Multiple Award Schedule MAS Offer Presentation Pathway To Success

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Multiple Award Schedule (MAS) Offer
PresentationPathway To Success
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Building Your Pathway To Success
Step 1
Is an MAS Contract A Good Fit?
Three Questions To Answer
Step 2
Not A Good Fit At This Time
Making An Offer
Pursue Other Opportunities
MAS Training
Reevaluate When To Make An Offer
Read, Locate, Understand The MAS Solicitation
Develop an MAS Contract Specific Business Plan
Prepare And Submit An Offer
MAS Contract Award
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Section I

• Multiple Award Schedules (MAS) Program Overview
• GSAs MAS Program
• Opportunities
• Rewards
• Pursuing an MAS Contract Myths Or Facts

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GSAs MAS Program

• U.S. General Services Administration (GSA)
• Multiple Award Schedules (MAS) Program
• The Difference
• Multiple Award Schedule (MAS) Contract
• Government-Wide Acquisition Contract (GWAC)
• Multi-Award Contract (MAC)

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MAS Contract Opportunities

• Governments Premier Commercial Acquisition
  Program
• Mirrors Commercial Buying Practices
• A Fast, Easy And Effective Contracting Vehicle
• Complies With All The Rules And Regulations
• Total Solutions
• Estimated 40 Billion In Sales

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MAS Program Growth
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MAS Program Sales Growth
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MAS Contract Rewards

• Dependable And Reliable Business
• Innovative
• Fast Growing Commercial Acquisition Program
• Government-Wide Contract

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Pursuing an MAS ContractMyths Or Facts
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Myth Or Fact - 1

• An MAS Contract Is A Good Fit For Everybody
• Answer Myth

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Myth Or Fact - 2

• To Obtain an MAS Contract Your Organization Just
  Needs To Submit An Application To GSA
• Answer Myth

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Myth Or Fact? - 3

• MAS Solicitations Are Continuously Open To
  Receive New Offers
• Answer Fact

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Myth Or Fact - 4

• There Are Risks In Having an MAS Contract
• Answer Fact

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Myth Or Fact - 5

• An MAS Contract Is Guaranteed Revenue
• Answer Myth

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Myth Or Fact - 6

• Pursuing And Administering an MAS Contract Is
  Different From Any Commercial Contract
• Answer Fact

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Myth Or Fact - 7

• The MAS Program Favors Large Businesses
• Answer Myth

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Myth Or Fact - 8

• A Federal Customer Cant Do Business With A
  Vendor Unless That Vendor Has an MAS Contract
• Answer Myth

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Myth Or Fact - 9

• Most Of The Work Involved With an MAS Contract
  Is In Getting A GSA Number
• Answer Myth

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Myth Or Fact - 10

• Having an MAS Contract May Affect Your
  Commercial Sales Practices
• Answer Fact

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Section II

• Is an MAS Contract A Good Fit?

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The Government Marketplace

• Federal Business Opportunities (FedBizOpps)
• www.fbo.gov
• Federal Procurement Data System - Next Generation
  (FPDS-NG)
• www.fpds.gov
• Forecast Of Government Opportunities
  www.gsa.gov/sbu

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Federal Business Opportunities
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Federal Procurement Data SystemNext Generation
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Opportunities

• Dept. Of Health And Human Services
• www.hhs.gov
• Dept. Of Agriculture www.usda.gov
• Dept. Of Justice www.usdoj.gov
• Dept. Of the Interior www.interior.gov
• Dept. Of Education
• www.ed.gov

• Dept. Of Defense
• www.dod.gov
• Dept. Of Energy
• www.doe.gov
• National Aeronautics And Space Admin.
• www.nasa.gov
• Dept. Of Veterans Affairs
• www.va.gov
• U.S. General Services Admin.
• www.gsa.gov

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More Opportunities

• Government Executive Magazine
• Federal Computer Week
• Government Computer News
• Washington Technology
• Federal Times

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Forecast Of Contracting Opportunities

• List Of Proposed Contracts For The Fiscal Year
• Points Of Contact For Specific Departments
• Posted On Federal Websites
• Free To Any Company Seeking Government
  Procurements
• For GSA Go To
• www.gsa.gov/sbu

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Competition

• GSA Schedules e-Library www.gsaelibrary.gsa.gov
• GSA Advantage!
• www.gsaadvantage.gov
• GSA Schedule Sales Query
• ssq.gsa.gov

