1. Doing Business with GSA: Contracting without a GSA Schedule
Contracting Options for Small Business.
This training was developed to provide contracting options to small business when partnering with GSA
Christy L. Jackiewicz Outreach Program Manager Office of Small Business Utilization

2. Introduction
While GSA’s main role in the government is to ensure our buyers have the best choices when spending tax payer dollars, we are also here to help buyers identify small businesses who can meet their requirements.
In order to ensure buyers see small businesses as a resource we educate our vendors on GSA programs and initiatives so that they can be prepared for new opportunities.
To learn more about the resources GSA provides to small businesses, please visit
Our goal is to connect you to more opportunities in our agency.

3. Purpose Learn about options to partnering with GSA
Review steps to successful partnering relationships
Learn how to locate new opportunities
Highlight tools for success
Provide Helpful Guidance
Provide support and access to more information
The purpose of this class is to : read points on slide

4. Subcontracting as a Contract Option
Type
Benefits
Challenges
Subcontracting
Large Business Required at $650,000 or above
New Opportunities
Past Performance Not Always Required
Mentor Protégé
Identifying Primes
Getting Credit for Work
Second Hand Payments
Growing into Prime
How to participate:
Open to all business sizes
Take turns being the prime
Bring the opportunities to the table
Highlight your partnerships as your government experience
A Plan is Required: Large Business and revenue is $650,000 or greater ($1.5M for construction) including all options
Subcontracting is probably the most familiar source when vendors are looking for other avenues to sell to the government. In GSA we have requirements for Large business to provide a subcontract plan to identify how they will incorporate small business into their procurement projects. The problem with subcontracting is that you don’t get the prime experience – leading the project and getting the credit for your company. However you are able to highlight the work you did as your past experience as well as use the skills you acquire to set you up for new prime opportunities.

5. Subcontracting Plan www.acquisition.gov
“Individual contract plan” means a subcontracting plan that covers the entire contract period (including option periods), applies to a specific contract, and has goals that are based on the offeror’s planned subcontracting in support of the specific contract, except that indirect costs incurred for common or joint purposes may be allocated on a prorated basis to the contract.
“Master plan” means a subcontracting plan that contains all the required elements of an individual contract plan, except goals, and may be incorporated into individual contract plans, provided the master plan has been approved.
“Subcontract” means any agreement (other than one involving an employer-employee relationship) entered into by a Government prime contractor or subcontractor calling for supplies and/or services required for performance of the contract, contract modification, or subcontract.
Throughout this training we have provided some extra information on the contracting option mostly for those of you who will use this document as reference material later.

6. Contracting Teaming Arrangements as a Contract Option
Type
Benefits
Challenges
Contractor Teaming Arrangements
Both serve as Prime
Vendors usually decide terms
One solution but separate pay
Break into new markets
Learn from others
Deciding who leads
Agreeing on Process
Knowing the rules for each kind of teaming
Bad association is possible (if partner performs poorly)
How to participate:
GSA Schedule Contractors
Find a GSA Schedule Project (Fedbizopps, Forecast)
Invite other GSA Contractors to Participate
Highlight your team as your government experience
An agreement is required: All team members should work out the details like team lead etc. The buyer must accept the agreement. There are non-GSA Schedule teaming arrangements to consider.
Contractor Teaming arrangements in this training is referring to our GSA schedules program. There are many benefits to partnering with other GSA Schedules holders. The biggest benefit is that it gives you access to opportunities that you otherwise may not have the skills set to access on your own. All team members contribute to the success of the project by focusing on their specific expertise.
Teaming arrangements can be found as an option in other contract opportunities so always check to see the terms of the agreement since the rules may change depending on the project or the agency.

7. Contractor Teaming Arrangements www.acquisition.gov
“Contractor team arrangement, "means an arrangement in which—
(1) Two or more companies form a partnership or joint venture to act as a potential prime contractor; or
(2) A potential prime contractor agrees with one or more other companies to have them act as its subcontractors under a specified Government contract or acquisition program.
Again these are just additional notes for those of you who will read the PowerPoint at a later date.

