How to Get a

1
How to Get a GSA Schedule Contract and Use it
to Grow Your Business
2
Agenda

• Overview
• Preparing your Offer
• After Award
• Contact Information

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What is the Schedule Program?

• Eliminates need for agency to write own RFP
• Ordering agency selects products/services based
  on best value to the end user
• Contractor offers products/services that meet
  definition of commercial item per FAR Part 12
• Optional use of Schedules program by ordering
  agencies
• Direct relationship between ordering agency and
  contractor

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Customer Overview

• Federal agencies and DC government
• Cooperative Purchasing/State and local
  governments (for Schedule 70 only)www.gsa.gov/coo
  perativepurchasing
• See www.gsa.gov/schedules-ordering under the
  section Eligibility to use GSA sources for list
  of eligible users

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• GSA Acquisition Centers

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Schedule 70 Sales Trend
17.3
16.8

• Over 5000 Vendors
• Over 3400 CP Vendors
• FY06 239Mfor COOP Sales

6.6
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IT Schedule Small Business

• 80-85 of all GSA contracts (including IT) are
  held by small businesses
• Over 35 of schedule sales are to small businesses

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• When preparing an offer, GSA Determines...
• Responsiveness
• Read all documents in entirety
• Filled in completely
• No blanks filled in with N/A
• Responsibility
• Viable product/service
• History of satisfactory performance
• Financial resources
• Fair and Reasonable Pricing
• Most favored customer pricing
• Compared against your previously offered prices

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Solicitation Features

• Prepared in accordance with FAR Part 12,
  Acquisition of Commercial Items
• Variable contract period effective 5 years from
  date of award with three optional 5 year periods
  to extend
• Standing Solicitation (no closing date for
  receipt of offers)
• Past Performance Evaluation by Dun Bradstreet
  c/o Open Ratings
• Mandatory Acceptance of Government Purchase Card
• For payments equal to or less than the
  micro-purchase threshold, for oral or written
  delivery orders

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• Are You Ready To Commit to Obtaining a GSA
  Schedule Contract?
• Before You Start
• Time and effort
• Financial Resources Finances
• Scope of Contract (Domestic Overseas)
• (Section C.4)

11

• Are You Ready?
• Past Performance Evaluation (Section F.2)
• Meet GSA Schedules Sales Criteria- Exceed
  25,000 within the1st 24 months, and are
  expected to exceed 25,000 in sales each
  12-month period thereafter. If sales do not
  succeed, contract may be cancelled. (Section
  C.41)

12

• Are You Ready?
• Register with the Central Contractor
  Registration (CCR). (www.ccr.gov)
• If applicable, obtain SBA certification for
  your business size category. (www.sba.gov)

13

• Are You Ready?
• Know you NAICS Codes for your product or
  service. (Section A.3)
• Obtain Dun Bradstreet Number. (www.dnb.com)

14

• Are You Ready?
• Complete Online Representations
• Certifications Application (ORCA).
• (www.bpn.gov/orca)
• Develop Market Strategy targeted to Govt.
  Sales.
• See Schedule 70s Market Express and
• GSA/MAS Program Marketing Strategies
  Training Guide for Small Business

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Where to Start

• Obtain Solicitation
• Download off Internet into word file
  document.
• Go to www.gsa.gov/schedule70solicitation,
• Under the GSA Schedule 70 Solicitation box,
  click on
• the Information Technology Solicitation
  Link
• or
• Obtain all solicitations at
  www.fedbizopps.gov
• Identify products services within the scope of
  the Solicitation
• Go to www.gsaelibrary.gsa.gov

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The Make Up of an Offer

• Solicitation Sections A thru G(2 MS Word files)
• Attachment 1 Pricelist with Terms and
  Conditions
• Attachment 2 Past Performance (Dun Bradstreet
  report)
• Attachment 3 Subcontracting Plan (for Large
  Businesses only) Estimated MAS sales over
  550,000
• When submitting your offer, you must send back
  the full text of these documents whether or not
  they apply to your company.

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Sections of the Solicitation
Section A Continuation of Standard Form 1449.
This section assist Offerors to determine
business size Requires offerors to
indicate their NAICS codes for each Special Item
Number (SIN) being offered
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Sections of the Solicitation
Section B Schedule of Items. This section
require Offerors to indicate if they would like
to participate in Cooperative Purchasing
Cooperative Purchasing/State and local
governments (for Schedule 70 only)www.gsa.gov/coo
perativepurchasing Requires Offerors to
identify what SINs are being offered
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Special Item Numbers (SINs)Covered under
Schedule 70 132-3 Leasing of Products 132-4
Daily/Short Term Rental 132-8 Purchase of
Equipment 132-12 Maintenance of Equipment,
Repair Service, and Repair
Parts/Spare Parts 132-32 Term Software
Licenses 132-33 Perpetual Software
Licenses 132-34 Maintenance of Software

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Special Item Numbers (SINs)Covered under
Schedule 70 132-50 Training Courses 132-51
IT Professional Services 132-52 EC
Services 132-53 Wireless Services 132-60
Access Certificates for Electronic Services
(ACES) Program 132-61 Public Key
Infrastructure (PKI) Shared Service
Provider (SSP) Program 132-62 HSPD-12 Product
Services Components

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Submission of Offer

• Read the entire solicitation
• Respond to all requirements
• Have a corporate officer sign all required
  documents
• Submit two copies of offer to the GSA
  Acquisition Center
• Or
• Submit Electronic Offer

