How to Get on GSA Multiple Award Schedule

1. ALLIANCE Baltimore 2007 Small Business Procurement Fair November 16, 2007 How to Get on GSA Multiple Award Schedule

2. GSA’s Mission We help Federal agencies better serve the public by offering, at best value, superior workplaces, expert solutions, acquisition services and management services Public Buildings Service *Federal Acquisition Service *Merger of Federal Technology Service and Federal Supply Service

3. Small Business Utilization Center’s Mission The Small Business Utilization Center (SBUC) continually engages in strategies and partnerships with PBS and FAS to create and identify procurement opportunities for small businesses seeking to do business in Federal government. National Capital Region Small Business Utilization Center (SBUC)301 7th Street, SWRoom 1050Washington, DC 20407(202) 708-5804 www.gsa.gov/ncrsmallbusiness GSA Outreach Activities –www.gsa.gov/events

4. Ft. Worth, TX Denver, CO San Francisco, CA Los Angeles, CA Auburn, WA Washington, DC GSA’s Regional Small Business Utilization Centers Boston, MA New York, NY Philadelphia, PA Atlanta, GA Chicago, IL Kansas City, MO Visit www.gsa.gov/smallbusinessfor contact information for each SBUC.

5. Public Buildings Service • Janitorial Services and equipment • Landscape Services • Schedule 03 FAC Facilities Management and Maintenance Services • Professional Engineering Services • Construction Services are not offered through Schedules

6. Federal Acquisition Service • Telecommunications Services and Equipment Information Technology Solutions Industry Partner Appointments (202) 401-9400 • Home of the GSA Schedules Program • Over $26 Billion in sales for FY 07 • Motor Vehicles (cars, trucks, buses, ambulances, etc.) • Furniture (office and household) • Hand Tools and Appliances • Office Furnishings and much more!

7. Federal Acquisition Service • FSS Acquisition Centers receive offers and awards all Multiple Award Schedule contracts • Provider of over four million commercial products and services • Over 9,000 qualified Schedule contractors available for Federal agencies to choose from • Over 3.2 million products available for purchase through GSA Advantage! Online ordering system

8. GSA Schedules • “License to hunt” for opportunities in the federal government • Synonymous with a “GSA number” or “getting on GSA list” • Over 80% of Schedule contract holders are small business owners • 8% are woman-owned businesses • 5% are minority-owned businesses

9. GSA Schedule Contracts Schedules contracts are: • Five year contracts, with one five-yearoption for approved vendors to provide products/services to any Federal agency. • Evergreen contracts are five year contracts, with three five-year options for a twenty year performance period. • Referenced as the “preferred source of supply”by DOD and most civilian agencies

10. Why should I get on Schedule? • To increase marketing appeal to Federal agencies • Streamline procurement process and begin working faster • Help level competition between large, medium and small businesses • Help Federal agencies meet annual Small Business goals

11. Office and Scientific Equipment CenterArlington, VA Information Technology Acquisition Center Arlington, VA Services Acquisition Center Arlington, VA The Hardware SuperStoreKansas City, MO General Products CenterFort Worth, TX Management Services CenterAuburn, WA National Furniture CenterArlington, VA Office Supplies and Administrative Services CenterNew York, NY Office of Vehicle Acquisitionand Leasing ServicesArlington, VA GSA Acquisition Centers

12. Download the appropriate solicitation • All Scheduled solicitations can be downloaded from www.gsaelibrary.gsa.gov • Search by keywords, Contract Number, Contractor/Manufacturer name, Schedule # or SIN • Select the Schedule number from the far left • Select view solicitation from Fedbizopps link • Be sure to download ALL files and attachments • For assistance in preparing your Schedules offer, download the Multiple Award Schedules Program Owner’s Manual at www.fss.gsa.gov

