awarded an MAS contract.

    74. Scope Of MAS Solicitation Procuring Contracting Officers (PCO) Will Review The Offer To Ensure It Is Within The Scope Of The MAS Solicitation PCOs will review your offer to ensure the products and/or services that your organization is offering are within the scope of the MAS solicitation. In preparing your MAS offer, review the Special Item Numbers (SINs) under which your organization wants to make an offer to ensure the proposed products and/or services are within the scope of the solicitation. If you have questions regarding whether the products and/or services your organization wants offer are within scope, please contact the appropriate Acquisition Center Point of Contact (POC) listed in cover letter at the beginning of the solicitation. PCOs will review your offer to ensure the products and/or services that your organization is offering are within the scope of the MAS solicitation. In preparing your MAS offer, review the Special Item Numbers (SINs) under which your organization wants to make an offer to ensure the proposed products and/or services are within the scope of the solicitation. If you have questions regarding whether the products and/or services your organization wants offer are within scope, please contact the appropriate Acquisition Center Point of Contact (POC) listed in cover letter at the beginning of the solicitation.

    75. Demonstrating Responsibility Procuring Contracting Officers (PCO) Must Make An Affirmative Responsibility Determination Three Broad Categories Of Responsibility One of the most important roles of the PCO in evaluating an offer is to determine whether or not a contractor is responsible in accordance with the FAR Subpart 9.1. These regulations require the PCO to make an affirmative responsibility determination. Responsibility is broadly defined in the FAR and requires that the PCO to conduct an in-depth analysis of many of the core aspects of a contractor’s business. Responsibility can be defined in three broad categories: Integrity and Business Ethics; Financial Capability; Experience and Performance Capability. In the next few slides we will discuss these three broad categories in further detail.One of the most important roles of the PCO in evaluating an offer is to determine whether or not a contractor is responsible in accordance with the FAR Subpart 9.1. These regulations require the PCO to make an affirmative responsibility determination. Responsibility is broadly defined in the FAR and requires that the PCO to conduct an in-depth analysis of many of the core aspects of a contractor’s business. Responsibility can be defined in three broad categories: Integrity and Business Ethics; Financial Capability; Experience and Performance Capability. In the next few slides we will discuss these three broad categories in further detail.

    76. Integrity And Business Ethics The first category is integrity and business ethics. Immediately upon receipt of a new offer the PCO will check the list of parties excluded from Federal Procurement programs, which is publicly available information on the web at www.epls.gov. This website provides a list of individuals and businesses that have been suspended or debarred, which is either a temporary or permanent disqualification or exclusion from participating in Federal contracting actions due to some level of misconduct. If a principal of the company or the company itself is listed in this registry, the offer will not be considered for award. The list will be reviewed a second time immediately prior to contract award to ensure that there have been no changes in status with the company or individuals within the company.The first category is integrity and business ethics. Immediately upon receipt of a new offer the PCO will check the list of parties excluded from Federal Procurement programs, which is publicly available information on the web at www.epls.gov. This website provides a list of individuals and businesses that have been suspended or debarred, which is either a temporary or permanent disqualification or exclusion from participating in Federal contracting actions due to some level of misconduct. If a principal of the company or the company itself is listed in this registry, the offer will not be considered for award. The list will be reviewed a second time immediately prior to contract award to ensure that there have been no changes in status with the company or individuals within the company.

    77. Financial Capability Offeror Must Demonstrate Adequate Financial Resources Or The Ability To Obtain Them Procuring Contracting Officers (PCO) Reviews All Readily Available Financial Information Additional Information May Be Requested As a part of the overall responsibility determination, the PCO must ensure that the contractor has adequate financial resources or the ability to obtain them to perform the contract and maintain normal business operations such as meeting payroll. Information is obtained from various sources to make this determination such as the Dunn & Bradstreet (D&B) Credit Check Report and corporate financial reports that are available on the Internet such as at the Securities and Exchange website. If this information is not readily available, or if the PCO needs additional information to make a determination, a request may be made by the PCO or by the GSA Finance Office located in Kansas City for additional information. In this case, you may be contacted to provide such further information as: Copies of your most recent financial statements, which may not be publicly available; A letter of credit; Pre-award financial survey. Again, it is critical that your organization responds to these inquiries quickly and fully. Failure to do so may result in the PCO not awarding an MAS contract to your organization. As a part of the overall responsibility determination, the PCO must ensure that the contractor has adequate financial resources or the ability to obtain them to perform the contract and maintain normal business operations such as meeting payroll. Information is obtained from various sources to make this determination such as the Dunn & Bradstreet (D&B) Credit Check Report and corporate financial reports that are available on the Internet such as at the Securities and Exchange website. If this information is not readily available, or if the PCO needs additional information to make a determination, a request may be made by the PCO or by the GSA Finance Office located in Kansas City for additional information. In this case, you may be contacted to provide such further information as: Copies of your most recent financial statements, which may not be publicly available; A letter of credit; Pre-award financial survey. Again, it is critical that your organization responds to these inquiries quickly and fully. Failure to do so may result in the PCO not awarding an MAS contract to your organization.

