1. Federal Acquisition Service U.S. General Services Administration GSA Multiple Award Schedules Training O-CONUS Ronald D. Eisley Customer Service Director GSA Customer Service Office Korea PH: +031.661.6515 E-Mail: ronald.eisley@gsa.gov

2. Federal Acquisition Service U.S. General Services Administration GSA’s Mission We help U.S. Government agencies better serve the U.S. tax payers by offering, at best value, superior workplaces, expert solutions, acquisition services and management services

3. Federal Acquisition Service U.S. General Services Administration  Government-wide Contracts  Five(5) year IDIQ contracts, with three (3) five-year options for approved vendors, to provide commercial products/services to any U.S. Government agency  Chosen as a “Preferred Source of Supply” by Department of Defense (DoD) and most civilian agencies Federal Supply Schedules Contracts Are:

4. Federal Acquisition Service U.S. General Services Administration Federal Supply Schedules List – 46 Schedules ScheduleDescription 00CORPTHE CONSOLIDATED SCHEDULE (formerly Corporate Contracts Schedule) 03FACFACILITIES MAINTENANCE AND MANAGEMENT 23 VVEHICULAR MULTIPLE AWARD SCHEDULE (VMAS) 26 ITIRES, PNEUMATIC (NEW), FOR PASSENGER, LIGHT TRUCK, MEDIUM TRUCK, AND BUS, AND RETREAD SERVICES 36THE OFFICE, IMAGING AND DOCUMENT SOLUTION 48TRANSPORTATION, DELIVERY AND RELOCATION SOLUTIONS 51 VHARDWARE SUPERSTORE

5. Federal Acquisition Service U.S. General Services Administration Federal Supply Schedules List (Continued) ScheduleDescription 520FINANCIAL AND BUSINESS SOLUTIONS (FABS) 541ADVERTISING & INTEGRATED MARKETING SOLUTIONS (AIMS) 56BUILDINGS AND BUILDING MATERIALS/INDUSTRIAL SERVICES AND SUPPLIES 58 IPROFESSIONAL AUDIO/VIDEO, TELECOMMUNICATIONS, AND SECURITY SOLUTIONS 599TRAVEL SERVICES SOLUTIONS 621 IPROFESSIONAL AND ALLIED HEALTHCARE STAFFING SERVICES 621 IIMEDICAL LABORATORY TESTING AND ANALYSIS SERVICES

6. Federal Acquisition Service U.S. General Services Administration Federal Supply Schedules List (Continued) ScheduleDescription 65 I BPHARMACEUTICALS AND DRUGS 65 II AMEDICAL EQUIPMENT AND SUPPLIES 65 II CDENTAL EQUIPMENT AND SUPPLIES 65 II FPATIENT MOBILITY DEVICES 65 V AX-RAY EQUIPMENT AND SUPPLIES 65 VIIINVITRO DIAGNOSTICS, REAGENTS, TEST KITS AND TEST SETS 66SCIENTIFIC EQUIPMENT AND SERVICES

7. Federal Acquisition Service U.S. General Services Administration Federal Supply Schedules List (Continued) ScheduleDescription 66 IIICLINICAL ANALYZERS, LABORATORY, COST-PER-TEST 67PHOTOGRAPHIC EQUIPMENT - CAMERAS, PHOTOGRAPHIC PRINTERS AND RELATED SUPPLIES & SERVICES (DIGITAL AND FILM-BASED) 69TRAINING AIDS & DEVICES, INSTRUCTOR-LED TRAINING; COURSE DEVELOPMENT; TEST ADMINISTRATION 70GENERAL PURPOSE COMMERCIAL INFORMATION TECHNOLOGY EQUIPMENT, SOFTWARE, AND SERVICES 71 IOFFICE FURNITURE 71 IIHOUSEHOLD AND QUARTERS FURNITURE 71 II HPACKAGED FURNITURE 71 II KCOMPREHENSIVE FURNITURE MANAGEMENT SERVICES (CFMS)

8. Federal Acquisition Service U.S. General Services Administration Federal Supply Schedules List (Continued) ScheduleDescription 71 IIISPECIAL USE FURNITURE 71 III EMISCELLANEOUS FURNITURE 72 I AFLOOR COVERINGS 72 IIFURNISHINGS 73FOOD SERVICE, HOSPITALITY, CLEANING EQUIPMENT AND SUPPLIES, CHEMICALS AND SERVICES 738 X HUMAN RESOURCES & EQUAL EMPLOYMENT OPPORTUNITY SERVICES 738 IILANGUAGE SERVICES 75OFFICE PRODUCTS/SUPPLIES AND SERVICES AND NEW PRODUCTS/TECHNOLOGY 751LEASING OF AUTOMOBILES AND LIGHT TRUCKS

