UNDERSTANDING

1
UNDERSTANDING

• GENERAL SERVICES ADMINISTRATION
• FEDERAL SUPPLY SERVICE
• MULTIPLE AWARD SCHEDULES
• Larry Fountain (CCAS)
• [phone]

2
CHARACTERISTICS FOR SUCCESS

• DEDICATION
• DETERMINATION
• PERSISTENCE

3
U. S. GENERAL SERVICES ADMINISTRATION GSA

• Industrys largest customer for commercial goods
  and services
• Purchases for civilian and military agencies
• Stocks and distributes common use products
• Operates two huge distribution centers
• Over 7,000 high demand items available for
  shipment

4
U. S. GENERAL SERVICES ADMINISTRATION GSA

• Special order program
• A buy on demand buying service for ordering
  activities
• Products purchased have included vehicles,
  appliances and furniture

5
U. S. GENERAL SERVICES ADMINISTRATION GSA

• Awards Federal Supply Schedule Contracts
• 17.5 billion in sales
• Over four million commercial off-the-shelf
  products and services available

6
Federal Supply Schedules Program Statistics

• 56 schedules covering various commodities and
  services
• 17.5 billion program
• 7,972 schedule contract holders
• 6,198 small businesses
• 637 small woman-owned businesses
• 707 small disadvantaged businesses
• 5 years with 3, 5 year renewal periods

7
Most Popular Schedules

• Information Technology (IT) - General purpose
  commercial information technology equipment,
  software and services
• Management, Organizational and Business
  Improvement Services (MOBIS) -Consulting,
  facilitation, privatization, support services and
  etc.

8
IT Schedule Statistics

• 2,533 IT Schedule contract holders
• 1,399 small-(546 small disadvantaged,
• 122 Section 8(a), 237 women-owned)
• 10 new vendors added each week
• Figures above as of FY 2000

9
IT Schedule Sales(Fiscal Year 1999)

• Total 6.9 billion 100
• Small Business 1.4 billion 21
• SDB 557 million 8
• Women-owned 278 million .04

10
Management, Organizational and Business
Improvement Services (MOBIS) Schedule

• Website www.northwest.gsa.gov/fss/services/msc.ht
  m
• Solicitation Number TFTP-MC-000874-1
• Contracting activity
• Management Services Center, [phone]

11
Number of MOBIS Contractsin Place (FY 2000)

• Size Number Dollar Value
• Large 224 636,055,623
• Small 292 82,185,874
• SDB 82 15,588,880

12
Corporate Schedules

• Vendor not required to list all items sold
  outside government on schedule
• Vendor permitted to place different items under a
  single schedule/contract
• Umbrella contract
• Not necessary to be on several schedules

13
Other Service Schedules

• Marketing, Media, and Public Information Services
• Professional Engineering Services
• Auditing Financial Management Services
• Human Resources Management and EEO Services
• Temporary Support Services
• Language Services
• Environmental Services

14
GSA Schedules

• GSA Schedules do not cover every conceivable
  commodity or service

15
GSA CUSTOMER SERVICE REPRESENTATIVES

• Primary targets are potential Federal agency
  customers
• Check existing schedule contract holders to
  ensure they are paying 1 IFF to GSA
• Not normally trained to assist firms get on
  schedule

16
GSA Contracting Officer

• Provides clarification and interpretation of
  contract terms and conditions
• Final authority on all contractual issues

17
GSA Advantage

• On-line shopping network Federal agencies access
  to buy products/services from FSS Schedule
  Contract holders
• Access to over 1 million commercial products and
  services
• Vendors can browse by entering a zip code to view
  pricing of firms already on Schedule

18

• Complete Schedule listings
• Basic ordering guidelines
• Search by contractor name
• Search by Schedule number
• www.fss.gsa.gov

19
GETTING A GSA NUMBER

• GSA does not give out numbers
• It is not the number a vendor receives when they
  are placed on a GSA bidders list

20
GETTING A GSA NUMBER (Contd)

• A GSA number is a contract number
• Contract numbers are obtained through
• A definite quantity award (items stocked in
  distribution centers)
• A GSA, FSS, MAS contract award

21
GETTING A GSA NUMBER (Contd)

• Consultants routinely charge from
• 8K to 25K to assist or prepare a GSA
• Schedule offer