    78. Experience And Performance Capability Offeror Must Demonstrate A Satisfactory Performance Record And Capability To Perform Multiple Sources Of Information May Be Used Non-Responsibility Determinations There is no substitute for ensuring a high degree of confidence that an order will be performed successfully than by reviewing the actual past performance of a contractor. Prospective MAS offerors must demonstrate a satisfactory performance record and the capability to successfully perform in accordance with the terms and conditions of the MAS contract. The information that may be reviewed in addressing this area of responsibility may include: Customer feedback regarding performance on current and past projects especially Federal contracts; Open Ratings Report, which is required of all contractors at the time the offer is submitted; Past Performance Evaluations contained the Past Performance Information Retrieval System (PPIRS), if there is a history of past Federal contracts. If a contractor is determined non-responsible, then they will not receive an MAS contract. However, if a company that is initially determined to be non-responsible is a small business, the PCO must refer the matter to the U.S. Small Business Administration (SBA) for a Certificate of Competency (COC) determination. If the SBA issues a Certificate of Competency (COC), then the offer will continue to be evaluated and may be awarded.There is no substitute for ensuring a high degree of confidence that an order will be performed successfully than by reviewing the actual past performance of a contractor. Prospective MAS offerors must demonstrate a satisfactory performance record and the capability to successfully perform in accordance with the terms and conditions of the MAS contract. The information that may be reviewed in addressing this area of responsibility may include: Customer feedback regarding performance on current and past projects especially Federal contracts; Open Ratings Report, which is required of all contractors at the time the offer is submitted; Past Performance Evaluations contained the Past Performance Information Retrieval System (PPIRS), if there is a history of past Federal contracts. If a contractor is determined non-responsible, then they will not receive an MAS contract. However, if a company that is initially determined to be non-responsible is a small business, the PCO must refer the matter to the U.S. Small Business Administration (SBA) for a Certificate of Competency (COC) determination. If the SBA issues a Certificate of Competency (COC), then the offer will continue to be evaluated and may be awarded.

    79. Small Business Subcontracting Plan Required If: Large Business Estimated MAS Sales Over $550,000 Procuring Contracting Officers (PCO) Will Review 11 Elements Of The Plan For Acceptability If an offeror is a large business and estimates MAS contract sales over $550,000, then your organization must submit a subcontracting plan along with your offer. A sample of the subcontracting plan format is normally found as an attachment to the MAS solicitation and the essential elements that need to be included in your subcontracting plan can be reviewed at FAR Subpart 19.7 the Small Business Subcontracting Program. In addition, in developing your subcontracting plan, consider submitting one of three different subcontracting plans types that is most appropriate for your organization: a commercial, an individual, or a master plan. A commercial plan is the preferred type of plan for contractors that sell large quantities of commercial off-the-shelf items to Government agencies. The plan is done annually, covers the contractor’s fiscal year, and applies to the entire production of commercial items sold by either the entire company or a portion thereof (e.g., division, plant, or product line.) An individual plan covers the entire contract period of a specific contract. The goals are based on the contractor’s planned dollars to be subcontracted in support of the specific contract, except that indirect costs incurred for common or joint purposes may be allocated on a prorated basis to the contract. A master plan contains all the required elements of an individual contract plan, except goals. As the company receives Government contracts requiring subcontracting plans, it develops goals specific for each plan which, in turn, becomes an individual plan. A master plan must be approved once every three years. Changes to a master plan are effective only after approval by the contracting officer. Lastly, GSA publishes their subcontracting goals for each of the socio-economic categories on an annual basis and it is essential that contractors seek to set goals that help GSA exceed these published subcontracting goals. If an offeror is a large business and estimates MAS contract sales over $550,000, then your organization must submit a subcontracting plan along with your offer. A sample of the subcontracting plan format is normally found as an attachment to the MAS solicitation and the essential elements that need to be included in your subcontracting plan can be reviewed at FAR Subpart 19.7 the Small Business Subcontracting Program. In addition, in developing your subcontracting plan, consider submitting one of three different subcontracting plans types that is most appropriate for your organization: a commercial, an individual, or a master plan. A commercial plan is the preferred type of plan for contractors that sell large quantities of commercial off-the-shelf items to Government agencies. The plan is done annually, covers the contractor’s fiscal year, and applies to the entire production of commercial items sold by either the entire company or a portion thereof (e.g., division, plant, or product line.) An individual plan covers the entire contract period of a specific contract. The goals are based on the contractor’s planned dollars to be subcontracted in support of the specific contract, except that indirect costs incurred for common or joint purposes may be allocated on a prorated basis to the contract. A master plan contains all the required elements of an individual contract plan, except goals. As the company receives Government contracts requiring subcontracting plans, it develops goals specific for each plan which, in turn, becomes an individual plan. A master plan must be approved once every three years. Changes to a master plan are effective only after approval by the contracting officer. Lastly, GSA publishes their subcontracting goals for each of the socio-economic categories on an annual basis and it is essential that contractors seek to set goals that help GSA exceed these published subcontracting goals.