8. Joint Venture as a Contract Option
Type
Benefits
Challenges
Joint Venture
Joint Past Performance
Limited Partnership
Prep Process Provides better positioning
Sharing cost
Shared Resources
Time and Effort
Upfront and Future Cost
Extensive rules regarding “Affiliation” for various SDB’s, 8(a)’s, SDVOSB’s, etc
Legal and Accounting Support recommended
How to participate:
Open to all business sizes
Formal agreement to merge assets
Commitment
An agreement is required: All parties should weigh heavily the magnitude of this commitment and involve legal counsel.
Joint Ventures are probably the most challenging and rewarding type of contracting option. This type of contractual agreement has the benefit of pulling your resources together under one umbrella but the process by which that takes place is usually very detailed and requires some legal assistance. Deciding on this type of partnerships to sell to the government should be well thought out and followed with much advice.

9. Joint Ventures* *See Slide Notes and www.acquisition.gov
What is a Joint Venture? A joint venture is when two or more businesses enter a temporary partnership. This partnering is usually associated with a specific contract or product that it is mutually beneficial to both businesses. Partnerships may be formed for a variety of reasons.
A business may hold a specific patent or process that another business wants to utilize.
A business may have market penetration in a special area.
Both businesses may have complementary products.
When Should I Consider a Joint Venture? You should consider a joint venture when it is mutually beneficial for you and your partner. This can be difficult to determine because you and your potential partner will be negotiating the terms of the joint venture agreement.
Some questions that you need to consider are:
What am I getting out of the joint venture?
What am I giving up to be in the joint venture?
How does this joint venture position me for the future?
Are the terms fair or does one business has the upper hand?
Are my business and my businesses intellectual property protected during and after the joint venture?
If you feel comfortable with all the answer to these questions, then you may be ready to enter a joint venture.
When Should I Not Consider a Joint Venture? Like all decisions, there are risks associated when starting a joint venture. Joint ventures may seem like a good idea to move your business into a new market or expand your capabilities, but you need to consider the relationship you have with the other business owners and managers.
Most businesses are self-interested, meaning that they make decisions that are in the best interest of the business. If two businesses entering a joint venture have different goals or both have unrealistic expectations, the joint venture can become more of a burden than beneficial.
For example, if your business created a new product and held the patent and you were looking to create a joint venture to expand into a new market, you need to be upfront with what your intentions are. Are you going to try to use the other business for their access into the market and then drop them? Are they just trying to get your patent and then drop you? These are fundamentally different goals. Both businesses are trying to take advantage of each other. This joint venture can fail costing both businesses money and time.
If you do not feel like the joint venture has your best interest in mind, you need to think twice about it. It is easier to walk away in the planning stage than after the joint venture agreement is signed.
How to Start a Joint Venture? If you feel that the joint venture will be mutually beneficial, you will need to make the joint venture legal. If both businesses are located in the United States, you will need to sign a joint venture agreement. You should contact a small business lawyer to help draft the joint venture agreement.
How to Make Joint Ventures Successful? Making a joint venture successful takes communication and proper motives. Many joint ventures fail before the joint venture agreement is signed. This is due to the communication need to finalize the agreement. Both businesses need to be open on what they feel that should be getting as well as what they are willing to give up. As a business owner, you will need to be a little selfish and make sure your business is not being taken advantage of, but at the same time not take advantage of the other business.
Having a joint venture agreement that you agree with and your partner agrees with is the most important part. This is the legal document, so if there is room for interpretation you may be in for a rough partnership.
If the circumstances change once the joint venture has started, it is better to be open and discuss those with your partner. If you fail or they fail, the partnership will fail, hurting everyone, so it is better to look out for each other.
*See Slide Notes and

10. Successful Partnering
Introduce - Use every opportunity to meet new potential partners
Exchange Information – Never leave home without your business cards and a pen
Go to breakfast/lunch/dinner– Set up a time within the first two weeks
Go to other things together– meet at events of mutual interest
Determine value add – both sides should benefit from the partnership
So now that we have looked at some contracting options let’s look at how to bring this type of contracting options into play. First we need to look at what it means to partner successfully. One of the biggest challenges with any business is first finding the time to network and then networking effectively. So hopefully these steps will help.
Go over steps on the slide.