22
WHY FEDERAL AGENCIES USE GSA SCHEDULES

• Ease of use
• Availability of commercial products/services
• Orders can be placed immediately
• Wide variety of product/service providers
• Agencies have a choice
• Can usually get contractor of their choice

23
WHY FEDERAL AGENCIES USE GSA SCHEDULES

• Prices considered fair and reasonable
• Low price may not be a factor in agency award of
  order
• Award to be made to schedule vendor offering best
  value at the lowest overall cost (GAO Decision
  B-290665)
• Ordering agency to review prices of at least 3
  schedule vendors

24
WHY FEDERAL AGENCIES USE GSA SCHEDULES

• Saves time and effort of creating a solicitation
• Solicitation process may take months of effort
• Not required to be advertised in FedBizOpps
• Agency has no contracting authority or activity
• Not authorized to contract above certain dollar
  level
• Use of schedule(s) mandated by higher authority

25
(No Transcript)
26
(No Transcript)
27
(No Transcript)
28
Advantages of Using GSA Schedules

• Millions of high quality, state-of-the-art
  commercial products and services
• Volume discount pricing
• Direct delivery
• Same services afforded to all customers

29
Advantages of Using GSA Schedules

• Convenience and pricing
• Agency size (large or small) and location do not
  matter
• Shorter lead times
• Lower administrative costs
• Reduced inventories

30
WHY SOME FEDERAL AGENCIES DONT USE GSA SCHEDULES

• Prices not considered the lowest obtainable
• Low price not essential for GSA Contract award
• Some buying activities believe non-mandatory
  provision mandates competition

31
WHY SOME FEDERAL AGENCIES DONT USE GSA SCHEDULES

• Use of GSA Schedules may reduce the level of a
  managers responsibility
• Salary reduced as responsibilities decline
• Government credit card used for many purchases
  less than 2,500 (micro-purchase)
• No competition required
• Purchases can be made locally
• 13.8 billion in purchases during FY2001

32
WHY FIRMS WANT TO BE ON A GSA SCHEDULE

• Done homework and have a general understanding of
  the schedules program
• No idea, just heard it was a good thing
• Dont know
• Been told by boss to do it

33
WHY FIRMS WANT TO BE ON A GSA SCHEDULE

• Been told by a federal buyer that the only way
  they can do business with them is if they get a
  GSA number (schedule award)
• Mistaken illusion of millions of dollars in
  government business
• Firm wants another good marketing tool

34
GSA, MAS CONTRACTSPROS AND CONS

• PROS
• Schedules cover commercial products and services
• No specifications-commercial off the shelf
• Open to any vendor

35
GSA, MAS CONTRACTSPROS AND CONS

• PROS
• Solicitations open continuously
• Five year contract award with 3 renewal options
• Lowest price not factor in GSA contract award
• GSA wants most favorable customer price

36
GSA, MAS CONTRACTSPROS AND CONS

• PROS
• Contracts easy for agencies to use
• Orders placed directly with contractor
• Payment made to contractor
• Schedule usage counts toward goal attainment
• Another good marketing tool
• Small businesses receive about 80 of all
  contract awards

37
GSA, MAS CONTRACTSPROS AND CONS

• CONS
• No guarantee of business
• Contracts are indefinite quantity
• Contracts not mandatory
• Contracts cannot be used by state/local
  governments
• Some place orders if contractor offers GSA
  pricing
• Cancelled with 30 day notice by either party

38
GSA, MAS CONTRACTSPROS AND CONS

• CONS
• Contractor responsible for all marketing
• Must develop and print a FSS pricelist brochure
• Hard copy and electronic version
• Must distribute to Federal agencies
• Responsible for all printing/distribution costs

39
GSA, MAS CONTRACTSPROS AND CONS

• CONS
• Past performance survey
• Conducted by Dunn and Bradstreet
• Costs offeror 125
• Mandatory for IT and other schedules
• Additional information required in some schedules

40
GSA, MAS CONTRACTSPROS AND CONS

• CONS
• Pre-established pricelist/catalog price
• Used as basis for contract negotiations/award
• Vendors must show current and past
  customers/sales
• Many vendors do not have established pricelists
• Industrial Funding Fee
• Must rebate to GSA, 1 of all contract sales
• Fee included in award price
• Fee actually paid by using agencies

