GSA’s 21-GUN SALUTE to SDVOSB’s: “How do I get a GSA Contract?” Presented by Mark King

What is the Multiple Awards Schedules (MAS) Program? Widely accepted commercial acquisition vehicle offering millions of products & services ($35 Billion in Sales, FY07) GSA awarded competitive IDIQ contracts Authorized Purchasers - GSA Order ADM D Bridges commercial buying practices Direct relationship with industry

Terms & Conditions Contract Period - 5 Year Base (with 3 / 5 Year Options) F.O.B. Terms (Origin –vs- Destination) Scope of Contract - CONUS vs Worldwide Coverage Delivery Schedule Use of Government Purchase Card for Ordering Open Market Items Cancellation Add / Delete Items to Contract Economic Price Adjustment (+ or -)

Schedule Titles There are approximately 26 Schedules Normally configured to represent the primary Federal Stock Group (FSG) found in the Schedule Example: Schedule 73 Primary FSG - 73 Secondary FSGs - 68, 72, 79, 85

Schedule Title & Sub-Titles Schedule Title - Generic Narrative of the Products/ Services covered by the Schedule Sub-Title - More Specific Narrative regarding a specific section of the Schedule (Normally grouped by FSG(s) Example: Schedule 73 Title: Food Service, Hospitality, Cleaning Equipment and Supplies, Chemicals, and Services Sub-Titles: –68: Chemicals and Chemical Products –72: Trash Cans, Recycling Containers, Dumpsters –73: Food Service Equipment, Supplies, and Services –79: Cleaning Equipment –85: Toiletries, Linens, and Hospitality Supplies

Special Item Number Commonly referred to as a SIN Example: SIN # Boats, Non-powered (Schedule 84; FSG 19; SIN )

Direct Benefits to the Contractor Gets you “In the Door” at many customer facilities 24/7 On-line visibility to the Federal Marketplace Administrative savings due to reduced time spent preparing numerous bid packages Opportunity to hold a contract for up to 20 years

Is the GSA MAS Program For Me? Identify your competition Understand “Price/discount relationship” concept Determine if the production point(s) is/are compliant with the Trade Agreements Act Know what your responsibilities will be

How Do I Get My Offer Into GSA? Determine the managing acquisition center STEP 1

Acquisition Centers July 7, 2003 Greater Southwest Acquisition Center Furniture Automotive IT Acquisition Services Acquisition Office Supplies & Paper Products Management Services Hardware & Appliances

IT Acquisition Center Washington, DC General Purpose Commercial IT Equipment, Software, Test Administration Services Acquisition Center Washington, DC Financial & Business Solutions Marketing, Media & Public Info. Services Professional Engineering Services Office of Commercial Acquisition Federal Supply Schedules

National Furniture Center Washington, DC via Philadelphia, PA The Office, Imaging And Document Solution Professional Audio/Video, Telecommunications, and Security Solutions Office Furniture; Household and Quarters Furniture; Packaged Furniture; Comprehensive Furniture Management Services Special Use Furniture; Miscellaneous Furniture; Floor Coverings; Furnishings; Recreational Equipment Office of Commercial Acquisition Office of Commercial Acquisition Federal Supply Schedules Office Supplies & Administrative Services Acquisition Center New York City, NY Training Aids & Devices, Instructor-led Training; Course Development; Test Administration Office Products/Supplies and Services and New Products/Technology Publication Media Shipping, Packaging And Packing Supplies Human Resources andEqual Employment Opportunity Services

GSA’s Hardware Superstore Kansas City, MO Facilities Maintenance and Management Hardware Superstore Management Services Center Auburn, WA Energy Services Environmental Services and Products Language Services Logistics Worldwide (LOGWORLD) Management, Organizational and Business Improvement Services (MOBIS) Office of Commercial Acquisition Federal Supply Schedules

Office of Commercial Acquisition Federal Supply Schedules Greater Southwest Acquisition Center Fort Worth, TX Buildings and Building Materials/Industrial Services & Supplies Total Solutions for Law Enforcement, Security, Facilities Management, Fire, Rescue, Clothing, Marine Craft and Emergency/Disaster Response Food Service, Hospitality, Cleaning Equipment and Supplies, Chemicals, and Services Advertising and Integrated Marketing Branch Temporary Administrative and Professional Staffing Scientific

How Do I Get My Offer Into GSA? Utilize e-Library to: Locate Schedule and SIN Number Link to Solicitation on FedBizOpps *Solicitations are “continuously open” STEP 2

How Do I Get My Offer Into GSA? STEP 3 STEP 4 Read carefully and submit package to designated Contracting Officer Download solicitation and appropriate attachments from FedBizOpps

What Happens Next? Verifies the Offeror is in the Central Contractor Registration System (CCR) Inputs Offer information into the internal Offer Registration System (ORS) ORS generates a “welcome” letter to Offeror Reviews package for deficiencies and/or unclear responses Requests verbal and/or written clarifications The Contracting Officer:

What Happens Next? Analyzes the disclosed Commercial Sales Practices (CSP) Determines the “Most Favored Customer” upon which negotiation objectives and award will be based Targets discounts equal to or better than MFC Conducts negotiations Awards or rejects offer The Contracting Officer:

“I’ve Got My Number, So What’s Next?”

Post Award Contractual Requirements Contractor inputs catalog into GSA Advantage Prepare and distribute GSA Schedule Price List Quarterly Sales Reports and IFF submission Update pricing and model additions/deletions through modifications

Suggested Activities New Contractor Orientation Webcast Acquisition Center sponsored “Industry Partnership” Council Display GSA logo on all literature and exhibits Exhibit at industry events with heavy federal presence

Suggested Activities, cont. Monitor & respond to eBuy RFQ postings Attend & exhibit at GSA Expo (San Antonio, TX, June 9-11, 2009) GSA MarkeTips Register in FedBizOpps to receive automatic notification of bids

Additional Training and Info “How to Become a Contractor – GSA Schedules Program” – Center for Acquisition Excellence online course (cae.gsa.gov) GSA Schedules Contract Training (SBU) Other helpful hints, tips, and instructions on the GSA.GOV website (FedBizOpps, Schedules e- Library, CCR, ORCA, GSA Advantage)