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					                  GSA Office of Small Business Utilization


 As a courtesy to the class. . .

Please turn all cell phones off,
  or place them on vibrate.

          Thank You!
                       GSA Office of Small Business Utilization


   The Importance of The GSA Schedule
Contract in the Federal Procurement Process

            Dinora Gonzalez
     General Services Administration
     Small Business Technical Advisor
        dinora.gonzalez@gsa.gov
                          GSA Office of Small Business Utilization

            Discussion Topics
•   About GSA
•   GSA Schedule Contract Features
•   Are you a ―Viable‖ Small Business?
•   Who Buys My ―Stuff‖?
•   Success Strategies
•   Q&A / Summary
                                    GSA Office of Small Business Utilization


 *Regional Office of Small Business Utilization
           • Small business advocate;
           • Engage in strategies that provide
             contracting opportunities for small
             minority, service disabled veteran,
             veteran, and women-owned
             (including small businesses located
             in HUBzones) businesses.
*Established by Public Law 95-507

  Southeast Sunbelt Region: AL; FL; GA; KY; MS; NC; SC; TN
                                 GSA Office of Small Business Utilization


Regional Office of Small Business Utilization
                     Main Focus:
                    Education and Outreach
                        – Vendor Community
                        – In-House Acquisition Staff
                        – Prime Contractors




  Southeast Sunbelt Region: AL; FL; GA; KY; MS; NC; SC; TN
U. S. General Services Administration
      Key Player in Federal Contracting
–The federal government’s procurement expert: Contracts with
the business community for products & services in support of
our customer agencies;

–The Federal Landlord of all federal buildings and courthouses;

–Manages the Multiple Award Schedules Contract Program;

–Sells / auctions surplus federal property, such as real estate and
vehicles to the public.
                            GSA Office of Small Business Utilization



To Conduct Business with GSA:
• Complete Basic on-line Registrations;
• Have a basic knowledge of federal contracting,
  i.e. how the process works: www.acqnet.gov –
  Federal Acquisition Regulations;
• Performance history;
• Commercial sales on the products & services
  you are offering.
                               GSA Office of Small Business Utilization



          Basic on-line Registration
All Companies Desiring to work with the Federal
  government should at the very least complete these
  registrations.
• Dun and Bradstreet (D & B) www.dnb.com 866-472-7362
• Central Contract Registration (CCR) www.ccr.gov
   – Dynamic Business Search
• Online Representations and Certifications
  www.bpn.gov/orca
• Small Business Certifications www.sba.gov (optional)
                 GSA Office of Small Business Utilization




Multiple Award Schedule Contracts
        (GSA Schedules)
  www.gsa.gov/smallbizguide
                          GSA Office of Small Business Utilization


What is a GSA   Pre-negotiated contracts where prices;
Schedule        contract terms; and, conditions have
                been agreed to in advance and are
Contract?       considered ―fair and reasonable‖ by
                the government;

                Agreements between the federal
                Government and eligible vendors who
                agree to honor negotiated prices, terms
                and conditions IF and WHEN an
                agency places an order.
                                           GSA Office of Small Business Utilization


         GSA Schedules are grouped together by similar/related
          commercial products and services. For example. . .

Information Technology                 Financial and Business Solutions (FABS)
Mission Oriented Business Integrated   Human Resources and EEO Services
Services (MOBIS)                       Temporary Administrative &
Professional Engineering Services      Professional Staffing (TAPS)
(PES)                                  Office Supplies and Administrative
Environmental Services                 Services
Advertising & Integrated Marketing     Office Furniture
Solutions (AIMS)                       Logistics Worldwide (LOGWORLD)
Financial and Business Solutions       And Many More…
(FABS)
                                     GSA Office of Small Business Utilization

Features of GSA Schedule:
• Indefinite-Delivery, Indefinite-Quantity (IDIQ) contracts;
• Appropriate only for off-the-shelf‖ type commercial items;
• 5 year basic with 3 five-year option periods;
• Non-Bid Contract: Vendors can apply for a GSA Schedule
  Contract by filling out and submitting the appropriate
  ―Schedule‖ solicitation.
• Contract issued to vendors who meet eligibility requirements
  and offer fair market pricing.
• Process takes approximately 3-6 months*
                               GSA Office of Small Business Utilization