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Schedules e-Library
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Schedule 70 (Example)
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GSA Advantage!
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GSA Advantage! (Example)
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Schedule Sales Query
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Schedule Sales Query (Example)
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Schedule Sales Query (Example)
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Preparation

• Devote Resources
• Develop Expertise
• Prepare an MAS Contract Specific Business Plan

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Section III

• Not A Good Fit At This Time
• Actively Pursuing Opportunities
• Re-evaluate When To Make An Offer

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Open Market Opportunities
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Subcontracting Opportunities
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Finding Subcontracting Opportunities
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Socio-Economic Opportunities

• The U.S. Small Business Administration Provides
  Various Procurement Programs For Socio-Economic
  Concerns
• Additional Assistance Is Available Through The
  Following Websites
• SBAs Procurement Center Representatives Program
  www.sba.gov/GC/pcr.html
• GSA Headquarters And Regional Small Business
  Centers
• www.gsa.gov/sbu

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Re-evaluate When To Make An Offer

• Periodically Re-evaluate When Your Organization
  Wants To Make An Offer
• If Now Is The Right Time, Follow The Next Steps

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Section IV

• Making An Offer
• Taking Steps Toward Having A Successful MAS
  Contract

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Getting Started

• Take GSAs MAS Training Courses
• Locate, Read, And Understand The MAS Solicitation
• Develop an MAS Contract Specific Business Plan
• NOTE Not A Solicitation Requirement

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GSA MAS Training
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Locate, Read, And Understand The MAS
Solicitation
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Clauses Incorporated By Reference

• Federal Acquisition Regulation (FAR) - 52
• General Services Acquisition Manual (GSAM) - 552

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Planning For Success

• Failing To Plan Is Planning To Fail
• The Plan Should At Least Cover Two Major Areas
• Business Development
• Contract Compliance

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Creating A Business Development Plan

• Identifying Your Target Market
• Distributing Your MAS Pricelist
• Maximizing Your Presence On GSA Advantage!
• Seizing Opportunities In e-Buy
• Expanding Opportunities Through Teaming
• Participating In GSAs Marketing Partnership
• Maximizing Advertising Opportunities

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Identify Your Target Market
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Capturing Your Target Market

• As Part Of Your Business Development Strategy
  Consider
• Developing A Business Opportunities Database
• Building Relationships With Potential Customers

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Distributing Your MAS Pricelist

• Here Are A Few Options For Distributing an MAS
  Pricelist
• Post A Copy On Your Web Page And Have A Link To
  It In GSA Advantage!
• Distribute Your MAS Pricelist To Potential MAS
  Customers

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Maximizing Presence On GSA Advantage!
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Seizing Opportunities In e-Buy
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Contractor Team Arrangements

• Teaming Can Expand The Number Of Opportunities
  Available For Quote Submission
• Plan Ahead And Identify Other MAS Contractors As
  Possible Teaming Partners

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GSAs Marketing Partnership
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GSAs Marketing Partnership Continued
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Government Advertising Opportunities

• Consider Advertising Opportunities
• Government Targeted Publications May Help
  Maximize Opportunities

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Developing A Contract Compliance Plan

• Areas Of Consideration
• Pricing
• Trade Agreements Act
• Scope Of Contract
• Subcontracting
• Labor Laws
• Sales Reporting And Industrial Funding Fee
  Remittance
• Administrative Compliance
• Note This Is Not An Exhaustive List Of Areas To
  Consider When Developing A Compliance Plan

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Pricing Compliance

• Most Favored Customer And Basis of Award Pricing
  Concepts
• Various MAS Contract Clauses Affect The Basis of
  Award Pricing Relationship
• Questions To Consider In Developing A Compliance
  Plan

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Trade Agreements Act (TAA) Compliance

• Trade Agreements Act (TAA)
• The Relationship Between The TAA and The MAS
  Program
• Questions To Consider In Developing A Compliance
  Plan

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Scope Compliance

• MAS Contractors Must Comply With The Scope Of
  Their Contract
• Areas To Consider
• Education
• Contractor Teaming Arrangements
• Open Market Procedures
• Management Controls

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Subcontracting Compliance

• Subcontracting Plans Are Required If
• Large Business
• Estimated MAS Sales Over 550,000
• Electronic Subcontracting Reporting System (eSRS)
• Good Faith Effort
• Compliance Planning Considerations