9. Federal Acquisition Service U.S. General Services Administration Federal Supply Schedules List (Continued) ScheduleDescription 76PUBLICATION MEDIA 78SPORTS, PROMOTIONAL, OUTDOOR, RECREATION, TROPHIES AND SIGNS (SPORTS) 81 I BSHIPPING, PACKAGING AND PACKING SUPPLIES 84TOTAL SOLUTIONS FOR LAW ENFORCEMENT, SECURITY, FACILITIES MANAGEMENT, FIRE, RESCUE, CLOTHING, MARINE CRAFT AND EMERGENCY/DISASTER RESPONSE 871PROFESSIONAL ENGINEERING SERVICES 874MISSION ORIENTED BUSINESS INTEGRATED SERVICES (MOBIS) 874 VLOGISTICS WORLDWIDE (LOGWORLD) 899ENVIRONMENTAL SERVICES

10. Federal Acquisition Service U.S. General Services Administration Management Services Office Supplies and Administrative Services National Furniture Center Vehicle Acquisition and Leasing ServicesVehicle Acquisition and Leasing Services IT TechnologyIT Technology Office and Scientific EquipmentOffice and Scientific Equipment ServicesServices Travel and Transportation ServicesTravel and Transportation Services Center for Facilities and Maintenance and Hardware General Products Center GSA Customer Supply Center

11. 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

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

13. Schedules e-Library

14. Schedule 70 (Example)

15. GSA Advantage! (Example)

16. Schedule Sales Query

17. Schedule Sales Query (Example)

19. Is an MAS Contract A Good Fit? Not A Good Fit At This Time Making An Offer Pursue Other Opportunities Reevaluate When To Make An Offer Develop an MAS Contract Specific Business Plan MAS Training Read, Locate, Understand The MAS Solicitation Begin Your “Pathway To Success” Three Questions To Answer Step 1 Step 2 Prepare And Submit An Offer MAS Contract Award

20. Federal Acquisition Service U.S. General Services Administration Components of a Successful Schedules Offer:  Standard Form (SF) 1449  Administrative Proposal  Technical Proposal  Price Proposal  Past Performance Evaluation (“Open Ratings”)  Financials  Representations and Certifications

21. Federal Acquisition Service U.S. General Services Administration Submittal Requirements:  Register in CCR  Complete Proposal (SF 1449)  Complete Past Performance Survey (“Open Ratings”)  Complete On-line Representations and Certifications (ORCA)  Prepare Financial Information  Must accept Government Purchase Card (GPC)  Include 0.75% Industrial Funding Fee (IFF)

22. Federal Acquisition Service U.S. General Services Administration Submittal Requirements for Overseas Offers:  Clause I-FSS-108 “Clauses for Overseas Coverage” includes:  52.214-34 Submission of Offers in the English Language – Offers shall be in English or otherwise will be rejected  52.214-35 Submission of Offers in the U.S. Currency – Offers shall be in terms of U.S. Dollars or otherwise will be rejected  Clause I-FSS-109 “English Language and U.S. Dollar Requirements”  Catalogs and Pricelists must be in English  U.S. Dollar equivalency, if applicable, based on “U.S. Treasury Reporting Rates of Exchange” (Quarterly Report)

23. Federal Acquisition Service U.S. General Services Administration Vendor: Complete Online Registrations and Start Past Performance Review  Dun and Bradstreet – D&B (http://fedgov.dnb.com/webform/displayHomePage.do)  North American Industrial Classification Code – NAICS (www.census.gov/epcd/www/naics.html)  Central Contract Registration – CCR (www.ccr.gov)  Open Ratings (www.openratings.com)  Online Representations and Certifications (https://orca.bpn.gov) Basic Steps To GSA Contracting

24. Federal Acquisition Service U.S. General Services Administration Vendor: Obtain and Complete a GSA Schedules Solicitation Vendor: Submit the completed document as your offer to GSA GSA: Evaluates/Reviews Offer GSA / Vendor: Negotiate the offer for the best value (discounts, terms and conditions) for the government.

25. Federal Acquisition Service U.S. General Services Administration GSA: Accepts (or Rejects) the Offer (process can take up to 120 days) Vendor: Load information into GSA Advantage! ® Vendor: Market your New GSA Contract Number Note: If your offer is rejected, you may request a debriefing within 3 days of your rejection notice.

26. Federal Acquisition Service U.S. General Services Administration Steps to Contract Award Steps to Contract Award  Obtain Solicitation  www.gsa.gov/elibrary or www.fbo.gov  Start Past Performance Review  Open Ratings Complete Solicitation  See SF1449 Blocks 7a & b for questions, be sure to sign 30a & b before mailing  Submit/Mail  See SF1449 Block 9 for correct address  Evaluate/Review Offer  Negotiate Discounts, Terms and Conditions  Recommend Award or Rejection If rejected, you have 3 days to request a debriefing Vendor’s PartGSA’s Process Note: Award process should be 120 days from date of submission

27. Federal Acquisition Service U.S. General Services Administration Post Award - Contractors  Load all prices, discounts, terms and conditions to GSA Advantage!® (www.gsaadvantage.gov)  The contract is for 5-Years with three five-year options (potential for a 20-Year contract)  You will need to exercise your option years with your Contracting Officer. Renewals must be mutually beneficial.  Price increases and modifications to the contract are outlined in your contract.