Other Features of a GSA Schedule Contract:
• Streamlined procurement process:
   – Contracting vehicles allow contracting officers to
     buy goods and services quickly without going
     through the traditional solicitation process
   – Contracting / Procurement officials can buy from
     your company without going to open solicitation
• Preferred method of buying for most federal &
  state agencies.
                                             GSA Office of Small Business Utilization


                GSA Advantage! And E-Buy
Online shopping and ordering system
• Government Uses GSA Advantage! to:
   – Search for items/services/suppliers; Place orders
   – Perform market research; Compare features, prices, and delivery

• E-Buy: To Request for Quotes and Proposals.

• Contractors Use GSA Advantage! to:
   – Research competition
   – Sell to the federal marketplace
                                           GSA Office of Small Business Utilization


 Who Can Buy From Schedule Contractors?
• Executive & Other Federal Agencies
• Mixed-Ownership Government
  Corporation (FDIC, Federal Home
  Loan Banks, etc.)
• The District of Columbia
• Cost Reimbursable Government
  Contractors authorized in writing by a
  Federal agency (48 CFR 51.1)
• State and Local Government for
  Information Technology ONLY
   (Cooperative Purchasing)
                                     GSA Office of Small Business Utilization

                    Participation Criteria
• Sales
   – $25,000 in sales per year (or show potential)
• Registration / Certification
   – Central Contract Registration: www.ccr.gov
   – Duns & Bradstreet: www.dnb.com 866-472-7362
   – Online Representations and Certifications: www.bpn.gov
• Experience / Performance History
   – Open Ratings (http://www.openratings.com)
• Accept Credit Card as payment


           www.gsa.gov/schedules
                                GSA Office of Small Business Utilization




                 Basic Steps To
              “Schedules” Process

YOU: Complete Online Registrations and
     Start Past Performance Review
YOU: Obtain and Complete Solicitation
YOU: Submit Completed Offer
GSA: Evaluates/Reviews Offer
GSA/YOU: Negotiate Offer
                                      GSA Office of Small Business Utilization

                 Getting Started:
            Finding Your Schedule Number

www.gsaelibrary.gsa.gov
•Twenty-four hours a day service
•Contains basic ordering guidelines
•Complete schedules listing
•Contractor listings: Find companies on schedule




         National Customer Service Center 1-800-488-3111
                      GSA Office of Small Business Utilization


Are you a Viable Small Business?
 – Experience /Performance History
 – At least $25,000 in Sales
 – Can you offer fair and reasonable
   pricing?
 – Are you financially stable?
                                     GSA Office of Small Business Utilization


   Do you know your NAICS code?
The North American Industry Classification Systems (NAICS)
    (Pronounced NAKES)

What is it?
A 5-digit number that identifies your product, service or industry.
It also determines size standards.
All vendors must use the appropriate NAICS code for the product or
     service they want to offer.

   http://www.sba.gov/size   Phone: 301-763-INFO (4636)
                                 GSA Office of Small Business Utilization


FEDBIZOPPS: Opportunities over $25,000 are posted
  on this website
    www.fedbizopps.gov    or   www.fbo.gov

Click on ―Find Business Opportunities‖ on top left hand
   banner

Search by Agency; NAICS Code; Date; Dollar Amt; Small
  Business Category, etc.
                               GSA Office of Small Business Utilization


Can you offer fair market pricing?
 The program is designed to offer *Federal Government
     buyers better prices, terms and conditions than
     they have available in the commercial market.
     Most Favored Customer Pricing

 *Some ―Schedules‖ available to State & local
    Governments.
                                GSA Office of Small Business Utilization


Performance Review
  Past Performance Evaluations are completed through a
     private contractor called Open Ratings Inc.
  There is a fee of $175.00
  Open Ratings will survey your customers and assign a score
     to your company according to the customer’s reply.
  This score will be used to compare your past performance
     with others.