11. Value-Add Checklist (assess in the first 2-3 meetings)
Positive Reputation? (birds of a feather)
Successful Contracts? (not dependent on your success)
Accessible Location? (services more than products)
Appealing Niche? (complement your company)
Certifications? (for set-asides and other benefits)
Memberships? (networking advantage)
Past Performance? (positive or negative)
Steady Growth? (past to current accomplishments)
During the time that you are networking and meeting new potential partners, always have a checklist in your head of the value this relationship will or will not add to your company. Go over slide…

12. Successful Partnering
Propose a collaboration – Once you find an opportunity invite them to the table
Develop the terms/promises – If both sides see the potential, determine the rules to the game
Sign an agreement/contract – put everything in writing
Begin the Journey – work hard and enjoy the success
Implement short and long term goals – Determine if there is a real future and if so, make plans of attack
Check in often to make sure both sides are experiencing success– re-evaluate the partnership every 6 months to a year to make sure you continue to grow and prosper.
Once your partnership has been established clarify your propose, make your agreement and begin your journey…(go over slide)

13. Locate Partnering Opportunities www.gsa.gov/smallbizevents
Attend
Industry matchmaking events
Small Business Conferences
Follow social media
Support small business groups
Actively participate in events
Celebrate achievements in the small business community
Once you have your partners in place find the opportunities that are a good fit. Industry matchmaking events are not only good for finding projects but they also help you identify the competition. Social media sites like ours post events, procurements, policy changes and more right at your fingertips. Small business groups are always having special engagements that are perfect for networking and business development. But most of all, be part of your community by celebrating the achievements of your business groups. Every time your company is present you are being seen by potential partners who may have a project that you will fit perfectly.

14. Locate Partnering Opportunities www. fbo. gov, www. gsa
Locate Partnering Opportunities ssq.gsa.gov,
Use and Analyze Reputable Database Services.
Maximize Functions to increase the quality of information
Fedbizopps (advanced search)
Schedule Sales Query (Generate reports, review contractors success for partnering potential)
Schedules e-Library (Contract information, GSA Advantage database)
Need more sources to find projects then consider database services. They are a dime a dozen so make sure they are a trusted source. When you do find a trusted database check out the functions to maximize your research. For example, Fedbizopps has an advanced search feature that allows you to tailor a filter to match your NAICS codes and more. This helps you target projects that you can achieve. The GSA Schedules Sales Query allows you to run reports on our GSA Contractors to see how they are doing under the schedules program. Then you can use our e-library site to get more information on vendors who you may want to partner with.

15. Tools for Successful Partnering interact.gsa.gov, www.gsa.gov/osbu
Social Media – join special groups looking for the same kind of business opportunities
Subcontracting Registry Sources-
Most Federal Agencies have an updated directory
Many large business have registration for their directory
Prime Contractor list
There are lots of website and sources to get information, the most important thing is that you use them to their maximum capacity. Look for tutorials and other guidance to help you use the site in the best way. Social media is the biggest thing going but if you don’t communicate within that culture you will find it difficult to maximize it’s use.

16. Tools for Successful Partnering www. osdbu. gov, www. gsa
Tools for Successful Partnering
Small Business Incubators
Designed to support small business by providing business support and other helpful resources
OSDBU – Every Federal Agency has one
Consulting, Project information
Mentor Protégé Programs (GSA, DOD, SBA, etc.)
Bringing business together
Sharing knowledge and opportunities
Give and Take
Incubators are another hidden treasure. They are designed with the growing business in mind. Search the web for incubators in your area. This is a way to have access to an office and office tools without the expense of paying rent for a whole building. The OSDBU is also a great resource. There is one in every agency and they are there to ensure you have a fair experience in the contracting process. And don’t forget the Mentor Protégé programs that are far beyond just GSA. More and more ways to get you connected and increase your potential.

17. Helpful Guidance Put everything in writing Consider
Rotating Prime Representation
Length of Commitment
Terms and Conditions for Exiting the Partnership
Track FBO for Government Trends
Veteran Set-Asides
Sustainability Requirements
Women Owned Small Business Set-Asides
The guidance we offer is just that, guidance. In the end you will be the one to make the business decision for your company. But we would like to urge you to:
Make sure to put everything in writing, a handshake is nice but pen to paper is better. Follow the current trend in procurement and be accessible. You can’t run a business focused on what used to be important. We all have to move with the times and your company having solutions to the challenges is the key to working with the government.

