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How to Prepare a Quality Automotive MAS eOffer

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1 How to Prepare a Quality Automotive MAS eOffer
November 30, 2011 WELCOME TO GSA. I am Charlene Cardenas a Contract Specialist in the Automotive Acquisition Support Division. I am joined today by Craig Yokum, who works with me as a Contracting Officer. We are here today to talk to you about, “How to Prepare a Quality Automotive Multiple Award Schedule eOffer.” Craig Yokum Charlene Cardenas

2 GSA Office of Motor Vehicle Management
GSA Schedule 23V GSA Schedule 751 IT’S A BIG WORLD OUT THERE WITH LOTS OF COMPETITION (TRAFFIC) FOR AUTOMOTIVE PRODUCTS AND SERVICES. LET US SPEND A LITTLE TIME TO CLEAR UP THIS CONGESTION TO SPEED YOU ON YOUR WAY TO DOING BUSINESS WITH GSA! We have two multiple award schedule programs under the Motor Vehicle section of the Travel, Motor Vehicle and Card Services (TMVCS) portfolio. They are Schedule 23V, the Automotive Superstore, and Schedule 751, which is for vehicle leasing.

3 Today’s Agenda HERE IS TODAY’S AGENDA.

4 Today’s Agenda Overview of the Multiple Award Schedules (MAS) Program
Today, we will provide an overview of the Multiple Award Schedules Programs – one of GSA’s predominant contracting methods

5 Today’s Agenda Overview of the Multiple Award Schedules (MAS) Program
Automotive MAS GSA Schedule 23V, FFAH-C B GSA Schedule 751, FFAP-W B We will then narrow that focus down to the Automotive realm, specifically two schedules.

6 Today’s Agenda Overview of the Multiple Award Schedules (MAS) Program
Automotive MAS GSA Schedule 23V, FFAH-C B GSA Schedule 751, FFAP-W B Proposal – Three Sections Section I - Administrative / Contract Data Section II - Technical Proposal Section III - Pricing Proposal We will then talk about the components of the proposal that comprise a Contractor’s offer to the Government: Administrative, Technical, and Pricing.

7 Today’s Agenda Overview of the Multiple Award Schedules (MAS) Program
Automotive MAS GSA Schedule 23V, FFAH-C B GSA Schedule 751, FFAP-W B Proposal – Three Sections Section I - Administrative / Contract Data Section II - Technical Proposal Section III - Pricing Proposal Proposal Submission and Award We will address proposal submissions and awards.

8 Today’s Agenda Overview of the Multiple Award Schedules (MAS) Program
Automotive MAS GSA Schedule 23V, FFAH-C B GSA Schedule 751, FFAP-W B Proposal – Three Sections Section I - Administrative / Contract Data Section II - Technical Proposal Section III - Pricing Proposal Proposal Submission and Award Questions and Answers Finally, we will open up for a few brief Questions & Answers.

9 WHAT? WHO? WHERE? HOW? MAS SCHEDULES WHY? WHEN?
MULTIPLE AWARD SCHEDULES - Let’s answer some questions.

10 What Is A Schedule? A Multiple Award Schedule (MAS) is a listing of vendors contracting with GSA to supply commercial products and/or services at varying prices to authorized users. Websites: A multiple Award Schedule (MAS) is a listing of vendors contracting with GSA to supply commercial products and/or services at varying prices to authorized users.

11 Why Submit An eOffer? Potential Business Opportunities
$1.374B Federal Government Contracts were let across Federal Government for automotive products and services on Schedule 23V to date $69.7M for leasing services on Schedule 751 – to date Streamline acquisition solution Socio-economic benefit for orders Why Submit an eOffer? Benefits of submitting an eOffer Potential Business Opportunities Provides an opening into the government market Offers the quickest and most  inexpensive entry into the public sector Accelerates the speed for the government to purchase from industry partners, saves time during the acquisition process Builds name and brand recognition by providing a favored vendor status  1.374B Federal Government Contracts were let across Federal Government for automotive products and services on schedule 23V to date. 69.7M for leasing services on Schedule 751 – to date Streamline acquisition solution again it accelerates the speed for the government to purchase from industry partners, and saves time during the acquisition process Socio-economic benefit for orders.