13. Schedules E-Library www.gsaelibrary.gsa.gov Download by Schedule Number Search by Keyword (i.e. Security Guards

14. Identify Special Item Number(s) Which SIN does your products/services fall under?

15. View solicitation on Fedbizopps.com link Click Here to view Synopsis and Solicitation

16. Download solicitation and all attachments You will receive any refreshes/updates to the solicitation by registering here. Click above to download files

17. Click on Solicitation Link

18. Download ALL Files

19. Solicitation Attachmentsinclude: • Open Ratings Past Performance Evaluation Report • Commercial Sales Practice Format • Small Business Subcontracting Plan (large business only) • Price Proposal Format

20. Past Performance Evaluation • Complete the Open Ratings, Inc. (formerly Dun & Bradstreet) past performance evaluation forms • $125.00 fee – valid for one year • Maximum of 20 work experiences requested (minimum of 6) • includes work performed for both commercial and governmentcustomers

21. GSA Schedules Offer Checklist • GSA Standard Form 1449 (cover sheet) • Administrative Proposal • Technical Proposal • Price Proposal • Open Ratings Past Performance evaluation • Commercial Sales Practice Format • Representations and certifications • Original and one copy of each proposal

22. Administrative Proposal • GSA SF 1449 with designated blocks completed • Submit a hard copy original with the signatures and one copy for each proposal(Electronic transmissions are accepted by some Acquisition Centers) • All “fill-in” information completed

23. Administrative Proposal • Select all Special Item Numbers (SINS) being offered in proposal • Two copies of your dated commercial pricelist (printed, computer generatedand copies of internal pricelists) • Representations and certifications completed (this is where you identify if your business is small, 8(a), disadvantaged,woman-owned, etc.)

24. Technical Proposal(For Services) • Understanding of Requirements • Description of the services offered per SIN • Professional Staff • Resumes of professional staff to be assigned work resulting from the contract. • Education credentials and demonstrated successful experience required • Corporate Experience • Descriptions of work performed within the past two years • Customer agency or firm name, name of person whom work was performed, and telephone number for verification, if necessary • Submit an original and one copy

25. Price Proposal • Two copies of company’s commercial pricelist/catalog indicating what products/services are offered • Cost information should show how offeror arrived at proposed prices • Include Industrial Funding Fee (IFF) of .75% in price proposal • Prices submitted should be most favored commercial customer prices • Government Price, Commercial Price, Government Discount

26. IFF Report of Sales • Include IFF in price proposal breakdown • IFF payment must include a completed Form 72-A • Contractors must submit payment to GSA quarterly • .75% of sales received through the Schedules contract only

27. Past Performance Evaluation • Complete the Open Ratings, Inc. (formerly Dun & Bradstreet) past performance evaluation forms • $125.00 fee – valid for one year • Maximum of 20 work experiences requested (minimum of 6) • includes work performed for both commercial and governmentcustomers

28. Cost of Holding a Schedule Contract • Preparing and submitting an offer • Managing the contract • Producing and distributing a schedule price list, and…updating with each modification • Producing GSA Advantage files, and…updating with each modification • Tracking “Most Favored Customer” discounts • Industrial Funding Fee (IFF) Tracking and Reporting • Ensuring TAA Compliance • The Trade Agreements Act (19 U.S.C. 2501, et seq.) is the enabling statute that implements numerous multilateral and bilateral international trade agreements and other trade initiatives. Since the estimated dollar value of each Schedule exceeds the established Trade Agreements Act (TAA) threshold, the TAA is applicable to all Schedules. In accordance with the TAA, only U.S.-made or designated country end products shall be offered and sold under Schedule contracts

29. Cost of Holding a Schedule Contract • Ensure Scope Compliance • Accepting Credit Card Payments • Marketing, marketing, marketing • Compliance with various labor laws • Development of business strategies and planning • Understanding that the Government is different and it can take years to penetrate the market • Time… • Participating in E-Buy