    80. Evaluating Proposed MAS Pricing And Price-Related Terms And Conditions Procuring Contracting Officers (PCO) Are Required To: Conduct Price Analysis Make A Fair And Reasonable Pricing Determination Seek Most Favored Customer (MFC) Pricing In addition to making an affirmative responsibility determination, a determination that the prices offered are fair and reasonable is essential and may be the most important aspect of the Procuring Contracting Officers (PCO) duties. The PCO may gather any and all information, other than certified cost or pricing data, to make a fair and reasonable price determination, and ensure that award is in the best interest of the Government. Because of the huge Federal buying potential, the GSA PCO will seek to obtain prices that are equal to or better than the MFC pricing, unless circumstances meet certain exceptions. If an offeror does not offer discounts and pricing equal to or better than their MFC, the contractor will need to justify this differential in order for the PCO to evaluate the offer and thoroughly document the price/discount relationship as a less than MFC award. The PCO still must determine the prices are fair and reasonable and that award is in the best interest of the Government. Now, let’s look at the tools that the PCO will use to evaluate your proposed pricing and price-related terms and conditions, and make a fair and reasonable price determination. In addition to making an affirmative responsibility determination, a determination that the prices offered are fair and reasonable is essential and may be the most important aspect of the Procuring Contracting Officers (PCO) duties. The PCO may gather any and all information, other than certified cost or pricing data, to make a fair and reasonable price determination, and ensure that award is in the best interest of the Government. Because of the huge Federal buying potential, the GSA PCO will seek to obtain prices that are equal to or better than the MFC pricing, unless circumstances meet certain exceptions. If an offeror does not offer discounts and pricing equal to or better than their MFC, the contractor will need to justify this differential in order for the PCO to evaluate the offer and thoroughly document the price/discount relationship as a less than MFC award. The PCO still must determine the prices are fair and reasonable and that award is in the best interest of the Government. Now, let’s look at the tools that the PCO will use to evaluate your proposed pricing and price-related terms and conditions, and make a fair and reasonable price determination.