12 Who Can Order From the Schedule?
All Federal Government Agencies The District of Columbia Government Mixed-Ownership Government Corporations (FDIC, Federal Home Loan Banks, etc.) Authorized Users in accordance with 48 CFR 51.1 State & Local Governments – Disaster Recovery See and GSA Website RELATED GSA TOPICS on right - Eligibility to Use GSA Source So who can Order from the Schedule All Federal Government Agencies The District of Columbia Government Mixed-Ownership Government Corporations (FDIC, Federal Home Loan Banks, etc.) Authorized Users in accordance with 48 CFR 51.1 State & Local Governments – Disaster Recovery If you take a look at the gsa.gov you will find a link that list the Eligibility to USE a GSA Source.

13 WHERE TO FIND AUTOMOTIVE SOLICITATIONS?
Access FEDERAL BUSINESS FedBizOpps (FBO): or Search by Solicitation Number: FFAH-C B (Schedule 23V) FFAP-W B (Schedule 751) So where can you find the Solicitation to submit an eOffer.

14 When to Submit an eOffer?
Any Time Open Continuously - Offers can be submitted at any time. This is a Indefinite Delivery, Indefinite Quantity (IDIQ) – Firm Fixed Price, Multiple Award Schedule. IDIQ – No guarantee of sales on contract An eOffer can be submitted anytime it is open 24/7. It is important to realize that this is an Indefinite Delivery, Indefinite Quantity (IDIQ) – meaning there are no guarantees on when the item will be required and how many will be needed. Prices are firm Fixed Price and there are no guarantee of sales on contract.

15 This is what you will see when you select the solicitation number FFAH-C B and search. This explains the Automotive Superstore Solicitation and provides a list of documents on the righthand side of the page.

16 This is a close up view of those documents, starting with the Read Me First document, continuing with the Solicitation, and other documents to read and some to complete. There is even a checklist for you to complete indicating what documents to submit with your proposal.

17 This slide shows the solicitation for Schedule 751 in FedBizOpps.

18 General Contract Information
CONTRACTS: Commercial Products and Services Firm Fixed Price, IDIQ Structured Evergreen - A five-year base period plus 3 five-year optional periods. Option extensions - unilateral right of Government Economic Price Adjustment provisions Customers use “Best Value” factors when placing orders/creating BPAs—not necessarily limited to lowest price Now we are going to discuss some General Contract Information that you need to be familiar with: GSA Schedule offer Commercial Products and Services. The contracts are Firm Fixed Price meaning that the price is firm for a fixed period of time. The Evergreen program was developed to recognize efforts in recycling, affirmative procurement and waste reduction. The Evergreen program is a five year base period plus 3 five year optional periods. Contracts have Economic Price Adjustments provisions which Craig will discuss a little later. So what is meant by Best Value – Best Value occurs when factors other than lowest price was considered. A BPA is known as a Blanket Purchase Agreement. A BPA allows ordering activities to evaluate different contractors on Schedule for a particular supply or service, then establish an ongoing agreement for repetitive orders from the selected contractor.

19 Special Item Numbers (SINs) Under Schedule 23V
Ancillary Supplies Ancillary Services General Automotive Maintenance and Repair Services Automotive Body and Repair Services Automotive Towing Services Construction Equipment and Attachments Snow Maintenance Equipment (Vehicle Mounting) Snow Maintenance and Cleaning Equipment and Attachments - SMALL Now we are going to take a look at some of the products and services that the Automotive Superstore buys. Each category is broken up into a Special Item Number (SIN). Note (Sis) and at Total Small Business Set Asides (Only Small Business that manufacture or obtain from Small Businesses can offer these SINs in their proposals).

20 SINs Under Schedule 23V Forestry, Mulching, Brush Cutting, and Land Clearing - SMALL Street Repair Equipment and Attachments Leased Equipment and Accessories New Technologies Fire Fighting Apparatus and Attachments Leased Fire Fighting Vehicles and Accessories Law Enforcement Vehicles and Attachments Again this slide shows the different products and services offered under the Automotive Superstore.