30. Your Schedules proposal is complete and ready to be mailed to the appropriate Acquisition Center!!!

31. E-Buy • an electronic Request for Quote (RFQ) system designed to allow Federal buyers to prepare RFQs, directly on-line, for a wide range of services and products offered through GSA's Multiple Award Schedule (MAS) program. • e-Buy allows RFQs and quotes to be exchanged electronically between Federal buyers and Schedule contractors. for their operations

32. TOTAL Vendor Sales for FY 2006 Over $235,440 Million Over 840K items available for customer agencies to review Over 525K order placed during FY 2006 GSA Advantage

33. Know the Difference Government Purchase Cards • May be either VISA or MasterCard • VISA cards will begin with either 4486 or 4716 • MasterCard cards will begin with 5568 • Will have the name of the person making the purchase • Order limit may vary with Authority • Prompt Payment DiscountsDo Not Apply

34. Government Purchase Card • Preferred way to pay • No need for purchase orders • Fast direct pay • Must be accepted for orders $3,000 and under (new Micro-purchase threshold) • Consider orders over the minimum $2500 • If you already accept VISA or MasterCard, you’re set! • If not, you need to set up a merchant account • Contact your bank or other financial institutions for more information on setting up a merchant account

35. Mandatory Registration • Central Contractor Registration (CCR) • All firms are required to register before contract/task order can be awarded • An online database of more than 195,000 small, disadvantaged, HUB, Vet, D-Vet, 8(a) and women-owned businesses • www.ccr.gov

36. Offering Of NewService/Product(s) • All solicitations include Introduction of New Service/Products (INSP) clause L-FSS-400 • New service, function, task or attribute that may improve Federal agencies in accomplishing their mission • Contracting Officer (CO) will review and evaluate INSP offer • CO determines if offer is accepted

37. WHEN SELLING TO FEDERAL AGENCIES, KEEP IN MIND: • Research – Know Who Your Target Is • Select 3-5 agencies to focus marketing efforts on • Outreach – Visit & Build Lasting Relationships

38. Where To Find Federal Procurement Opportunities • Market Research www.firstgov.gov • GSA Forecast of Contracting Opportunities www.gsa.gov/smbsforecast • FedBizOpps (FBO) www.fedbizopps.gov

39. Utilize All Marketing Tools • www.gsa.gov/logo • Use images on GSA Advantage! ® • Attend large conferences like the GSA EXPO • www.expo.gsa.gov • www.gsa.gov/events • Attend outreach sessions designed special for small business • Come prepared to ask questions and get contact information • Registerat FedBizOpps

40. Schedule Sales Query (SSQ) • SSQ provides the sales reported by MAS contractors for specific report quarters during the current and past five fiscal years • The report generator allows you to quickly select a preformatted report for the information you need (by Schedule number, contract number, etc.) • Use SSQ to research your competitors’ sales for products and/or services that you offer as well • Go to http://ssq.gsa.gov

41. Modifications to Your Schedules Contract • Economic Price Adjustment • Price Increases • Most common EPA clause GSAM 552.216-70 • Check the details for your Percentage ceiling • Prices fixed for first 12 months • No more than 3 increases/year • Price Decreases • Determined by the MFC • Ratio must remain the same • Spot Price Reduction • Reductions that do not apply across the board • Used to build relationships • Notify GSA when in use • Will not affect your awarded discount, terms and conditions

42. Other Modifications • Adding and Deleting Items • Adding • New products or services must be awarded • Within Scope, simple modification • Deleting • Remove products or services • Simplify Contract Coverage • Transfer of Assets • Novation Agreement • Legal Name Change • Change-of-Name Agreement See “Contract Modification” www.acquisition.gov

43. FEDERAL PROCUREMENT DATA SYSTEM – Next Generation www.fpds-ng.com

44. MAGAZINES/ TRADE ASSOCIATIONS • Industry Councils/ Associations • Coalition for Government Procurement • Federal Times • Federal Computer Week • Government Executive • PHMA (Professional Housing Management Association) • GSA Industry Councils

45. Questions?