GS GSA Sch Schedule ule Contrac acts ts A Pr Promis isin ing - PowerPoint PPT Presentation

Massachusetts Procurement Technical Assistance Center (PTAC) and the New Hampshire Government Contracting Assistance Center GS GSA Sch Schedule ule Contrac acts ts – A Pr Promis isin ing g MSDBC MS MSBDC MS DBC BDC Mark rket t for r Your r Busin iness ess or r a Pa Paper erwork ork Network Network Nig ightma mare re? June 16, 2017 by Len Green

Becoming a GSA Schedule Holder MS MSDBC MS MSBDC DBC BDC Network Network

What is the U.S. General Services Administration (GSA)?  GSA is responsible for the construction, maintenance and renovation of federal buildings. GSA website: http://www.gsa.gov  GSA has developed the “Multiple Awards (MAS) Schedules” Program as an expedited method of procurement. MSB MSB MSDBC MS MSBDC MS DBC BDC Network Network DC Net DC  GSA MAS Schedules webpage: work http://www.gsa.gov/portal/category/100615#

What does the GSA buy? Everything from security to cleaning  supplies. What doesn’t the GSA buy?  However, GSA does not buy weapons, insurance, cattle or weapon systems. Please ase Note: te: Con onst structio ruction as defined by Federal Acquisition MSDBC MS MSBDC MS DBC BDC Regulation (FAR) Part 2.101 and Arch chit itectu ectural al Engin ginee eerin ing g Network Network Services ices (A&E) E) under the Brooks Architect-Engineers Act as defined by FAR Part 36 are not ot allow lowed ed under nder the GSA Multiple Award Schedules (MAS) Program.

Definition of a Solicitation  A solicitation is an invitation to make an offer (e.g. IFB, RFP and RFQ) – See http://www.fbo.gov .  When you download Schedule “XX”, you are looking at a solicitation (which in fact is an application) to become accepted as a vendor on that Schedule “XX”.  When you are accepted, your company is placed on a list (GSA Advantage https://www.gsaadvantage.gov for those products or services which you negotiated. MS MSDBC MSBDC MS BDC DBC  Government buyers can then locate your Network Network company on that list for those products or services, in order to contact your company for a quote.

What is a GSA Schedule/Contract?  A GSA Multiple Award Schedule (MAS) contract is an unfunded, five-year contract listing the prices the federal government has agreed to pay for a vendor’s commercial products and/or services. http://www.gsa.gov/schedules MSBDC MS MS MSDBC DBC BDC  Funding occurs when an ORDER is Network Network signed by a federal or state agency.

GSA and VA Schedules are…  Currently there are thirty- three (33) Schedules with categories of commercial products and services for which vendors may apply for a GSA or VA contract. These are known as SCHEDULES DULES and cover everything from industrial products, computers and office products, to professional services. http://www.gsaelibrary.gsa.gov/ElibMain/scheduleList.do  GSA & VA Schedules information: http://www.gsaelibrary.gsa.gov MS MSDBC MS MSBD DBC BD C Network Network  VA Schedules information: http://www.fss.va.gov/

What does it mean to be on the GSA Schedule? You are an approved supplier  You have pre-established pricing  Terms and conditions are agreed  upon MSBDC MS MS MSDBC DBC BDC Network Network *Federal Acquisition Regulation (FAR) https://www.acquisition.gov/

Key to Understanding “ Once a contract is awarded under the Federal Supply Services Multiple Award Schedules Program, contractors will compete for business and are responsible for marketing. This is is is no no gu guarantee ntee of busi siness ness .” MSBDC MS MS MSDBC DBC BDC Network Network

What to expect as an approved vendor  The approved vendor is placed on a LISTING of approved suppliers for that particular SCHEDULE and buyers for federal and state agencies can order using GSA ADVANTAGE.  GSA ADVANTAGE is the online MSBDC MS MS MSDBC BDC DBC marketplace for GSA Schedule products Network Network and services. https://www.gsaadvantage.gov

Getting on the GSA Schedule gives you a marketing tool only GSA vendors should not expect sales under their  contract without focused SALES AND MARKETING EFFORT.  Sch chedule dules s Sales Qu Query webpage: age: https://ssq.gsa.gov  GSA & V & VA S Sch chedules dules information: MS MSDBC MSBDC MS BDC DBC http://www.gsaelibrary.gsa.gov Network Network  GSA Advantage antage: https://www.gsaadvantage.gov