21 SINs Under Schedule 23V 190 04 --- Emergency Communications Vehicles
Special Vocation Vehicles and Attachments Aircraft Ground Support Vehicles and Equipment Upfitting of Government-owned Emergency Response Vehicles to Waste Disposal Vehicles and Attachments Fuel and Petroleum Tank Trucks and Accessories More SINs that the Automotive Superstore offers

22 SINs Under Schedule 23V 968 01 --- Water Tank Trucks and Accessories
Trailers and Attachments 023 LSV --- Low Speed Vehicles, Gas or Electric - FMVSS 500 Requirements apply Leased Heavy Duty Vehicles and Accessories 096 1N --- Passenger Tires (New) 096 2N --- Light Truck Tires (New) 096 2R --- Light Truck Tires (Retread) 096 3N --- Medium Truck-Bus Tires (New) 096 3R --- Medium Truck - Bus Tires (Retread) NOTE that for SIN 023 LSV, there is a document in FedBizOpps “FMVSS 500 Requirements” that applies to this SIN. This document is the Federal Motor Vehicle Safety Standards and Regulations.

23 SINs Under Schedule 23V 096 4N --- Specialty Tires (New)
096 4R --- Specialty Tires (Retread) Miscellaneous Vehicle Accessories Utility & Telecom Construction Equipment and Attachments Vocational Bodies and Attachments Vehicular Cranes and Attachments Spare Components and Equipment for Sedans, Light, Buses Remanufactured Automotive Components

24 Special Item Numbers Under Schedule 751
Lease of Sedans, All Classes Lease of Sport Utility Vehicles Lease of Vans & Light Trucks Ancillary Supplies and/or Services This slide shows the services offered under Schedule 751.

25 HOW Not TO SUMBIT PROPOSALS!
Here’s our company’s offer! PLEASE DO NOT SHOW UP TO SUBMIT AN OFFER THIS WAY!

26 HOW TO PREPARE AN OFFER? READ the Entire Solicitation, including Supplementary Documents & All Amendments. Along with the basic solicitation, the vendor only needs to focus on Amendments and the attachment(s) applicable to proposed product/service offering(s). Make a list of questions and contact GSA at or or Provide complete and accurate responses to information required in the solicitation (i.e. Fill-ins, CSP-1, Checklist, Vendor Response Document, etc.). When you decide to submit an eOffer please make sure that you read the entire solicitation that includes any supplementary documents and all the amendments that apply to the products or services you are offering. Make a list of questions that you may have and contact GSA at the listed website or phone numbers. It is important to provide complete and accurate response to the information required in the solicitation.

27 THE SOLICITATION Three Major Sections of Solicitation:
Administrative /Contract Data Technical Requirements, and Price Requirements {Charlene – asks Craig to present going forward.} The solicitation has three sections for which the offeror needs to respond to: Administrative /Contract Data Technical Requirements, and Price Requirements

28 Section I Administrative/Contract Data
So, let’s talk first about the Administrative/Contract Data requirements.

29 Section I - Administrative / Contract Data
Proposal Checklist Eoffer digitally signed SF1449 VETS 100 Report Financial Information Invoices CSP-1 and Commercial Sales Practices Chart Registration Proof in Central Contractor Registry (CCR) One of the numbered Attachments you saw in a previous slide showing the FedBizOpps display is the PROPOSAL CHECKLIST. This document will help keep you organized as to which documents you need to prepare and submit. Those documents include the SF1449, VETS 100 Report, Financial Information, Invoices, CSP-1 and Commercial Sales Practices Chart, and Registration Proof in Central Contractor Registry (CCR)…

30 Section I – Administrative / Contract Data (Cont’)
Registration Proof in Online Representations & Certifications Application (ORCA) Documentation of compliance with FMVSS 500 or NFPA 1901 (if applicable) Service Contract Act - Wage Determinations Small Business Subcontracting Plan (Large Business Only) Letter(s) of Supply (if applicable) … as well as ORCA, FMVSS500 or NFPA 1901 compliance, wage determinations, Small Business Subcontracting plan, and letter(s) of supply.

