Breakout Session # 907 Patricia Downing Thomas Corcoran GSA Account Manager Business Dev. Specialist Aronson & Co

1. Tapping into the State and Local Government Markets through the Cooperative Purchasing and 1122 Programs Breakout Session # 907 Patricia Downing Thomas Corcoran GSA Account Manager Business Dev. Specialist Aronson & Company GSA IT Acquisition Center Date Tuesday, April 26, 2005 Time 4:30 – 5:30 NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

2. Today topics Advantages of Cooperative Purchasing Answers to Frequently Asked Questions Concerning GSA Cooperative Program 1122 Drug Interdiction Program Polling Questions (if time permits) NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

3. Cooperative Purchasing • What is it? • How do federal contractors participate? • Who utilizes this mechanism? NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

4. Cooperative Purchasing Legislation e-Gov Act of 2002 Section 211 authorized GSA sales of Schedule 70 IT products and services to State & Local Governments through introduction of Cooperative Purchasing. Cooperative Purchasing allows selection from only ONE GSA Schedule – Schedule 70 (Information Technology Products and Services only. NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

5. What is a Schedule? • Streamlined acquisition program • Mirrors commercial marketplace • Continuous opportunity for competitive prices • Prices already determined fair & reasonable • Commercial Catalog – approved contractors NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

6. ELIGIBILITY • All 50 States • 3,139 Counties • 19,365 Cities • 30,000 + Minor Subdivisions • 3,200 Public Housing Authorities • 14,178 School Districts • 1,625 Public Colleges & Universities • 550 Indian Tribal Governments NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

7. State & Local Use of Schedule 70 • Voluntary • No obligation by state and/or local governments to use the schedule. • Contractors decide whether to accept orders from state and local governments. • Over 1100 contractors have signed up to participate in Cooperative Purchasing NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

8. Schedule 70 Sales Trend About 15% growth per year 8.95 Over 4,600 IT Contracts 4.0 NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

9. CONTRACT REQUIREMENT EXCEPTIONS • Prompt payment • Disputes • Patent indemnity clause • Commercial Item contract terms & conditions NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

10. ORDERING PROCEDURES • State and Local governments are encouraged to use FAR 8.4, Federal Supply Schedules • Task Order = New Contract • Incorporate by reference GSA Schedule terms and conditions • Additional requirements are permitted, but must NOT conflict with GSA Schedule terms and conditions NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

11. GSA’s Snapshot of Information Technology • Over 1 million IT products • Complete lines of IT services & technical solutions • Many vendor catalogs • Popular items include: • Desktop Computers • Laptops • Printers • Fax Machines • PDAs/Blackberry Devices NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

12. Special Item Numbers SIN Number Description 132 12 Maintenance of Equip./Repair 132 3 Leasing of Product 132 32 Term Software Licenses 132 33 Perpetual Software Licenses 132 34 Maintenance of Software 132 4 Daily/Short Term Rental 132 50 Training Courses 132 51 IT Professional Services 132 52 E-Commerce Services 132 53 Wireless Services 132 8 Purchase of Equipment NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

13. Why Use GSA? • Fair & Reasonable Prices • Greater Discounts for Large Buys • Low Administrative Costs • Huge Selection • GSA has Taken Care of the Basics • Makes Buying Easy for Customers NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

14. Benefits of Cooperative Purchasing State/Local Governments: • Monetary Savings • Streamlined Process • Leveraged Pricing • Commercial Items Schedule Contractors: • Increased Sales Volume • Increased Participation of Small Business Concerns NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

15. STATE/LOCAL PREFERENCE PROGRAMS State and local preference programs are not waived or otherwise affected by Cooperative Purchasing NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

16. INDUSTRIAL FUNDING FEE (IFF) The price of supplies and services available to State/Local entities includes the IFF to cover the administrative costs incurred to operate the GSA Schedules Program NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

