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

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

2. 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 4800.2D • Bridges commercial buying practices • Direct relationship with industry

3. 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 -)

4. 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

5. 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 73Title: 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

6. Special Item Number • Commonly referred to as a SIN Example: SIN # 260-01 Boats, Non-powered (Schedule 84; FSG 19; SIN 260-01)

7. 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

8. Is the GSA MAS ProgramFor 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

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

10. Acquisition Centers Management Services800-241-7246 Office Supplies & Paper Products212-264-0868 Furniture 703-605-9300 Automotive 703-308-2277 IT Acquisition 703-605-2700 Services Acquisition 703-605-2774 Hardware & Appliances 816-926-6760 Greater Southwest Acquisition Center 817-574-2660 July 7, 2003

11. Office of Commercial Acquisition Federal Supply Schedules 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

12. 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 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 ServicesSpecial Use Furniture; Miscellaneous Furniture; Floor Coverings; Furnishings; Recreational Equipment

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

14. 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

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

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

17. What Happens Next? The Contracting Officer: • 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

18. What Happens Next? The Contracting Officer: • 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

19. “I’ve Got My Number, So What’s Next?”

20. 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

21. 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

22. 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

23. 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)

24. QUESTIONS?