  http://www.openratings.com
                             GSA Office of Small Business Utilization


        Economic Price Adjustments (EPA)
   Prices must be held for twelve months from date
    of award;
   Thereafter, adjustable 3 times each 12 months
    per contract up to max of 10%;
   We always encourage lower prices;
    prices can always be lowered during
    adjustable period.
                               GSA Office of Small Business Utilization


GSA Also Considers. . . .
• Past Projects:
  For Services: Must describe three completed
    projects
• Commerciality-Products and Services
  Must have an established catalog or list price
  Must have been sold in sufficient quantities to the
   general public
                                  GSA Office of Small Business Utilization



Multiple Award Schedule (MAS) Express Program

The New Multiple Award Schedule (MAS) Express Program.
  New initiative to streamline the award process to 30 days
  or less.

Website is: http://www.GSA.Gov/Masexpress.
Phone: (866) 472-5738

Email: MAS.Express@gsa.Gov.
                                GSA Office of Small Business Utilization


                Participation Criteria
•   www.gsa.gov/masexpress for more details
•   Open to a limited number of ―Schedules‖
•   $100,000 in sales per year
•   Workshop Certification
    – Online Training ―Pathway to Success‖
                       GSA Office of Small Business Utilization



What if you need help?
Procurement Technical Assistance Centers

 www.dla.mil/db/procurem.htm (listed
 by State) OR -
 www.aptac-us.org
    FREE COUNSELING
                GSA Office of Small Business Utilization


 11 Regional GSA OSBU
www.gsa.gov/smallbizsupport

  OSDBU for all agencies
     www.osdbu.gov

Customer Service Directors
    www.gsa.gov/CSD
                    GSA Office of Small Business Utilization




American Recovery & Reinvestment Act
(ARRA)
www.recovery.gov: Project Listing
www.recovery.org: To Track
Projects by State
GSA Office of Small Business Utilization
GSA Office of Small Business Utilization
GSA Office of Small Business Utilization
Alternative Fuel Vehicles                                                Green Power
Vehicle Buying                                                           Mark Ewing
(703) 605-CARS                                                           (202) 708-9296
Fax (703) 605-9868                              GSA Office of Small Business Utilization
                                                                         Jerard Butler
                                                                         (202) 401-0855
                                    Waste Reduction and Recycling
                                    Energy Conservation Branch - NCR
                                    (202) 708-9010
Green Purchasing                    Edward Crandell
FAS Assisted Acquisition Services   (202) 708-6777          Environmental Program
- NCR                                                       Office of Applied Science
(202) 708-8100                                              (202) 219-1522
NCR Safety, Environmental and                               Fax (202) 219-0784
Fire Protection (NCR PBS)
(202) 708-5236
     GSA Office of Small Business Utilization




Questions?
                               GSA Office of Small Business Utilization




Regional Office of Small Business Utilization (ROSBU)

                   GSA, Region 4
             77 Forsyth Street, Suite 650
                 Atlanta, GA 30303
     Office: 404.331.5103 / r4smallbiz@gsa.gov




    National Customer Service Center 1-800-488-3111
                           GSA Office of Small Business Utilization




             Training


National Customer Service Center 1-800-488-3111
                                    GSA Office of Small Business Utilization

        Online Training ―Pathway to Success‖
• A prerequisite for participation in the MAS Express Program is
  the successful completion of the "Pathway to Success"
  education seminar.

• Vendors may attend either a live presentation or complete the
  web based presentation posted on the Vendor Support Center
  (VSC) under the "Vendor Training" tab.