Government Buyers  P rocurements being made through GSA MAS Schedule process are posted on the eBuy website: https://www.ebuy.gsa.gov and are only y availa ilable ble to GSA/V /VA A MAS Sch chedule dule holder ders.  Buyers select the winning vendor based on BEST T VALUE UE considerations. MS MSBDC MS MSDBC BDC DBC  GSA MAS Schedules are the FAVOR ORED Network Network purchasing vehicle for all federal buyers.

Why Bother?  Greatly expedites purchasing process (from months to days) All federal agencies can buy through  the GSA/VA MAS FSS Schedules  Coope pera rative tive Purch chasi asing ng Program gram allows state and local agencies to utilize the GSA Schedules: 70 70 and 84 84  Disas aster ter Re Reco covery very Program gram allows state and local agencies to utilize the GSA Schedules.  Publi blic c Health th Emerge rgenc ncy y (PHE) MSDBC MS MS MSBDC DBC BDC Network Network Your competition is probably already a  GSA schedule holder

However….  You can lose this tool if your sales are under $25,000 MS MSDBC MS MSBDC DBC BDC Network Network

Example of a typical solicitation: Schedule 70  Has thirty (30) Categories {formerly called Special Item Numbers (SINs)  Schedule 70 is used for Information Technology (hardware, software, maintenance, training, services, etc.)  The entire Schedule 70 solicitation is about 229 pages long..... MSBDC MS MS MSDBC BDC DBC Network Network * Note: Refresh #42 was issued on April 26, 2017.

Things you must know (and do) DUNS Number (Data Universal Numbering System)  https://fedgov.dnb.com/webform System Award Management (SAM) https://www.sam.gov  Federal Service Desk (FSD): 866-606-8220 http://www.fsd.gov Cage Code (Commercial and Government Entity Code)  EFT (Electronic Funds Transfer)  MS MSBDC MS MSDBC DBC BDC Please ase Note: te: Federal Procurement Opportunities are Network  Network posted on the Federal Business Opportunities (FBO) website at: http://www.fbo.gov

Things you must know Need to know: NAICS (North American Industry  Classification System) - which determines if small or large business http://www.census.gov/epcd/www/naics.html phone: 301-763-4636 MSBDC MS MS MSDBC DBC BDC Network Network - which, in turn, determines if Small Business Subcontracting Plan is required

Highlights of the Application Must submit: List of major customers to get a Past  Performance Evaluation (PPE) Report from Open Ratings at a cost of $190  Open Ratings would like you to submit 20 20 references but will accept 4 as the absolute minimum. Open Ratings can be reached by phone: 888-299-3118 or by MS MS MSBDC MSDBC BDC DBC email: reports@openratings.com. Website: Network Network http://www.ppereports.com.

Other Highlights of the Application GSA “eOffer” is a web -based application that helps companies electronically prepare and submit Multiple Award Schedule contract proposals and modification requests to GSA. Currently costs $119.00. For Technical Assistance with eOffer or Digital Certificates contact: 1-866-472-9114 or visit their website at http://www.eoffer.gsa.gov . Please Note: Offers must be submitted via the eOffer MS MSDBC DBC Network procedures. Paper copies are no longer being accepted.

Pricing Must include Most Favored Customer (MFC)  pricing equal to or better than what you offer your commercial customers. GSA defines MFC as the customer who receives the best discounts, pricing and/or concessions. Usually must include shipping costs (i.e. Freight  on Board - FOB Destination) Must provide for Industrial Funding Fee (IFF)  Pricing must be good for as much as eighteen (18)  months. Typically, first request for price increase not until eighteen (18) months have elapsed Not more than three (3) price increases per year,  aggreg regat ate not exceeding 10% over last years price MS MSBDC MS MSDBC DBC BDC Network Network Must justify economic basis for each price  increase

More Highlights of the Application Usually must submit: Organization chart and brief history of  the company Resumes  Financial Information  MSBDC MS MS MSDBC DBC BDC Network Network Commercial Sales Practices (CSP-1) 