41
GSA, MAS CONTRACTSPROS AND CONS

• CONS
• Vendors must prepare and submit a Federal Supply
  Schedule Pricelist brochure
• Usually due after notice of award received
• Due with Group 70, IT offers
• Time consuming
• Expensive

42
GSA, MAS CONTRACTSPROS AND CONS

• CONS
• Period for acceptance of offers (IT)
• 180 calendar days from date of offer
• First contact from GSA may be 150 days
• Other schedules even longer periods
• Heavy workload
• No sense of urgency

43
GSA, MAS CONTRACTSPROS AND CONS

• CONS
• Contracts difficult to win
• Paperwork is extensive
• Process is time consuming
• Large businesses receive about 70 of all orders

44
GSA, MAS Solicitation Process

• You cant always believe what you are told

45
THINGS TO DO BEFORE TAKING THE SCHEDULES PLUNGE

• Check schedules library to determine if there is
  a schedule for the product or service you want
  to furnish (www.fss.gsa.gov)
• Some buyers tell vendors to get on the schedule
  when there is no schedule

46
THINGS TO DO BEFORE TAKING THE SCHEDULES PLUNGE

• Explore the possibility of marketing in your area
  for an existing schedule contractor
• If a dealer/distributor, contact your
  manufacturer(s) to determine if they will allow
  you to sell using their GSA Schedule contract
• Much easier than obtaining a GSA contract

47
THINGS TO DO BEFORE TAKING THE SCHEDULES PLUNGE

• Consider the pros and cons of GSA schedule
  contracts
• Be aware that some agencies choose not to use GSA
  Schedules
• Understand that most schedule solicitations are
  unrestricted (only a few have special item
  numbers that are set-aside for small business)

48
FSS Acquisition Centers

• Office and Scientific Equipment Center
• Information Technology Acquisition Center
• Services Acquisition Center
• The Hardware SuperStore
• General Products Center
• Management Services Center
• National Furniture Center
• Office Supplies and Paper Products
• Office of Vehicle Acquisition and Leasing
  Services

49
DOWNLOADING A MAS, SOLICITATION

• FedBizOpps ( www.eps.gov)
• Click-Search FBO Postings
• Click-Active, Archived, Synopses or Award
• Synopses is automatic if you select archived or
  active
• Select appropriate FSC Class
• Select agency (GSA)
• Find block and enter solicitation number

50
(No Transcript)
51
(No Transcript)
52
(No Transcript)
53
(No Transcript)
54

55
ABOUT GSA, MAS, SOLICITATIONS

• Boiler plate/standard clauses comprise 90 of
  solicitation
• Some poorly written jump from one point to
  something entirely different
• Confusing terms
• Federal Supply Schedule Price List (brochure)
• Commercial catalog/price list (vendors)

56
ABOUT GSA, MAS SOLICITATIONS

• All schedule solicitations require
• Submission of a discounted catalog, price list
  or other information to verify pricing
• Submission of Commercial Sales Practice
  information (unless excepted)
• Preparation distribution of a Federal Supply
  Schedule Pricelist brochure

57
ABOUT GSA, MAS, SOLICITATIONS

• Special Item Numbers (SINs) differentiate
  products or services covered
• Vendors can offer products/services that fall
  under a specific special item number
• GSA schedules may have awards for identical items
  at different prices

58
ABOUT GSA, MAS SOLICITATIONS

• Guaranteed Minimum, 2,500
• Applies to contractors that receive orders less
  than 2,500 during term of contract
• Government will pay difference between amount
  ordered and 2,500

59
ABOUT GSA, MAS SOLICITATIONS

• Guaranteed Minimum, 2,500
• Contingent upon timely submission of Contractors
  Report of Sales (GSA Form 72A)
• Only applies if contract expires or cancellation
  initiated by the Government
• Not applicable if contract terminated for cause
  by the Government

60
(No Transcript)
61
ABOUT GSA, MAS SOLICITATIONS

• No preference for small business in most
  instances
• Some schedule solicitations
• Contain a special item number for new items
• Require submission of technical price proposals

62
Technical Proposal

• Information required
• Understanding of requirements
• Professional staff
• Corporate experience
• Past performance

63
Technical Proposal
64
Evaluation Criteria
65
Evaluation Criteria (contd)
66
Technical Evaluation

• Past Performance
• Dunn and Bradstreet (DB) past performance
  evaluation
• List your best customers
• Score less than 90 may be detrimental
• Include completed copy of evaluation forms sent
  to DB with offer