31 Small Business or Large Business?
SIN Miscellaneous Vehicle Accessories - NAICS Description Business Size 336321 Vehicular Lighting Equipment Manufacturing 500 employees 336322 Other Motor Vehicle Electrical and Electronic Equipment Manufacturing 750 employees 336399 All Other Motor Vehicle Parts Manufacturing 423120 Motor Vehicle Supplies and New Parts Merchant Wholesalers 100 employees 441310 Automotive Parts and Accessories Stores $14 million $14 million For determination of large or small business size, the solicitation lists the guidelines for determination by SIN and applicable NAICS code. Business size is determined either by the number of employees of the dollar value of annual sales. Here is a sample.

32 Section II Technical Proposal
Let’s turn next to the requirements for the Technical Proposal.

33 Section II - Technical Proposal
Four Technical Factors Factor 1 - Corporate Experience Factor 2 - Relevant Project Experience Factor 3 - Past Performance Factor 4 – Quality Control The Technical Proposal is comprised of 4 rating factors: Corporate Experience, Relevant Project Experience, Past Performance, and Quality Control. So let’s take a look at each of these.

34 Factor 1 Corporate Experience (Page limit - 2)
Narrative - Company's Corporate Experience in all services provided under this Schedule to Government or Commercial entity for a minimum of two years. (i) # Years of Corporate Experience (ii) Organization's Size, Experience in the field, and Resources available (iii) History of the Activities developing expertise and capabilities related to this requirement. Corporate Experience basically provides an internal review of your company related to the contract you want to set up with GSA. Within two pages, you document # of years in business; organization’s size, experience, and resources; History of activities developing expertise; …

35 Factor 1 Corporate Experience (Cont’)
(iv) Information demonstrating organizational and accounting controls & manpower presently available/ acquirable for type/kinds of personnel proposed. (v) Describe/identify market service intentions to federal clients. (vi) Discuss the use of subcontractors. If applicable, a letter of commitment is required to cover the term of the contract. Internal factors within the company like accounting controls and manpower to support this contract; marketing plans should contract be awarded; and subcontractors and/or letters of supply/commitment related to a contract with GSA.

36 Factor 2 Relevant Project Experience (Page limit – 4 per project)
Provide descriptions of two (2) projects, completed within the last two years or ongoing, for each service SIN offered. Demonstrate that the tasks performed are of a similar complexity to the work solicited under each SIN. All examples of completed services must have been found to be acceptable by the client. Factor 2 is Relevant Project Experience – this is more of an external review of your company working with its customers. We want you to document at least two recent/ongoing projects which demonstrate your ability to perform for each Special Item Number you are proposing in your offer. Please note the 4 page limit per project. Work must have been performed satisfactorily to client.

37 Factor 2 Relevant Project Experience (Cont’)
Each project description shall include the following customer reference information: ●Customer/Client Name ●Project Name/Contract # ●Customer Point of Contact for Project ●POC's Tel./ ●Project performance period ●Entire Project $ Value ●Money Earned - work preformed relevant to offering ●Brief Summary (background, purpose, etc.) ●Statement of Work copy for the project Each project shall provide generic specific details: ●Customer/Client Name ●Project Name/Contract # ●Customer Point of Contact for Project ●POC's Tel./ ●Project performance period ●Entire Project $ Value ●Money Earned - work preformed relevant to offering ●Brief Summary (background, purpose, etc.) ●Statement of Work copy for the project

38 Factor 2 Relevant Project Experience (Cont’)
As applicable, each project description shall include a narrative account of : (A) Detailed description of SIN relevant work performed and results achieved (B) Methodology, tools, and/or processes utilized in performing the work (C) Demonstration of compliance with any applicable laws, regulations, Executive Orders, OMB Circulars, professional standards, etc. For each experience, document: RESULTS ACHIEVED METHODOLOGY, TOOLS, PROCESSES to PERFORM THE WORK COMPLIANCE with LAW, REGULATIONS ….