• http://vsc.gov
                                 GSA Office of Small Business Utilization

       Online Training ―Pathway to Success‖

Training Components of Training:
• What are GSA's expectations for a vendor to become a
  successful Schedule contractor;
• How to compete and succeed as a GSA Schedule contractor in
  the government marketplace;
• How to develop a GSA Schedule-specific business plan; and
• How to submit a quality offer, the proposal submission
  process, and the GSA Schedule solicitation.
                             GSA Office of Small Business Utilization



The FSS Center for Acquisition for Excellence
   Online, self-paced training course,
   "How to Become a Contractor—GSA Schedules
    Program."
The Information Technology (IT) Acquisition
 Center
   IT training seminars for GSA Schedule 70 on "How to
     Prepare a Quality Offer
                        GSA Office of Small Business Utilization



   e-Tools…
• www.gsa.gov
• www.gsa.gov/
  –schedules
  –elibrary
  –gsaadvantage
  –vsc
• fsstraining.gsa.gov
                                   GSA Office of Small Business Utilization


              Additional Support…
• mashelpdesk@gsa.gov
  – (800)488-3111
  – FAX (816) 926-6952

• ROSBU
  – (404) 331-5103 (Main Business line)
  – R4smallbiz@gsa.gov
                                  GSA Office of Small Business Utilization


               Helpful Websites
• www.gsa.gov//smallbusiness
  – Forecast
  – Publications
• www.usa.gov
• www.sba.gov
  – www.sba.gov/8abd
  – www.sba.gov/hubzone
  – www.sba.gov/size/index.html
• http://www.usbluepages.gov
                           GSA Office of Small Business Utilization




   Downloading your GSA Schedule
Due to a refresh in solicitations, please plan to
 fill out all paperwork the week you download
          the materials to your computer
                                  GSA Office of Small Business Utilization

• E-Library Website
  – www.gsa.gov/elibrary
    • Search for your product or service
    • Identify the corresponding GSA Schedule
    • Click on the GSA Schedule/Source Number
    • Click on the ―Vendors‖ link to view the solicitation on
      FedBizOpps
    • Download the GSA Schedule Solicitation to your
      computer
    • Fill out the solicitation and mail to the appropriate GSA
      office
                                      GSA Office of Small Business Utilization


• FedBizOpps Website
   – www.fbo.gov
   – You will need to have the GSA Schedule Solicitation Number
   – Click on ―Vendors‖
   – Click on ―Find Business Opportunities‖
   – Scroll down to ―Search by Solicitation Number‖
   – Insert solicitation number and submit
   – Download the GSA Schedule Solicitation to your computer by
     using the ―All Files‖ link
   – Fill out the solicitation and mail to the appropriate GSA office
                GSA Office of Small Business Utilization




Federal Certification Programs
                               GSA Office of Small Business Utilization



Federal Certification Programs
Self Certifications: www.bpn.gov
• Small Business; Small Disadvantaged Business (SDB);
   Woman-Owned; Veteran Owned; Service Disabled Veteran
   Owned Small Business (SDVOSB).
―Formal‖ Certifications: www.sba.gov
• 8(a) Business Development Program; and, HUBZone Small
   Business.
                                    GSA Office of Small Business Utilization


8(a) Business Development Program
www.sba.gov
• Must be a small business as determined by SBA’s size standards
• Owned & Controlled by a socially and economically
  disadvantaged individual
• Presumed categories: African Americans, Hispanic Americans;
  Asian Pacific Americans, Native Americans & Subcontinent
  Asian Americans
• Other Groups: ―Preponderance of Evidence
                              GSA Office of Small Business Utilization


8(a) Business Development Program cont. . .
 •   Net worth not to exceed $250,000
 •   Be in business at least two years
 •   Display reasonable success potential
 •   Display good character
 •   To apply: On line application: www.sba.gov
                                GSA Office of Small Business Utilization


Small Disadvantaged Business Certification
                   (SDB)
 • Net worth less than $750,000
 • Be in business at least two years
 • Display reasonable success potential
 • Display good character
 • To apply: Self certification. Register in
   www.bpn.gov.
                                   GSA Office of Small Business Utilization


HubZone Certification
 www.sba.gov
 • Promotes economic and employment growth in
   economically distressed areas
 • Must be a Small Business
 • Located in Historically Underutilized Business Zone
 • Business ownership / controlled by U.S. Citizens
 • 35% of employees must reside in a HUBZone

				
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