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Multiple Award Schedule (MAS) Offer Presentation “Pathway To Success”

Multiple Award Schedule (MAS) Offer Presentation “Pathway To Success”. Brenda Pollock Program Analyst GSA/FAS/QVOC. May 2010. 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.

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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” Brenda PollockProgram AnalystGSA/FAS/QVOC May 2010

  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. Section I • Multiple Award Schedules (MAS) Program Overview • GSA’s MAS Program • Opportunities • Rewards

  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)

  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

  6. TOTAL SALES OF ALL SCHEDULES October 1, 2008 – September 30, 2009 TOTAL NATIONAL SALES: 38,024,820,147

  7. SOCIOECONOMIC BREAKDOWN OF FAS MULTIPLE AWARD SCHEDULES Of the 14,920 Small Businesses, 7,656 belong to at least one socioeconomic category, 7,264 are “just small”. The following numbers belong to corresponding socioeconomic Sub-categories. Note: All numbers are for active, FAS Multiple Award Schedule contracts as of Jan 27, 2010. Some contractors fall into multiple socioeconomic sub-categories, therefore subtotals will not add up to 7,656

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

  9. Section II Is an MAS Contract A Good Fit?

  10. 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

  11. Federal Business Opportunities

  12. Federal Procurement Data SystemNext Generation

  13. 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

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

  15. 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

  16. Competition • GSA Schedules eLibrary www.gsaelibrary.gsa.gov • GSA Advantage!® www.gsaadvantage.gov • GSA Schedule Sales Query ssq.gsa.gov

  17. Schedules eLibrary

  18. Schedule 70 (Example)

  19. GSA Advantage!®

  20. GSA Advantage!®(Example)

  21. Schedule Sales Query

  22. Schedule Sales Query (Example)

  23. Schedule Sales Query (Example)

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

  25. Section III • Not A Good Fit At This Time • Actively Pursuing Opportunities • Re-evaluate When To Make An Offer

  26. Open Market Opportunities

  27. Subcontracting Opportunities

  28. Finding Subcontracting Opportunities

  29. 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

  30. 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

  31. Section IV • Making An Offer • Taking Steps Toward Having A Successful MAS Contract

  32. 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)

  33. GSA MAS Training

  34. Locate, Read, And Understand The MAS Solicitation

  35. Clauses Incorporated By Reference • Federal Acquisition Regulation (FAR) - 52 • General Services Acquisition Manual (GSAM) - 552

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

  37. Creating A Business Development Plan • Identifying Your Target Market • Distributing Your MAS Pricelist • Maximizing Your Presence On GSA Advantage!® • Seizing Opportunities In eBuy • Expanding Opportunities Through Teaming • Participating In GSA’s Marketing Partnership • Maximizing Advertising Opportunities

  38. Identify Your Target Market

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

  40. Distributing Your MAS Pricelist • Here Are A Few Options For Distributing a 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

  41. Maximizing Presence On GSA Advantage!®

  42. Seizing Opportunities In eBuy

  43. 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

  44. GSA’s Marketing Partnership

  45. GSA’s Marketing Partnership Con’t

  46. Government Advertising Opportunities • Consider Advertising Opportunities • Government Targeted Publications May Help Maximize Opportunities

  47. 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

  48. 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

  49. 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

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

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