39 Factor 2 Relevant Project Experience (Cont’)
(D) Project schedule (i.e., major milestones, tasks, deliverables), including an explanation of any delays (E) How the work performed is similar in scope and complexity to that described in the Statement of Work (Part I of this solicitation) (F) Demonstration of specific experience and/or special qualifications detailed in the Statement of Work (Part I of this solicitation) PROJECT SCHEDULE – including Milestones and Deliverables; also delays; Relationship of this experience to GSA Schedule supplies/services offered; Finally, note special qualifications as detailed in the solicitation that may enhance your proposal.

40 Factor 2 Relevant Project Experience (Cont’)
Substitution For Relevant Project Experience: If project experience does not exist, the offeror may substitute relevant projects of predecessor companies or key personnel that will be performing major aspects of the work. If the offeror chooses to make such a substitution, the narratives must clearly identify the entity or personnel that performed the services, and include all elements of (b)(2)(v) of this provision. Now, if your company is new, but you worked elsewhere at another company or business performing the same sort of work or sales of similar products, you may substitute this information as relevant project experience. Your narratives need to identify similar requirements and elements as put forth in the solicitation.

41 Factor 3 Past Performance
Obtain Open Ratings Past Performance Evaluation (i) PPEs - valid for one year from date of issuance by ORI. Submission of a PPE older than one year will result in rejection of the proposal. (ii) Offeror shall submit one (1) copy of completed PPE and one (1) copy of the order form (including information on up to 20 customer references) with its proposal. A "customer reference" is a person or company that has purchased services from your firm. Our third rating factor under the Technical Proposal is PAST PERFORMANCE. Critical to this element is obtaining the Open Rating Past Performance Evaluation Report from Dun & Bradstreet. The contact information to obtain this report is provided in the solicitation. You need to submit with this report, the list of up to 20 customer references…

42 Factor 3 Past Performance
(iii) Offeror is advised to use references from projects involving services related to this solicitation and/or those performed under the appropriate NAICS code(s) related to services offered. If these references were not provided to ORI, please explain why. (iv) Offeror shall address any negative feedback contained in the ORI report. Explain what actions your firm has taken to minimize the problems that resulted in negative feedback. These references should be for the same/similar work you are proposing to GSA. Provide an explanation if the references for these for the same work proposed to GSA were not used for the PPE report. Likewise, if any of the reported references have provided Open Rating with negative feedback, please address this and actions taken to correct these problems going forward.

43 Factor 4 Quality Control Not to exceed two (2) pages
(i) Describe the internal review procedures which facilitate high quality standards in the organization. (ii) Identify the individuals who will directly supervise or review projects specifically regarding quality control. (iii) State whether or not subcontractors are used and, if subcontractors are used, describe the quality control measures the offeror uses to ensure acceptable subcontractor performance. The last rating factor of the Technical Proposal is Quality Control. This shall also not exceed 2 pages in length. Key elements: Internal review procedures Key supervisors of individuals handling quality control Likewise, if quality control is performed by a subcontractor – describe your quality control of these subcontractors…

44 Factor 4 Quality Control (Cont’)
(iv) Describe how your firm handles potential problem areas and solutions. (v) Describe the procedures for insuring quality performance while meeting urgent requirements. (vi) Identify the strategies your firm will implement to manage and complete multiple projects for multiple agencies simultaneously. 4. Describe how your firm handles problems and creates solutions. 5. Under urgent time constraints, how your business ensures proper quality control 6. Outline strategies showing your company able to manage multiple projects for different Federal customers simultaneously.