28. Federal Acquisition Service U.S. General Services Administration NEW!!! MAS EXPRESS PROGRAM NEW!!!  The new Multiple Award Schedule (MAS) Express Program is designed to simplify, streamline, and ultimately accelerate the process for vendors to obtain MAS contracts – 30 Days Are all Schedules participating in the MAS Express Program? No. At the present time, the Program is open to specific Schedules and specific special item numbers (SINs)

29. Federal Acquisition Service U.S. General Services Administration MAS EXPRESS PROGRAM (Continued) To participate in this program, vendors must:  Have been in business for at least two years;  Have a minimum of $100,000 in cumulative sales (primarily or entirely commercial) over the last two years;  Have minimum current ratio of 1.5, based upon the Offeror's most current year's financial statement;  Have positive and/or neutral ratings on all elements on the Open Ratings Past Performance Evaluation Report; and  Complete the “Pathway to Success” education seminar (on-site or on-line)

30. Identify Your Target Market

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

32. Distributing Your MAS Pricelist Here Are A Few Options For Distributing an 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

33. Maximizing Presence On GSA Advantage!

34. Seizing Opportunities In e-Buy

35. 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

36. GSA’s Marketing Partnership

37. Bidding Procedures –PRE-AWARD –SOURCE SELECTION –POST AWARD

38. Source Selection Evaluation Negotiation (where appropriate) Award

39. Post Award AWARD NOTIFICATION DEBRIEFING CONTRACT ADMINISTRATION PERFORMANCE EVALUATION CONTRACT CLOSEOUT

40. Federal Business Opportunities

41. 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

45. http://web.sba.gov/subnet

47. Federal Acquisition Service U.S. General Services Administration ScheduleCompany NameContract # 56DONGJU CONSTRUCTION & COMPANY LTGS-07F-9267S 58 IONIX SYSTEM INC.GS-03F-0044U 70E-TECH CO., LTD.GS-35F-0185U 71 IKOAS GLOBAL CO., LTD.GS-28F-0003T 71 IIKOAS GLOBAL CO., LTD.GS-27F-0009T 71 IKOASWELL CO., LTD.GS-28F-0012S 75MOTEX CO., LTD.GS-02F-0025U 75SEO KWANG CO., LTD.GS-02F-0018U 75C&SGS-02F-0154S Examples of Korean Firms Awarded MAS Contracts

48. Federal Acquisition Service U.S. General Services Administration Who Can Buy From Schedule Contractors?  Department of Defense (DoD) – ALL SERVICES  Other Executive Federal Agencies – DoS, USAID, USCS  Mixed-Ownership Government Corporation (USPS)  Cost-Reimbursable Government Contractors authorized in writing by a Federal agency (48 CFR 51.1)

49. Federal Acquisition Service U.S. General Services Administration Marketing GSA’s Customer Agencies  Obtain from GSA contracting officer or point of contact a listing of current customer agencies or those who expressed an interest in the Schedule  Monitor FedBizOpps (www.fedbizopps.gov)  Obtain information/guidance from Small Business Offices in the agencies you wish to market  Review Forecast of Contracting Opportunities at www.gsa.gov/smallbusiness

50. Federal Acquisition Service U.S. General Services Administration Marketing GSA’s Customer Agencies (Continued)  Attend Procurement Networking Sessions, vendor outreach events, small business conferences, workshops, seminars, etc.  Obtain information through the Freedom of Information Act  Obtain a standard or a special procurement report from the Federal Procurement Data Center

51. Federal Acquisition Service U.S. General Services Administration  Contract provisions allows schedule contractors to reduce contract price  Customers request price reductions when a potential for lower prices exist (e.g. large orders) Price Reductions

52. Federal Acquisition Service U.S. General Services Administration  Make sure your business has all applicable certifications  Multiple contracting vehicles in place, for example:  GSA Multiple Award Schedules Contract  Blanket Purchase Agreements against GSA MAS Contract  Accept the Government Purchase Card  Attend U.S. Government Business Outreach events  Network, Network, Network Hints for Business Success in the 21st Century

53. Federal Acquisition Service U.S. General Services Administration e-Tools…  www.gsa.gov  Schedules  e-Library  GSAAadvantage!  VSC  fsstraining.gsa.gov

54. Federal Acquisition Service U.S. General Services Administration Additional Support…  www.gsa.gov/schedules  mashelpdesk@gsa.gov  Tel: (800) 488-3111  Fax: (816) 926-6952

55. Federal Acquisition Service U.S. General Services Administration Questions?