    81. Information Used In Conducting Price Analysis The Following Are Examples: Commercial Sales Practices (CSP) Information Full And Complete Disclosure Pricing/Discount Information From Current Or Prior Contracts Anticipated Overall Volume Of Government Purchases Under The Resultant Contract Recommendations From Pre-award Audits And Pricing Specialists An essential component to an MAS proposal is the contractor’s disclosure of their Commercial Sales Practices (CSP), which should include their established commercial pricelist, most favored customer (MFC) pricing, and the prices offer to the Government. You must provide the PCO with your organization’s discounting policy and practices. You must disclose basic discounts, quantity/volume discounts, shipping terms, prompt payment, warranty support and any other form of discount that is applicable to evaluating the offer. Specific instructions for completing the CSP are contained in solicitation provision titled, Commercial Sales Practices Format (CSP-1.) Please read this solicitation provision thoroughly when completing the CSP. A review of your CSP information by the PCO will identify the Most Favored Customer. Your MFC is simply the customer or class of customer(s) that receives your best price/discount and price related terms and conditions for a certain product and/or service that your organization is offering. After discussions, the basis of award may be something other than the initial MFC assessment, but that decision will be made through negotiations with your organization. For example, original equipment manufacturers, educational institutions, and dealers and distributors may have differing pricing and price related terms and conditions, which will be considered by the PCO in conducting price analysis and negotiating with your authorized negotiator. In addition, it is critical that your organization provide information that is current, accurate, and complete as requested in the CSP provision found within the solicitation. This information, once negotiated, will form the basis of award pricing/discounting relationship, for which price reductions for the life of the contract will be predicated. Failure to fully disclose this information and any subsequent violation of the Price Reductions clause could result in criminal and civil penalties under the False Claims Act. To conclude, the CSP information aids the PCO in making a fair and reasonable pricing determination, helps establishes the price/discount relationship, and helps sets the trigger for the Price Reductions clause. Other information that the PCO may examine in determining fair and reasonable pricing is information from current or prior contracts. Lastly, it is possible that pre-award audits and information from pricing specialists may be sought by the PCO to aid in conducting price analysis of your proposed MAS pricing. The PCO will consider all of the information in conducting their price analysis and negotiating your MAS contract prices with your authorized negotiators. An essential component to an MAS proposal is the contractor’s disclosure of their Commercial Sales Practices (CSP), which should include their established commercial pricelist, most favored customer (MFC) pricing, and the prices offer to the Government. You must provide the PCO with your organization’s discounting policy and practices. You must disclose basic discounts, quantity/volume discounts, shipping terms, prompt payment, warranty support and any other form of discount that is applicable to evaluating the offer. Specific instructions for completing the CSP are contained in solicitation provision titled, Commercial Sales Practices Format (CSP-1.) Please read this solicitation provision thoroughly when completing the CSP. A review of your CSP information by the PCO will identify the Most Favored Customer. Your MFC is simply the customer or class of customer(s) that receives your best price/discount and price related terms and conditions for a certain product and/or service that your organization is offering. After discussions, the basis of award may be something other than the initial MFC assessment, but that decision will be made through negotiations with your organization. For example, original equipment manufacturers, educational institutions, and dealers and distributors may have differing pricing and price related terms and conditions, which will be considered by the PCO in conducting price analysis and negotiating with your authorized negotiator. In addition, it is critical that your organization provide information that is current, accurate, and complete as requested in the CSP provision found within the solicitation. This information, once negotiated, will form the basis of award pricing/discounting relationship, for which price reductions for the life of the contract will be predicated. Failure to fully disclose this information and any subsequent violation of the Price Reductions clause could result in criminal and civil penalties under the False Claims Act. To conclude, the CSP information aids the PCO in making a fair and reasonable pricing determination, helps establishes the price/discount relationship, and helps sets the trigger for the Price Reductions clause. Other information that the PCO may examine in determining fair and reasonable pricing is information from current or prior contracts. Lastly, it is possible that pre-award audits and information from pricing specialists may be sought by the PCO to aid in conducting price analysis of your proposed MAS pricing. The PCO will consider all of the information in conducting their price analysis and negotiating your MAS contract prices with your authorized negotiators.