45 Technical Proposal (Cont’)
Acceptable or Unacceptable Ratings All Four Factors Must be Found Acceptable (Go/No Go) SIN’s found Unacceptable will be Rejected Adjective Ratings (Item 11 in FBO) under General Proposal Instructions Based upon these four elements which comprise the technical proposal, you will receive acceptable or unacceptable ratings. You must receive all acceptable ratings for these four elements to advance (a go/no go situation). Generally, you are allowed to provide corrected, enhanced, rebuttal information which can change the unacceptable rating to acceptable, but depending on the magnitude of the issue and the time your offer has already been in house, you may have to resubmit a completely new offer. Likewise for the SINs offered, any that are determined that your company is not properly able/eligible to provide will be rejected. The specific adjectival ratings used in evaluating technical proposals are found in Attachment 11 under the FBO online solicitation.

46 Section III Pricing Proposal
The third section of the Offer to GSA will be your Pricing Proposal. Let’s discuss this a little…

47 Section III – Pricing Proposal
Complete Pricing Proposal Includes the Following Elements: Price Proposal Pricing Support Commercial Sales Practices Format & Supporting Transactional Information Pricing Narrative Pricing Proposal Instructions (Item 08 in FBO) under Proposal Price List Preparation For the Pricing Proposal, you will include the following documents – price proposal, pricing support, commercial sales practices format (and supplemental documentation) and a pricing narrative. Some instructions are provided under the Attachment 8 in the online FBO solicitation for the Automotive Superstore.

48 Price Proposal (Cont’)
Submit pricing based on commercial pricing practices, include price offered to GSA, your commercial rate & discount offered to GSA with use of pricing templates found in statement of work to maximum extent Labor Category Descriptions When proposing labor categories, include complete description, including title of labor category, function performed, qualifications & education required Price Proposal basically provides your commercial pricing and the pricing you are offering to GSA (discounted). If services are to be performed on this contract, you must provide labor category descriptions with qualifications/education requirements with the pricing.

49 Price Proposal (Cont’)
Use price formats (or similar format) included in applicable Statement(s) of Work found in attachments Unit prices Labor hour rates Can use your commercial format If applicable, follow the Service Contract Act Wage Determination requirements Submit copy of each Wage Determination used in price proposal READ THIS SCREEN I will explain the Service Contract Act a little more…

50 Industrial Funding Fee (IFF)
The 0.75% Industrial Funding Fee (IFF) reimburses GSA for cost of operating the Schedules Program The 0.75% IFF MUST BE built into the awarded prices IFF must be reported and paid quarterly Industrial Funding Fee: This is GSA’s bread and butter. As a majority of GSA’s expenses to pay our salaries and for the systems we use, etc. we operate from an Industrial Funding Fee basis (in lieu of Congressionally appropriated money). In other words, we assess our Federal agency customers a .75% fee for establishing these portfolios of Multiple Award Schedule programs for contracts for all sorts of supplies and services (in this scenario – automotive products and services) so that these Federal agencies can do their shopping without being so bogged down with contracting for all these products and services themselves. In your pricing proposals, you must add in this .75% into the GSA offered price, but every three months, you must report and pay that .75% amount to GSA.

51 Pricing Support Pricing Proposals shall include sufficient information for each service offered to enable the Contracting Officer to perform a complete Price Analysis. All pricing proposed must be supported -- In order of preference: Commercial Catalog or Pricelist Invoices or Pricing Agreements from Previous Projects Defense Contract Audit Agency (DCAA) rate agreements Quote Sheets, Payroll Information, etc. Wage Determinations Pricing support assists the Contracting Officer to make a determination that proposed pricing is fair and reasonable to the Government. Therefore, all proposed pricing needs to be supported by one or more of the following: Commercial Catalog or Pricelist Invoices or Pricing Agreements from Previous Projects Defense Contract Audit Agency (DCAA) rate agreements Quote Sheets, Payroll Information, etc. Wage Determinations

52 COMMERCIAL SALES PRACTICES FORMAT (CSP-1)
Sales to the general public – 12 month period Projected Sales under this contract Discounting policies (Most Favored Customer - MFC) MFC: Full disclosure is required. Identification of MFC, similar in profile to the Government - responsibility determination of Contracting Officer, not the offeror. The Commercial Sales Practices Format (CSP-1) provides the following information: Your company’s Sales to the general public – 12 month period Your company’s Projected Sales under this contract Your Discounting policies (Most Favored Customer - MFC) The Government CO will make the decision as to which customer or category of customers most closely resembles the Government for this contract, and call this the MFC.