67
Technical Evaluation (contd)

• Past Performance DB for IT
• Form requests 20 customers for evaluation
• GSA may accept less
• Try to provide at least 10
• DB must have responses from at least 3 for
  evaluation

68
Technical Evaluation (contd)

• Past Performance DB for IT
• May not have to be corporate customers
• Previously, customers must have been corporate
  customers
• GSA recently relaxed requirement

69
(No Transcript)
70
(No Transcript)
71
(No Transcript)
72
(No Transcript)
73
Technical Evaluation (contd)

• If no relevant corporate experience
• Dun and Bradstreet (DB) not required (except IT)

74
Technical Evaluation (contd)

• Offeror may provide at least 10 work related
  references for current or proposed staff
• References must demonstrate past experience in
  similar types of work to that being offered
• Must be sufficient to allow GSA to conduct a Past
  Performance Evaluation

75
Technical Proposal (contd)
76
Price Proposal
77
Price Proposal

• Separate from Tech. Admin. Proposals
• Contains all info relative to pricing
• Pricing to be provided using format in Schedule
  of Items in solicitation

78
(No Transcript)
79
(No Transcript)
80
(No Transcript)
81
Price Proposal (contd)

• Contains sufficient info for CO to determine
  items are fair reasonable
• Pricing furnished in sufficient detail to enable
  CO to perform price analysis

82
Price Proposal (contd)

• Pricing data to include one of the following
  formats
• Commercial Sales Practices Format
• Two copies of current published Commercial
  Catalog/Price List
• OR

83
Price Proposal (contd)

• For pricing for services based on market prices
  where catalog prices are not available, offeror
  must provide either
• Information related to prices
• Market prices
• Internal business memos
• Quote sheets, etc., documenting sales of similar
  items (commercial or government)
• OR

84
Price Proposal (contd)

• Information to show how offeror arrived at
  proposed price(s)
• Hourly rate Overhead GA Fee for each labor
  category

85
Price Proposal (contd)
86
SPECIAL CLAUSES AND REQUIREMENTS

• Vets Employment Reporting Program (PL 105-339)
• Applicable to most procurement actions exceeding
  25,000 including schedules
• Must obtain company number from Vets-100 staff
  (703-461-2460)
• Report covers preceding fiscal year-due 9-30
• Detailed instructions at
  http//nvti.cudenver.edu/vets/instructions.htm

87
SPECIAL CLAUSES AND REQUIREMENTS

• Maximum Order Limitation
• Specified amount for price reduction" purposes
  only
• No specific limit
• Extremely important

88
(No Transcript)
89
SPECIAL CLAUSES AND REQUIREMENTS

• Price Reduction Clause
• May lower price to GSA customers at any time
• No penalty
• May not lower price to other customers after GSA
  and contractor agree on price
• Exception is firm fixed price order with definite
  delivery exceeding MOL

90
SPECIAL CLAUSES AND REQUIREMENTS

• Relationship must be maintained throughout term
  of contract

91
(No Transcript)
92
SPECIAL CLAUSES AND REQUIREMENTS

• Price Reduction Clause
• Locks in prices for term of contract
• Contractors penalized monetarily for violation(s)
• Many small businesses hurt in past

93
(No Transcript)
94
Price Reduction Penalty

• Federal Acquisition Report, January 2002 Gateway
  Computer Paid back 9 million for failing to
  adhere to the government price reductions under a
  multiple award schedule contract for computers
  and components.

95
SPECIAL CLAUSES AND REQUIREMENTS

• Industrial Funding Fee (1)
• Contractors rebate to GSA, 1 of all orders
  received under contract (quarterly)
• Funds used to compensate GSA contracting officials

96
(No Transcript)
97
SPECIAL CLAUSES AND REQUIREMENTS

• Contractors Report of Sales (GSA Form 72A)
• Covers dollar value of contract sales including
  IFF
• Due quarterly, 30 days following completion of
  reporting period
• Reported to the Vendor Reports Center (VSC)
• Must register with VSC at [phone]
• Negative reports required

98
(No Transcript)
99
SPECIAL CLAUSES AND REQUIREMENTS

• Preparation of FSS Pricelist brochure
• Paper and electronic versions required
• Paper version not normally due until after notice
  of award received
• Due with offer for IT solicitations

