Tony L. Gregg Business Specialist Office of Small Business Utilization

1. Doing Business with GSA: Part I Overview Tony L. GreggBusiness SpecialistOffice of Small Business Utilization May 16, 2012

2. Introduction • This training was developed to provide a wealth of knowledge to the small business whether downloading from our website for a quick view, taking notes during a education session or as a reference document for those times you just need to review a section or two. • Our goal is to connect you to opportunities in our agency. Let us know how we are doing and how we can improve. • www.gsa.gov/osbu

3. Purpose • Clarify GSA’s role in the Federal arena • Understand what drives procurement decisions • Learn what GSA buys • Learn about Contracting Programs • Provide Marketing Tips • Provide advocacy resources • Identify GSA sources of support

4. GSA’s role in the Federal Arenawww.gsa.gov • All agencies play an important role in our governments effort to protect, serve and develop our country. • GSA’s role is to make sure those agencies have the tools they need to meet their mission successfully. We design and build the place where they work, provide the technology they use, access to the services and products they need and more. We do all this to achieve efficiencies in the performance of administrative functions as well as savings in the cost of operations.

5. Driving Procurement Decisions www.gsa.gov/sustainability Procurement decisions are directly linked to each agency mission. • What are we trying to accomplish? • Who are we serving? • How can we do the job better? • We also have regulations, policy, Executive Orders and more that affect what and how we purchase. • Currently the E.O. 13514 is requiring that we focus on “sustainable acquisition”. What does this mean for small business? • It means that when you market to a buyer, we need to consider not only the economical impact, but how the environment and social structure will be affected.

6. What GSA Buys www.usaspending.gov

7. How to Sell to and through GSAwww.gsa.gov/howtoselltothegovernment • All Contract Opportunities • Register: Central Contractor Registration (CCR) http://www.ccr.gov • Obtain: Dun & Bradstreet Numbers (DUNS) http://fedgov.dnb.com/webform or call (866) 705-5711. • Set-up: Online Representations and Certifications Application (ORCA) https://orca.bpn.gov. • Check-out: Federal Business Opportunities www.fbo.gov • Fulfill: Security Requirements • In accordance with Homeland Security Presidential Directive-12 ("HSPD-12"), contractors are required to undergo a FBI fingerprint check and a personnel security investigation at the level of the National Agency Check with written Inquiries (NACI).

8. Multiple Award Schedule Programwww.gsa.gov/gettingonschedules, www.gsa.gov/elibrary, • Long-term governmentwide contracts with commercial firms providing access to over 11 million commercial products and services. • Participation • Minimum revenue of $25,000 • 2 years in business • Commercial Products and Services only • Contractors required to earn $25,000 after 24 month grace period to avoid removal from program

9. Indefinite Delivery Indefinite Quantity (IDIQ)www.gsa.gov/idiq • Used to procure technical expertise in areas such as cost estimating, architect/engineer services, seismic/structural/blast services, construction management and inspection, general construction, repair and alteration, design-build, demolition and remediation services. • Participation • Varies with each contract type • Applicable to various industries including construction • Purchase amounts vary

10. Blanket Purchase Agreements (BPA’s)www.gsa.gov/bpa • Provides easy access to repetitive needs for supplies or services. • Participation: • Current GSA Contract Holders • Compete for Award with other GSA Contract Holders • Annual review of award for Best Value • Most compatible with recurring requirements like office supplies, IT equipment and services, etc.

11. Governmentwide Acquisition Contracts (GWACs)www.ga.gov/gwacs • Access to the most innovative task or delivery order information technology contracts. • Participation: • Submission dates are limited • Subcontracting to contractors encouraged • Several contract categories for small business

12. GWACS for Small Businesswww.gsa.gov/sbgwac • 8(a) STARS II • Follow-on to 8(a) STARS • 8(a) set-aside • Awarded July 31, 2011 • Alliant Small Business • Small business set-aside • Allows for cost-reimbursement contracting • VETS • Service Disabled Veteran Owned set-aside

13. Small Business GWAC Tools/Resourceswww.sbgwacsource.gov Industry Partner Sales by Agency

14. Small Business GWAC Tools/Resourceswww.sbgwacsource.gov Select contract category and contractor

15. Steps to GWAC Subcontracting

16. Global Supply Programwww.gsa.gov/globalsupply • An easy and flexible requisition-based ordering for office supplies, tools, computer products, safety gear and cleaning products.  • Participation: • Current GSA Contractor • Commercial Products • Off-the-shelf items