53 Pricing Narrative Indicate if any further discounts are offered.
Discuss why you believe pricing is fair and reasonable. Statement that IFF is understood and accepted. Statement that firm understands and acknowledges payment by Gov’t purchase card. In your company’s pricing narrative, you can explain any other discounts that are offered – prompt payment, quantity discounts, coupons, “Buy two, get the third one free every Tuesday,” or whatever you offer. The narrative allows you to expostulate your pricing that may not be easily defined in a chart or table. Explain why you believe your pricing is fair and reasonable to the Government. Provide a declaration that the IFF, previously discussed, is understood and accepted. Likewise, acknowledge payment acceptance through the Government purchase card.

54 Economic Price Adjustments
Two Economic Price Adjustments are available: Pricing with Established Commercial Pricelist Pricing without Established Commercial Pricelist When Award is Predicated on Commercial Pricelist: Clause applies Adjustments to prices can be requested when reissues of commercial pricelist occur Limited to 3 increases per 12 month period Cannot exceed 10% per 12 month period Cannot be requested in the first 12 month period. Modifications are required Schedule contracts are established for a 5 year base period with three possible five year extensions (option periods), amounting to a total of twenty years! Therefore, contractors are curious about how their prices can be updated – due to the effects of inflation and other price-related factors. So, we have Economic Price Adjustment clauses in our solicitations and contracts. There are two clauses for these EPAs, as we call them). One is used if your contract is based upon a COMMERCIAL PRICE LIST, while the other is used if NO COMMERCIAL PRICE LIST forms the basis of your contract pricing. Let’s look at these… Clause is the most common and is used when the offeror does business through its COMMERCIAL PRICE LIST. Essentially, the contractor will submit price increase requests as its commercial price list is updated, limited to 3 increases, not exceeding a total of 10%, in any 12 month period after the first year of the contract. The Contracting Officer will evaluate this request, and if substantiated that it is fair and reasonable to the Government will issue a modification to reflect this price increase on the contract.

55 Economic Price Adjustments (Cont’)
When Award is Not Predicated on Commercial Pricelist: Clause I-FSS-969 applies Adjustments to prices can be based on: Published Index (e.g. Consumer Price Index) – Modifications are required Negotiated Escalation Rate (e.g. 2.5% annually) Economic Price Adjustment cannot exceed 10% per 12 month period Negotiated prior to award Now, if you are a contractor that does not have an established commercial price list, EPA clause I-FSS-969 will apply to you. Under this EPA method, usually an economic indicator is used as the basis for price escalation – we are talking about the Consumer Price Index or more likely the Producer Price Index, often for the specific supply offered. For services, the Economic Cost Index for the labor category may be used. If these indicator are used, modifications to the contract will be made – usually on an annual basis at the anniversary award date of the contract. If an economic indicator is not used (for instance too much volatility in pricing occurs), pricing may be negotiated prior to award, to be increased at a specific escalation rate annually or biannually etc. Again, there is a ceiling of 10% increase for any 12 month period.

56 Submitting Your eOffer
Well, now that you have all the components of what comprise your proposals – administrative, technical, and pricing -- lets see how you submit your eOffer!

57 Offers are submitted through the eOffer system: http://eoffer.gsa.gov/
What To Submit To GSA Offers are submitted through the eOffer system: A complete offer that contains three major sections of information: Section 1 - Administrative Requirements Section II - Technical Proposal Section III - Pricing Proposal NOTE: Each element\section is clearly identified within eOffer and submitted as one package. READ THE SLIDE

58 Expediting Processing Time
Submit a complete well-prepared proposal, including all fill-in responses & supporting documents Respond timely to requests for clarifications and/or negotiation requests Provide accurate & up-to-date references Remember, we can’t do our part until you do yours! READ THE SLIDE