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eOffer / eMod
eOffer / eMod is the web-based application
that helps companies electronically prepare and
submit Multiple Award Schedule contract proposals
and modification requests to FSS. For
Information www.eoffer.gsa.gov or For
Technical Assistance with eOffer or Digital
Certificates contact 1-866-472-9114
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Submission of Offer
Small Business Subcontracting Plan (if
applicable) Please refer to Attachment III for
guidelines. One copy of current published
pricelist Two copies of Proposed IT Schedule
Pricelist per Refresh 19 Please refer to
Attachment I for guidelines Duns Bradstreet
Open Rating Report
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After Submittal of Offer

• Contracting Officer(CO)/Contracting
  Specialist(CS) assigned
• Contacted by assigned CO/CS
• Clarifications/deficient data defined
• Timeframe for response established
• Once negotiations begin, submit
  additional data as requested
• Accurate, complete and current
• Be timely with responses

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Preparation for Award

• Final Proposal Revision
• Basis for award clearly identified
• Price reduction clause
  
• Government discounts
• Delivery time
• Industrial funding fee
• CO gives guide to write FPR
• GSA Contract Number issued

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IT Solicitation Training Seminars

• Online Registration atwww.gsa.gov/itcenter
• Cost None
• POINT OF CONTACTSTEPHANIE TURNER (703)
  605-2765
• Or Call
• Customer Service at
• [phone]

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Develop a Market Strategy

• Strategies for targeting government buyers
• Widely distribute your price list
• Get familiar with peak government buying times
• Maximize web presence-
  provide links to
  GSA Advantage!
• Networking via
  Government-oriented events

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Networking

• Cultivating relationships with potential
  customers is
• a powerful marketing tool
• FSS Events link on IT Centers homepage
  www.gsa.gov/itcenter
• GSA Events at
  www.gsa.gov/smallbusiness
• Agency events on
• respective agency websites
• GSA Expo every year

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Partnering with GSA

• There are many opportunities through GSA to
• maximize business potential
• GSA Marketing Partnership
• Local GSA Customer Service
• Directors
• Contractor Teaming Arrangements
• Vendor Support Center
• GSAs electronic systems
• GSA Advantage!
• e-Buy
• Schedules e-Library
• GSA sponsored events

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Local GSA Customer Service Directors

• An excellent resource for information and points
  of contact to help you build your business with
  the federal government
• Located all over the world,
• listed at the Customer Service
• Directors webpage
• Assist government buyers
• in their region

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Vendor Support Center

• The VSC is your gateway to GSA. Center
  representatives are available online, in person
  and by phone to help you
• Report Sales
• View RFQs on eBuy
• Access at http//vsc.gsa.gov
• 877-495-4849
• vendor.support_at_gsa.gov

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Contractor Teaming Arrangements

• Teaming can expanding number opportunities
  available to you
• Plan ahead of which MAS contractors can be
  possible team partners

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GSA Advantage!

• The online ordering system of GSA. Every
  schedule contractor is represented on GSA
  Advantage! Benefits for vendors
• Include a picture along with product listing
• Quick and easy identification of items
• Increases potential for strong sales
• Provides instant visibility and ability to
  broadcast price changes easily
• Provides a direct link to your companys homepage
• Reduces catalog printing and mailing costs

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GSAs eBuy

• Electronic Request for quote solution designed to
  facilitate and maximize competition.
• eBuy provides vendors with a greater opportunity
  to offer quotes and increase business.
• To learn more about eBuy, visit the tutorial on
  the website, or contact Antoinette Scott at
  antoinette.scott_at_gsa.gov

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Schedules eLibrary

• The online source for GSA and VA Federal Supple
  Schedule contract award info
• Can search vendor and product availability
• Perform searches by SIN, contract number,
  contractor name, schedule number, or keyword
• Research other vendors on Schedule in your
  industry

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Marketing Opportunities

• Events
• GSA Expo
• GSA Outreach Europe
• Other Resources
• MarkeTips, Advertising POC
  Vincent Violandi 1-571-259-9919
• IT Acquisition Center Resources
• Customer visits
• Pamphlets and brochures
• Customer Services

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More Opportunities

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

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Other Useful Marketing Resources

• GSA Office of Small Business Utilization
  www.gsa.gov/smallbusiness
• Small Business Program Advocate
• Small Business Administration
• Pro-Net
• Associations
• Government Electronics and IT Association
• Information Technology Association of America
• Coalition for Government Procurement
• Conferences and Expositions
• AFCEA
• Technology Forums
• Advertising in Government Publications
• MarkeTips (FREE)
• Government Executive

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Web Resources

• Federal Business Opportunities www.fedbizopps.gov
• Federal Procurement Data System - Next Generation
  (FPDS-NG) - https//www.fpds.gov/
• Forecasting Government Spending -
  www.gsa.gov/smallbusiness
• Vendor Support Center http//vsc.gsa.gov
• GSA Advantage! and eBuy www.gsaadvantage.gov
• Contractor Team Arrangements www.gsa.gov/schedules
  
• US Business Advisor www.business.gov
• GSA Office of Small Business Utilization
  www.gsa.gov/smallbusiness
• Small Business Administration www.sba.gov
• SBA Womens Business Center www.onlinewbc.gov
• Minority Business Development Agency www.mbda.gov

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Need More Info?

• IT Acquisition Center Customer Service Line
  703-605-2700
• Getting on Schedule www.gsa.gov/schedules
• Solicitation and Related Downloads
  www.gsa.gov/schedule70solicitation
• Web address http//www.gsa.gov/itCenter
• E-mail it.center_at_gsa.gov
• Fax [phone]
• Mailing Address
• IT Acquisition Center
• 2200 Crystal Drive
• Crystal Plaza 4
• Arlington, VA 22202

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THANK YOU!