    82. MAS Contract Formation Process We have discussed how the PCO will evaluate your MAS proposal, but you are probably wondering how long this process takes. Once you submit your offer to GSA, it depends upon the quality and complexity of your offer along with the volume of work within that particular Acquisition Center at that time, which will dictate the time required to review, evaluate, and negotiate your offer for potential contract award. Well prepared and documented offers with competitive pricing are awarded faster than offers that are unclear and do not appear to be in the best interest of the Government. What is the process? The PCO will review the offer for completeness and most likely your organization will go through fact finding/proposal clarifications, which may consist of providing additional information to substantiate your offer. Once the PCO has all of the information needed to evaluate your offer, negotiation of your offer will begin, which may require several revisions to your offer throughout the process. The PCO will signal the end of negotiations by requesting a Final Proposal Revision (FPR) letter, in response to which your organization will make its best and final offer to the Government. At that time the PCO will make a decision to award or not award your organization an MAS contract. In the end, your organization and your authorized negotiators have the responsibility to maintain an open line of communication with the PCO and work with him/her to provide timely and accurate information regarding your company and your offer, and to negotiate in good faith. If your organization provides a complete well documented offer and supplies the Procuring Contract Officer (PCO) with all requested information, the process will be greatly simplified and should result in a quicker contract award.We have discussed how the PCO will evaluate your MAS proposal, but you are probably wondering how long this process takes. Once you submit your offer to GSA, it depends upon the quality and complexity of your offer along with the volume of work within that particular Acquisition Center at that time, which will dictate the time required to review, evaluate, and negotiate your offer for potential contract award. Well prepared and documented offers with competitive pricing are awarded faster than offers that are unclear and do not appear to be in the best interest of the Government. What is the process? The PCO will review the offer for completeness and most likely your organization will go through fact finding/proposal clarifications, which may consist of providing additional information to substantiate your offer. Once the PCO has all of the information needed to evaluate your offer, negotiation of your offer will begin, which may require several revisions to your offer throughout the process. The PCO will signal the end of negotiations by requesting a Final Proposal Revision (FPR) letter, in response to which your organization will make its best and final offer to the Government. At that time the PCO will make a decision to award or not award your organization an MAS contract. In the end, your organization and your authorized negotiators have the responsibility to maintain an open line of communication with the PCO and work with him/her to provide timely and accurate information regarding your company and your offer, and to negotiate in good faith. If your organization provides a complete well documented offer and supplies the Procuring Contract Officer (PCO) with all requested information, the process will be greatly simplified and should result in a quicker contract award.

    83. Let me close by recapping your “pathway to success.” To begin follow the process outlined in the step one by answering three important questions to decide whether an MAS contract is a good fit for your organization. If your organization reaches the conclusion that an MAS contract is not a good fit at this time, consider taking an alternative approach by pursuing other opportunities to participate in the Federal marketplace through: open market opportunities, subcontracting, and socioeconomic opportunities. Pursuing this strategy may give your organization the tools, expertise, and contacts needed to take the next step of pursuing an MAS contract and achieving MAS contract success. Your organization should periodically reevaluate whether or to make an MAS offer and decide when is the best moment for your organization to take this next step. If your organization has gone back to answer those three critical questions and arrived at the following conclusions: yes, there is a demand in the Federal marketplace from our products and services; yes, we are able to be compete with existing MAS contractors for orders under the program; and we are willing to devote the resources, develop the expertise, and engage in business planning for MAS contract success, then your organization is ready to take the next steps toward to pursuing MAS contract success. Begin these next steps by taking the free MAS training and reading all MAS program literature made available by GSA; locate, read, and understand the MAS solicitation that is most appropriate for your business line; and develop an MAS contract specific business plan to ensure your success. Once your organization has taken these critical steps in preparing itself for MAS contract success, prepare and submit your offer to GSA and hopefully receive that MAS contract award. In the end, the decision is yours as to whether your organization wants to follow this “pathway to success” that we have outlined today. We at GSA stand ready to assist your organization in helping to make pursuing an MAS contract a success, but following this “pathway to success” will help ensure your success. Let me close by recapping your “pathway to success.” To begin follow the process outlined in the step one by answering three important questions to decide whether an MAS contract is a good fit for your organization. If your organization reaches the conclusion that an MAS contract is not a good fit at this time, consider taking an alternative approach by pursuing other opportunities to participate in the Federal marketplace through: open market opportunities, subcontracting, and socioeconomic opportunities. Pursuing this strategy may give your organization the tools, expertise, and contacts needed to take the next step of pursuing an MAS contract and achieving MAS contract success. Your organization should periodically reevaluate whether or to make an MAS offer and decide when is the best moment for your organization to take this next step. If your organization has gone back to answer those three critical questions and arrived at the following conclusions: yes, there is a demand in the Federal marketplace from our products and services; yes, we are able to be compete with existing MAS contractors for orders under the program; and we are willing to devote the resources, develop the expertise, and engage in business planning for MAS contract success, then your organization is ready to take the next steps toward to pursuing MAS contract success. Begin these next steps by taking the free MAS training and reading all MAS program literature made available by GSA; locate, read, and understand the MAS solicitation that is most appropriate for your business line; and develop an MAS contract specific business plan to ensure your success. Once your organization has taken these critical steps in preparing itself for MAS contract success, prepare and submit your offer to GSA and hopefully receive that MAS contract award. In the end, the decision is yours as to whether your organization wants to follow this “pathway to success” that we have outlined today. We at GSA stand ready to assist your organization in helping to make pursuing an MAS contract a success, but following this “pathway to success” will help ensure your success.

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