17. Set-Asideswww.gsa.gov/set-asides • Every federal government purchase anticipated to be valued from $3,000 to $150,000 is automatically set aside for small businesses as long as there are at least two companies that can provide the product or service. • Participation: • Small Business • Special Certification • Woman Owned • 8(a) Disadvantaged • HUBZone • Service Disabled Veteran

18. Set-Asideswww.gsa.gov/set-asides • The current government acquisition goals are: • 25 percent of prime contracts for small businesses (40% subcontracts) • 5 percent of prime and subcontracts for women-owned small businesses • 5 percent of prime and subcontracts for Small Disadvantaged Businesses • 3 percent of prime and subcontracts for HUBZone small businesses • 3 percent of prime and subcontracts for service-disabled veteran-owned small businesses

19. Set-Asideswww.gsa.gov/set-asides • The most recent set-aside category, established in 2011, is women-owned small businesses. Program pages on the site also include a compliance guide and details on certification. Learn more about the program at www.sba.gov. • To learn how to acquire a certification in a particular business category, visit http://www.sba.gov/category/navigation-structure/contracting/working-with-government .

20. Partnering • Contractor Teaming Arrangements and Joint Ventures create prime opportunities for both business partners.(FAR 9.6) • www.gsa.gov/cta • Subcontracting is a great opportunity for developing your business to prepare for prime contract opportunities by working for current GSA Prime Contractors (FAR 19.7) • www.gsa.gov/subdirectory • http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm FAR References can be reviewed at www.acquisition.gov/far

21. Mentor Protégé Programwww.gsa.gov/mentorprotegeprogram GSA’s Mentor-Protégé Program is designed to encourage and motivate GSA prime contractors to assist small businesses and enhance their capability of performing successfully on GSA contracts and subcontracts. • Participation: • Current GSA Contractor • Mentor Required • Protégé Optional • Mentor or Protégé • Self-Matching • Complete Application and Agreement Tony Eiland Program Manager 1-855-OSBUGSA (672-8472)

22. Marketing to GSAwww.gsa.gov/market2feds, www.gsa.gov/vendorsupportcenter, www.gsa.gov/osbu Don’t: • Take a check-list approach and miss the details • Misuse templates and other standard practices • Focus too heavily on giveaways and brochures to shine • Put your trainees on the front line

23. Marketing to GSAwww.gsa.gov/market2feds, www.gsa.gov/vendorsupportcenter, www.gsa.gov/csd, www.gsa.gov/osbu Do: • Know your customers needs • Provide solutions • Read between the lines • Be better than their last experience • Understand every interaction is marketing • Utilize GSA’s Customer Service Directors

24. Small Business Advocates in GSAwww.gsa.gov/osbu, www.gsa.gov/smallbizevents, www.gsa.gov/smallbizguide • 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…

25. Access!www.gsa.gov/osbu • www.gsa.gov/smallbizguide • (publications, video, fact sheets…) • www.gsa.gov/smallbizevents • (GSA events around the country just for small business) • Wantall events? www.gsa.gov/events • Interact.gsa.gov • Small Business Solutions Group • (blogs, discussion boards, and more)

26. Access!www.gsa.gov/osbu • www.twitter.com/gsaosbu • (information and feedback changing small business partnerships) • www.facebook.com • GSA, Office of Small Business Utilization • (Fan Page with lots of updates)

27. GSA 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.www.sba.gov1-800-U-ASK-SBA (1-800-827-5722) • The Association of Procurement Technical Assistance Centers PTACs are dedicated to assisting businesses seeking to compete successfully in federal, state and local government contracting.   http://www.aptac-us.org/new •  Federal OSBU Agency Offices • The Small Business Act as amended by Public Law 95-507 established the Office of Small and Disadvantaged Business (OSDBU) to promote the maximum practicable use of all designated small business categories within the Federal Acquisition process. • http://www.osdbu.gov

28. GSA Sources of Support

29. We want to hear from you. Please share your success stories, comments, questions and concerns. General Services Administration Office of Small Business Utilization www.gsa.gov/osbu 1-855-OSBUGSA (672-8472) Small Business Solutions