59 Contract Award Negotiations Final Proposal Revision Letter
eOffer Signatures on SF1449 Award Letter Once, all three parts to the offeror’s proposal are complete and GSA has established an objective in pursuing this offer, a Contract Specialist or Contracting Officer will contact you to set up a date and time to hold negotiations on your offer. Almost never is a contract awarded without discussions and negotiations. After various elements of the offer are discussed and negotiated, the GSA representative will ask the offeror to submit a Final Proposal Revision Letter outlining the offer elements that were negotiated and the final positions agreed upon. The Contracting Officer will go into the ORS system to load the contract for FSSOnline, generating an to the offeror to e-sign the SF1449 document. Once completed, the CO will e-countersign this document. After signatures are complete the eOffer system will generate a pro-forma award letter which will be issued to the new GSA CONTRACTOR! CONGRATULATIONS!

60 Marketing Your Contract
Just as you market your commercial business, you need to market your business to Government customers as well. GSAAdvantage!: The Steps to Success - How to Become a Successful Contractor online brochure: Your Guide for How to Market to The Federal Government: MarkeTips Advertising Specifications and Guidelines: Once you have a contract, here are some important websites to know to get the word out to potential customers. I would just like to point out that New Contractors are entitled to one free MarkeTips advertisement in GSA premier marketing publication – one of the few marketing freebies GSA can assist you with.

61 Marketing Your Contract (Cont’)
Office of Marketing – about Market Policy and Planning (FMP): GSA Customer Service Directors (CSDs): GSA Expo, May 15-17, 2012 San Antonio, TX: GSA Fed Fleet, June 26-28, 2012 Louisville, KY: Here are some contacts for marketing purposes and two important events at the bottom where automotive contractors may be interested in holding a booth to exhibit products/services.

62 Helpful Websites View/Download the Solicitation: or Federal Acquisition Regulation (FAR): GSA Acquisition Manual (GSAM)/GSA Acquisition Regulation (GSAR): Acquisition Central: Review other Contractors via Schedules e-Library: GSA Schedules Program: Here are some helpful websites that you may use in the preparation of your offer: FedBizOpps has the solicitation Contract Regulations and Clauses are available from the FAR and GSAM Acquisition Central has helpful links to acquisition related material Schedules e-Library has competitor supplies/services and pricing information

63 Helpful Websites (Cont’)
Getting on Schedule For Vendors information: “Pathway to Success” Training: https://vsc.gsa.gov/ GSA MAS Express Offer Program: GSA Advantage! GSA e-Buy: GSA eOffer (tool to submit offer online): Dun & Bradstreet (D&B): Getting on Schedule information has much of what has been discussed here. Please note that new vendors need to complete the “Pathways to Success” training and remit a copy of the certificate with the offer. Some other websites like GSAAdvantage and e-Buy help contractors market their supplies and services.

64 Helpful Websites (Cont’)
D&B Open Ratings, Inc., Past Performance Evaluation report: Central Contractor Registry (CCR): Online Representations and Certification Application (ORCA): Wage Determinations OnLine.gov: U.S. Small Business Administration: Small Business Size Standards and North American Industry Classification System (NACIS) Industry Codes: Some other valuable websites to know. CCR and ORCA registrations are mandatory, so you will be visiting them at some point in preparing your offer if you are not already registered. The Dept of Labor and Small Business Administration may be helpful resources to you if you offer services or are a Small business.

65 Helpful Websites (Cont’)
72A Quarterly Reporting System: https://72a.gsa.gov Veterans’ Employment & Training Service (VETS)-100: GSA SmartPay® Program: Excluded Parties List System: Disaster Recovery Purchasing: Electronic Subcontracting Reporting System (eSRS): MAS Schedule Sales Query (SSQ): 72A is for reporting quarterly sales VETS 100 form information

66 THANK YOU FOR YOUR BUSINESS WITH GSA THANK YOU

67 E-mail: ontheroad@gsa.gov
Questions? Jeffrey Meyers, Tel: (Schedule 23V) or Bryan Keith, Tel: (Schedule 751) Questions can be addressed to the two individuals by phone for the specific Schedule you are inquiring about. Otherwise, written inquiries can be ed to


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