100
SPECIAL CLAUSES AND REQUIREMENTS

• Brochure must be approved by contracting officer
• May be lengthy-30 pages or more
• Incorrect information may require reprint and
  redistribution
• Electronic version for GSA Advantage due after
  notification from contracting officer

101
SPECIAL CLAUSES AND REQUIREMENTS

• Format for FSS Price List Brochure
• Cover page
• FSC group
• FSC class(es)
• Special Item Numbers (SINs) awarded
• Contract number
• Contract period
• Contractors contact information

102
SPECIAL CLAUSES AND REQUIREMENTS

• Format for FSS Price List Brochure
• Contract price or discount(s)
• Maximum order
• Geographic coverage
• Commercial delivery terms
• Expedited delivery
• Point(s) of production
• Prompt payment terms

103
SPECIAL CLAUSES AND REQUIREMENTS

• Format for FSS Price List Brochure
• Foreign items
• F.O.B. points
• Ordering and payment addresses
• Warranty provisions
• Export packing charges
• Terms and conditions applicable to certain SINs

104
SPECIAL CLAUSES AND REQUIREMENTS

• Format for FSS Price List Brochure
• List of service and distribution points
• List of participating dealers (if applicable)
• Applicable terms of rental, training, PM, etc.
• Identification of environmentally preferred,
  energy efficient products and etc.

105
SPECIAL CLAUSES AND REQUIREMENTS

• Format for FSS Price List Brochure
• Sample FSS Price List Brochures available on
  internet by using web browser and searching GSA
  Schedules

106
SPECIAL CLAUSES AND REQUIREMENTS

• Address list for distribution of FSS Price List
  brochure
• May use your own list of customers
• May request list from GSA-labels/diskette
• List may automatically be provided by GSA
• May contain 3000 or more addressees
• May substitute returnable, self-addressed postage
  paid envelope or post card requesting brochure

107
(No Transcript)
108
SPECIAL CLAUSES AND REQUIREMENTS

• Commercial Sales Practices Format
• One of the most important parts of the
  solicitation
• Used by CO to verify pricing and demonstrate
  commerciality
• Versions may differ
• Submission not required in some solicitations
• Alternative information allowed to verify pricing

109
(No Transcript)
110
SPECIAL CLAUSES AND REQUIREMENTS

• Commercial Sales Practices Format
• Show dollar value of sales to general public
  during past 12 months
• Show projected sales for contract term (more than
  25k)

111
(No Transcript)
112
Commercial Sales Practices Format

• Projected annual sales
• Must be at least 25,000 annually
• Be conservative
• Offeror may be deemed non-responsible if firm
  does not have financial capacity to handle
  contract
• Referred to SBA for a COC

113
SPECIAL CLAUSES AND REQUIREMENTS

• Commercial Sales Practices Format (contd)
• Indicate if offer is equal to or better than best
  price to any customer acquiring same items
  (Yes__No__)
• Show discounts/FOB terms/concessions provided to
  your best customers
• Demonstrates commerciality

114
(No Transcript)
115
(No Transcript)
116
SPECIAL CLAUSES AND REQUIREMENTS

• Commercial Sales Practices Format (contd)
• Offeror must state whether discounts/ concessions
  are equal to or better than best price to any
  customer acquiring same items regardless of
  quantity
• If YES, offeror must complete chart showing
  customer(s) receiving offerors best discount

117
SPECIAL CLAUSES AND REQUIREMENTS

• Commercial Sales Practices Format (contd)
• If NO, offeror completes chart for all customers
  receiving a price (discount and concessions)
  equal to or better than price offered to
  government

118
SPECIAL CLAUSES AND REQUIREMENTS

• Commercial Sales Practices Format (contd)
• Offeror must also disclose (yes or no) whether
  there are ever deviations from disclosed
  discounting practices which result in better
  discounts/concessions or lower prices

119
SPECIAL CLAUSES AND REQUIREMENTS

• Commercial Sales Practices Format (contd)
• If yes, offeror to include explanation of
  situations that lead to deviations from its
  standard pricing practice and
• Indicate how often they occur
• Provide explanation of controls employed by
  offeror to ensure the integrity of its pricing
• Offeror must establish that prices are reasonable

