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Brenda Pollock Socio Economic Program Division

Multiple Award Schedule (MAS) Offer Presentation “Pathway To Success” . Brenda Pollock Socio Economic Program Division. NeoCon October 28, 2009. Building Your “ Pathway To Success ”. Is an MAS Contract A Good Fit?. Three Questions To Answer. Not A Good Fit At This Time.

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Brenda Pollock Socio Economic Program Division

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  1. Multiple Award Schedule (MAS) Offer Presentation“Pathway To Success”. Brenda PollockSocio Economic Program Division NeoCon October 28, 2009

  2. Building Your “Pathway To Success” Is an MAS Contract A Good Fit? Three Questions To Answer Not A Good Fit At This Time Making An Offer Pursue Other Opportunities MAS Training Reevaluate When To Make An Offer Read, Locate, Understand The MAS Solicitation Develop an MAS Contract Specific Business Plan Prepare And Submit An Offer MAS Contract Award

  3. TOTAL SALES OF ALL SCHEDULES OCTOBER 1, 2008 - APRIL 30, 2009 TOTAL NATIONAL SALES: 28,412,611,634 Note: These sales are reported quarterly.

  4. SOCIOECONOMIC BREAKDOWN OF FAS MULTIPLE AWARD SCHEDULES Of the 14,330 Small Businesses, 7,096 belong to at least one socioeconomic category, 7,234 are “just small”. The following numbers belong to corresponding socioeconomic Sub-categories.

  5. MAS CONTRACTS WITH LESS THAN $25,000 • Of the 17,964 MAS contracts 5,140 have reported less than $25,000 in sales on those contracts in the most recent 4 quarters. 3,518 with $0 sales 1,622 with between $46 and $24,995 5,140 total with less than $25,000 • Some of these contractors may have actually had sales, but are delinquent in reporting or have under reported sales. • Some of these contracts are in the process of being cancelled.

  6. MAS Contract Rewards • Dependable And Reliable Business • Innovative • Fast Growing Commercial Acquisition Program • Government-Wide Contract

  7. Is an MAS Contract A Good Fit?

  8. Federal Procurement Data SystemNext Generation

  9. Federal Business Opportunities

  10. 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 Opportunities • Dept. Of Health And Human Services www.hhs.gov • Dept. Of Agriculture www.usda.gov • Dept. Of Justice www.usdoj.gov • Dept. Of the Interior www.interior.gov • Dept. Of Education www.ed.gov

  11. More Opportunities • “Government Executive Magazine” • “Federal Computer Week” • “Government Computer News” • “Washington Technology” • “Federal Times”

  12. 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

  13. Competition • GSA Schedules e-Library www.gsaelibrary.gsa.gov • GSA Advantage! www.gsaadvantage.gov • GSA Schedule Sales Query ssq.gsa.gov

  14. Schedules e-Library

  15. Schedule 70 (Example)

  16. Schedule Sales Query

  17. Preparation • Devote Resources • Develop Expertise • Prepare an MAS Contract Specific Business Plan

  18. Open Market Opportunities

  19. Subcontracting Opportunities

  20. Finding Subcontracting Opportunities

  21. 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 • GSA Headquarters And Regional Small Business Centers www.gsa.gov/sbu

  22. 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

  23. 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

  24. 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

  25. 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

  26. 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

  27. Scope Compliance • MAS Contractors Must Comply With The Scope Of Their Contract • Areas To Consider: • Education • Contractor Teaming Arrangements • Open Market Procedures • Management Controls

  28. 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

  29. 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

  30. Administrative Compliance • Keeping The MAS Contract Current • Records Retention • Payment

  31. MAS Proposal Process • Electronic Vs. Paper Offer • Completing an MAS Solicitation • MAS Proposal Evaluation Process

  32. 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

  33. Getting Started With eOffer

  34. How Does GSA Evaluate an MAS Offer? • Completeness • Scope • Responsibility • Subcontracting • Proposed MAS Pricing And Price-Related Terms and Conditions

  35. Demonstrating Responsibility • Procuring Contracting Officers (PCO) Must Make An Affirmative Responsibility Determination • Three Broad Categories Of Responsibility

  36. 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

  37. 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

  38. 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

  39. MAS Express Program • Pathway to Success – assist vendor with: • Making an informed business decision • Submitting a quality offer • Managing expectations • Piloted October 2006 • Web-based available December 2006 • SPEED Desk – assist GSA with: • Conducting initial offer review • Implementing standardized and simplified process • Reducing evaluation efforts and negotiation times • Rolled-out January 2007 • Eligibility Criteria – Core requirements for Toll Lane • Has been in business for at least two years • Has a minimum of $100,000 in sales during the last two years • Determined financially solvent via financial ratio analysis • Has either positive or neutral past performance • www.gsa.gov/masexpress or email mas.express@gsa.gov

  40. 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)

  41. Planning For Success • “Failing To Plan Is Planning To Fail” • The Plan Should At Least Cover Two Major Areas: • Business Development • Contract Compliance

  42. 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

  43. Capturing Your Target Market • As Part Of Your Business Development Strategy Consider: • Developing A Business Opportunities Database • Building Relationships With Potential Customers

  44. Questions Brenda PollockSocio Economic Program Division pathwaytosuccess@gsa.gov

  45. Web Addresses • Forecast of GSA Opportunities www.gsa.gov/sbu • Center for Acquisition Excellence Training https://cae.gsa.gov • Pathway to Success Training http://vsc.gsa.gov • Federal Procurement Data System (FPDS) www.fpds.gov • Federal Business Opportunities (FBO) www.fbo.gov • GSA Schedules e-Library www.gsaelibrary.gsa.gov • GSA Advantage! www.gsaadvantage.gov • GSA Schedule Sales Query ssq.gsa.gov • GSA eOffer www.gsa.gov/eoffer • MAS Express Program www.gsa.gov/masexpress • Small Business Administration (SBA) http://sba.gov

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