18. Helpful Guidance Look for Synopsis without a Solicitation
Build with Government Rep
Learn about Agency Goals
Support the development of the procurement
Develop social connections with potential partners
Consider providing samples of your capabilities through small projects
Be prepared to sum up your capabilities and past performance in less than a minute.
Focus on the details like the synopsis on a solicitation. Did you know that the synopsis is used to determine who can do the job and collect information on the best way to go forward with the procurement. Why wouldn’t you be part of the building. That’s how you get in the door. Waiting until a procurement is established is not the best way to get involved. Capability statements and brochures are too much to hand out and give buyers if they are not sure they want to work with you. You should be able to sum up your value to that buyer in less than a minute.

19. Small Business Advocates in GSA www.osdbu.gov
Each Federal agency has an Office of Small Business Utilization put in place by congress “…to promote the maximum practicable use of all designated small business categories within the Federal Acquisition process…” These advocates report to the head of their agency on the success of this partnership.
Finding creative new ways to educate
Sponsoring and delivering business development training
Integrating low-cost networking events into established venues
Providing free counseling and more…
I hope as we are going through this presentation you are feeling more and more like there is a light at the end of the tunnel for doing business with GSA. But did you know you also have an advocate in every Federal agency making sure that you are being treated fairly in the acquisition process? Read Slide part A (top).
So what does this mean for you? GSA’s Office of Small Business Utilization is …Read Slide Part B (bullets)

20. Office of Small Business Utilization Interact
Interact.gsa.gov
Office of Small Business Utilization
Interact
Join the Small Business Solutions Group
Publications
Blogs
Fact Sheets
Discussion boards,
Forecast and more
Polls
Small Business Feedback on important government issues
GSA National Small Business Events
(information and feedback changing small business procurements)
GSA, Office of Small Business Utilization
(Fan Page with lots of updates)
Part of our creativity in meeting your needs includes developing new sustainable connection sources like our new “smallbizguide” page which is growing with videos, publications and more to come. We have tailored events to highlight those special to small business. Our new Interact site which is hosted by GSA has it’s own community for small business that includes blogs, discussion boards and so much more.

21. OSBDU Partners Advocating for Small Business
Small Business Administration
SBA provides business counseling, training and business development specialists providing free and low-cost services in your area. , U-ASK-SBA ( )
The Association of Procurement Technical Assistance Centers PTACs are dedicated to assisting businesses seeking to compete successfully in federal, state and local government contracting.   
 MBDA (Minority Business Development Agency)
MBDA, a part of the U.S. Department of Commerce is an entrepreneurially focused organization committed to wealth creation in minority communities. The Agency's mission is to actively promote the growth and competitiveness of large, medium and small minority business enterprises (MBEs).
With all that GSA is doing to work with small business, we can’t forget our small business advocacy partners who are hosting events, inviting us to the table and helping us help small business. These partners continue to grow and we invite you to visit their sites and get to know all the opportunities they have waiting for you.

22. GSA Sources of Support Public Building Service
PBS Industry Relations
Construction, Real Estate, Architecture, Interior Design
Public Building Service
National Customer Service Center (NCSC) (800)
Commercial Products and Services
Federal Acquisition Service
Office of Small Business Utilization 855-OSBUGSA
gsa.gov/smallbizsupport
Office of Small Business Utilization
GSA Sources of Support
As we close out this training, we want to make sure to leave you with the customer service numbers that connect you to GSA directly. Our PBS office contracts in the industry of (read the second bullet). FAS works with (read the second bullet) and of course our OSBU office helps with both.

23. Small Business Solutions
We want to hear from you. Please share your success stories, comments, questions and concerns.
Christy L. Jackiewicz
General Services Administration
Office of Small Business Utilization
Contact form:
1-855-OSBUGSA ( )
Thank you for allowing us to provide this training to you today. We want to hear from you so that we can keep improving our service to you as you strive to do business with our agency.
Small Business Solutions