17. Arizona Connecticut District of Columbia Florida Georgia Idaho Indiana Iowa Kansas Kentucky Massachusetts Montana Nebraska New York North Carolina North Dakota Ohio Oklahoma Oregon Rhode Island South Dakota Tennessee Vermont Washington Authority to Use Federal Contracts* *Source National Association of State Procurement Officials NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

18. What is Best Value? What is “Best Value”? • Price • Technical Solution • Corporate Experience • Past Performance • Delivery Date • Warranty • Etc. NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

19. Source: The URSA Weekly 3/7/05 NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

20. Top 25 IT Vendors as of 3/7/05 Source: The URSA Weekly NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

21. Source: The URSA Weekly 3/7/05 NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

22. Top 25 Cooperative Purchasing Vendors as of 3/7/05 Source: The URSA Weekly NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

23. Key Selling Points for Potential State & Local Buyers • Best Customer Discounts through Most Favored Customer Pricing • Shortened Procurement Times • GSA prices are ceilings-additional discounts may be available! NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

24. More Key Selling Points: • No maximum order limitation • Order directly through GSAAdvantage! • BPA’s can be established for recurring purchases and additional discounts NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

25. The Best Key Selling Points: • Total Solutions • Latest Technologies NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

26. 1122 Drug Interdiction Program • 1122 Program permits states/local governments access to a limited number of GSA schedules. • Must be used for counter drug activities. • Must be coordinated through SPOCs. • For listing of schedules and listing of each SPOC go to GSA Web site at www.gsa.gov and type in 1122 in search area. NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

27. 1122 Program • How do federal contractors participate? • Must hold at least one of the 10 GSA FSS Schedules • Must have at least one of the approved Special Item Numbers on the schedule NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

28. List of Approved Schedules NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

29. Currently Approved 1122 GSA Schedules • 19 IMarine Craft and Equipment, Inboard and Outboard Engines, Towable Bladders and Floating Barriers and Buoys  (Boats, Rafts, Anything Marine Related • 23 VVehicular Multiple Award Schedule (Equipment for Vehicles, Trailers and Platform Trailers, Trucks, Construction Equipment)  • 58 IProfessional Communications Equipment (Video & Audio Equipment, Radio and Related) • 58 V AADP/Telecommunications Media Supplies  (Videotapes, Audiotapes, tape cartridges, diskettes) • 61 VPower Distribution Equipment, Generators and Batteries (Portable Generators, Batteries, Power Distribution Units) • 67 II & IIIPhotographic Equipment, Supplies and Services, Video Services   (Cameras and Systems, Laboratory Equipment, film of all available types, Mounts) • 69Training Aids and Devices, Instructor-Led Training, Development for Course Materials • 70General Purpose Commercial Information Technology Equipment, Software and Services (Telephone equipment, audio and video teleconferencing equipment, communications security equipment, facsimile equipment, broadcast band radio, two-way radio, microwave radio equipment, satellite communications equipment, radio transmitters/receivers desktop computers, professional workstations, servers, laptop/portable/notebook computers, large scale computers, optical/imaging systems) • 78 I CPark and Outdoor Recreation Equipment (Athletic Clothing and Recreational Equipment) • 84 VI ALaw Enforcement and Security Equipment (Handcuff cases, Gun and flashlight holsters, Helmets, Canine Handling Equipment) . NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

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31. 1122 Program • How is this mechanism utilized? • State Point of Contact (SPOC) designated • State Law Enforcement Agencies notified • SPOC provides training • SPOC receives orders • SPOC places orders directly with schedule contractor NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

32. Resources • GSA website: www.gsa.gov • GSA website: www.gsa.gov/cooperativepurchasing • GSA Publication: “Your Guide to Cooperative Purchasing for Information Technology” • DLA: http://www.dla.mil/j-3/leso/SECTION1122/1122factsheet.htm Patricia Downing Thomas Corcoran Aronson & Company GSA IT Acquisition Ctr (301) 222-8227 (703) 605-2764 NCMA World Congress 2005 “Prime Time: Contract Management at the Core of the Enterprise”

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