120
(No Transcript)
121
(No Transcript)
122
SPECIAL CLAUSES AND REQUIREMENTS

• Commercial catalog/price list-current
• Must provide two copies with offer
• Specially prepared catalog/price list acceptable
• Must be verbatim extract from catalog /price list
  (contractor verification required)

123
SPECIAL CLAUSES AND REQUIREMENTS

• Commercial catalog/price list (contd)
• Indicate SIN next to each item in price list
• Must line out or initial items not offered
• Why GSA does it this way
• Dont have the answer

124
(No Transcript)
125
Price Lists

• Acceptable forms of price lists
• Published
• Printed
• Computer generated
• Internal
• Dealers must submit a copy of their
  manufacturers pricelist(s)

126
SPECIAL CLAUSES AND REQUIREMENTS

• Economic Price Adjustment
• Contractors may submit price decreases at any
  time
• Contractors may request price increases on or
  after first 12 months of contract period
• May be result of price list modification
• No more than 3 increases each 12 months

127
(No Transcript)
128
AT A MINIMUM, A VENDOR MUST PROVIDE

• A completed copy of the entire solicitation
  package including SF 1449

129
(No Transcript)
130
(No Transcript)
131
AT A MINIMUM, A VENDOR MUST PROVIDE

• The catalog or pre-established price list from
  which discounts are to be offered (2 copies)
• Their Federal Supply Schedule Pricelist
  brochure
• Due after award notification except IT

132
AT A MINIMUM, A VENDOR MUST PROVIDE

• A completed Commercial Sales Practices Format to
  demonstrate commerciality
• Documents that previous sales were based on
  discounts from a pre-established price list or
  catalog
• As noted earlier, some schedule solicitations for
  services provide alternatives to submitting a
  Commercial Sales Practices Format

133
IF REQUIRED, A VENDOR MUST PROVIDE

• Technical and Price Proposals
• Primarily for solicitations covering services
• Letter(s) of supply support from manufacturer(s)
• Evidence that offeror will have an uninterrupted
  source of supply
• Documentation supporting difference between
  discount offered to Government and the best
  discount available

134
IF REQUIRED, A VENDOR MUST PROVIDE

• Dunn and Bradstreet past performance survey
• A completed solicitation checklist for IT
• Subcontracting plan if large business

135
FOR IT PROFESSIONAL SERVICES, A VENDOR MUST

• Document IT performance over past 3 years
• Describe 3 projects similar to effort being
  offered
• Project/contract name/description
• Dollar amount of contract/duration
• Point(s) of contact and telephone number(s)
• Two must have been completed within past 2 years
• All 3 must have been completed within past 3
  years
• Required by Clause F-5

136
FOR IT PROFESSIONAL SERVICES, A VENDOR MUST
(contd)

• Complete an IT Services Best Rates, Price and
  Skill/Experience Matrix
• Show labor categories and lowest rates charged
  under IT service contracts performed during past
  3 years

137
FOR IT PROFESSIONAL SERVICES, A VENDOR MUST
(contd)

• Matrix (contd)
• Offerors matrix must support each labor category
  proposed in GSA offer
• Unsupported proposed labor categories will not be
  considered for award
• May require copies of invoices

138
FOR IT PROFESSIONAL SERVICES, A VENDOR MUST
(contd)

• Matrix (contd)
• Show commercial rates (if applicable)
• Show proposed GSA Schedule rates
• Without 1 Industrial Funding Fee
• With 1 Industrial Funding Fee
• Required by Clause F.5 in IT solicitation

139
(No Transcript)
140
(No Transcript)
141
(No Transcript)
142
FOR IT PROFESSIONAL SERVICES, A VENDOR MUST
PROVIDE

• Organizational structure (management)
• History and overview of the organization
• Organizational elements within the company
  participating in providing IT services
• Include a chart
• Financial statement/Annual report

143
Contract Award

• Contracting officer will provide
• A copy of the contract
• Copy of FSS Price List brochure accepted by
  government
• List of addresses that want to receive price list
  brochure (optional)
• Instructions for submitting electronic price list
  brochure

144
Contract Modification

• Types of modifications
• Additional items/additional SINs
• Deletions-contractor must explain
• Price reductions

145
Next Steps

• Where do I go from here?
• How do I get business?

146
Georgia Tech Procurement Assistance Center

• www.edi.gatech.edu/gtpac

147

• QUESTIONS

148
THE END