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Labor Laws Compliance

• MAS Contracts Contain Various Labor Law
  Compliance Requirements
• Review The Solicitation Carefully To Assess
  Impact On Human Resource Practices

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Sales Reporting And IFF Remittance Compliance

• GSAR 552.238-74 Industrial Funding Fee (IFF) And
  Sales Reporting
• MAS Contractors Are Responsible For Reporting All
  MAS Contract Sales And Remitting The IFF

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Administrative Compliance

• Keeping The MAS Contract Current
• Records Retention
• Payment

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Section V

• MAS Proposal Process
• Electronic Vs. Paper Offer
• Completing an MAS Solicitation
• MAS Proposal Evaluation Process

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Electronic Vs. Paper MAS Offer

• eOffer
• Submit Proposal Electronically
• Only Available On Five MAS Solicitations
• Paper Offer
• Submit Paper Proposal Directly To The Acquisition
  Center That Manages That Particular MAS
  Solicitation

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Getting Started With eOffer
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Completing an MAS Solicitation

• Before Beginning
• Data Universal Number System Number (DUNS)
• Central Contract Registration (CCR)
• Dun Bradstreet (DB) Open Ratings Past
  Performance Evaluation Report

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Completing an MAS Solicitation Continued

• Cover Letter
• SF 1449
• Special Item Numbers (SINs)
• Complete Solicitation Provisions
• Online Representations and Certifications
  Application (ORCA)

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Completing an MAS Solicitation Continued

• MAS Proposed Pricing
• Provision GSAR 552.212-70 Preparation Of Offer
• Complete Commercial Sales Practices (CSP-1)
• Proposed MAS Pricelist In Accordance With Clause
  I-FSS-600

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How Does GSA Evaluate an MAS Offer?

• Completeness
• Scope
• Responsibility
• Subcontracting
• Proposed MAS Pricing And Price-Related Terms and
  Conditions

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Completeness

• GSAR 552.212-73 Evaluation Commercial Items
  (Multiple Award Schedule)

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Scope Of MAS Solicitation

• Procuring Contracting Officers (PCO) Will Review
  The Offer To Ensure It Is Within The Scope Of The
  MAS Solicitation

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Demonstrating Responsibility

• Procuring Contracting Officers (PCO) Must Make An
  Affirmative Responsibility Determination
• Three Broad Categories Of Responsibility

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Integrity And Business Ethics
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Financial Capability

• Offeror Must Demonstrate Adequate Financial
  Resources Or The Ability To Obtain Them
• Procuring Contracting Officers (PCO) Reviews All
  Readily Available Financial Information
• Additional Information May Be Requested

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Experience And Performance Capability

• Offeror Must Demonstrate A Satisfactory
  Performance Record And Capability To Perform
• Multiple Sources Of Information May Be Used
• Non-Responsibility Determinations

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Small BusinessSubcontracting Plan

• Required If
• Large Business
• Estimated MAS Sales Over 550,000
• Procuring Contracting Officers (PCO) Will Review
  11 Elements Of The Plan For Acceptability

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Evaluating Proposed MAS Pricing And
Price-Related Terms And Conditions

• Procuring Contracting Officers (PCO) Are Required
  To
• Conduct Price Analysis
• Make A Fair And Reasonable Pricing Determination
• Seek Most Favored Customer (MFC) Pricing

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Information Used In Conducting Price Analysis

• The Following Are Examples
• Commercial Sales Practices (CSP) Information
• Full And Complete Disclosure
• Pricing/Discount Information From Current Or
  Prior Contracts
• Anticipated Overall Volume Of Government
  Purchases Under The Resultant Contract
• Recommendations From Pre-award Audits And Pricing
  Specialists

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MAS Contract Formation Process
Step 1 Fact Finding/ Clarifications
Step 2 Negotiations
Step 3 Request For Final Proposal Revisions
(FPR)
Step 4 Decision Of Award Or No Award
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Begin Your Pathway To Success
Step 1
Is an MAS Contract A Good Fit?
Three Questions To Answer
Step 2
Not A Good Fit At This Time
Making An Offer
Pursue Other Opportunities
MAS Training
Reevaluate When To Make An Offer
Read, Locate, Understand The MAS Solicitation
Develop an MAS Contract Specific Business Plan
Prepare And Submit An Offer
MAS Contract Award