Federal Acquisition Service U.S. General Services Administration Multiple Award Schedule (MAS) Offer Presentation “Pathway To Success” Brenda Pollock Program Analyst GSA/FAS/QVOC May 2010

Building Your “Pathway To Success” Is an MAS Contract A Good Fit? Three Questions To Answer Not A Good Fit At This Time Pursue Other Opportunities Reevaluate When To Make An Offer Making An Offer MAS Training Read, Locate, Understand The MAS Solicitation Develop an MAS Contract Specific Business Plan Prepare And Submit An Offer MAS Contract Award

3 Section I  Multiple Award Schedules (MAS) Program Overview  GSA’s MAS Program  Opportunities  Rewards

4 GSA’s 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)

5 MAS Contract Opportunities  Government’s 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

6 TOTAL SALES OF ALL SCHEDULES October 1, 2008 – September 30, 2009 CATEGORYTOTAL 72A SALESPERCENT OF TOTAL Large$24,292,291, % All Small$13,732,528, % VOSB $ 1,162,799, % SDVOSB $ 929,081, % HUBZ $ 272,484,198.72% SDB $ 2,796,706, % WOSB$ 2,534,922, % TOTAL NATIONAL SALES: 38,024,820,147

7 SOCIOECONOMIC BREAKDOWN OF FAS MULTIPLE AWARD SCHEDULES VOSB2,465 SDVOSB 989 HUBZ 581 SDB2,200 WOSB3,761 Of the 14,920 Small Businesses, 7,656 belong to at least one socioeconomic category, 7,264 are “just small”. The following numbers belong to corresponding socioeconomic Sub-categories. Note: All numbers are for active, FAS Multiple Award Schedule contracts as of Jan 27, Some contractors fall into multiple socioeconomic sub-categories, therefore subtotals will not add up to 7,656 NUMBER OF CONTRACTSPERCENT OF MAS Large Business3, % Small Business14, % TOTAL*18,718

8 MAS CONTRACTS WITH LESS THAN $25,000  Of the 17,964 MAS contracts 5,140 have reported less than $25,000 in sales on those contracts in the most recent 4 quarters. 3,518 with $0 sales 1,622 with between $46 and $24,995 5,140 total with less than $25,000  Some of these contractors may have actually had sales, but are delinquent in reporting or have under reported sales.  Some of these contracts are in the process of being cancelled.

9 MAS Contract Rewards  Dependable And Reliable Business  Innovative  Fast Growing Commercial Acquisition Program  Government-Wide Contract

10 Section II Is an MAS Contract A Good Fit?

11 The Government Marketplace  Federal Business Opportunities (FedBizOpps)  Federal Procurement Data System - Next Generation (FPDS-NG)  Forecast Of Government Opportunities

12 Federal Business Opportunities

13 Federal Procurement Data System Next Generation

14 Opportunities Dept. Of Defense Dept. Of Energy National Aeronautics And Space Admin. Dept. Of Veterans Affairs U.S. General Services Admin. Dept. Of Health And Human Services Dept. Of Agriculture Dept. Of Justice Dept. Of the Interior Dept. Of Education

15 More Opportunities –“Government Executive Magazine” –“Federal Computer Week” –“Government Computer News” –“Washington Technology” –“Federal Times”

16 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

17 Competition  GSA Schedules eLibrary  GSA Advantage! ®  GSA Schedule Sales Query ssq.gsa.gov

18 Schedules eLibrary

19 Schedule 70 (Example)

20 GSA Advantage! ®

21 GSA Advantage! ® (Example)

22 Schedule Sales Query

23 Schedule Sales Query (Example)

24 Schedule Sales Query (Example)

25 Preparation  Devote Resources  Develop Expertise  Prepare an MAS Contract Specific Business Plan

26 Section III  Not A Good Fit At This Time  Actively Pursuing Opportunities  Re-evaluate When To Make An Offer

27 Open Market Opportunities

28 Subcontracting Opportunities

29 Finding Subcontracting Opportunities

30 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:  SBA’s Procurement Center Representatives Program  GSA Headquarters And Regional Small Business Centers

31 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

32 Section IV  Making An Offer  Taking Steps Toward Having A Successful MAS Contract

33 Getting Started  Take GSA’s MAS Training Courses  Locate, Read, And Understand The MAS Solicitation  Develop an MAS Contract Specific Business Plan  (NOTE: Not A Solicitation Requirement)

34 GSA MAS Training

35 Locate, Read, And Understand The MAS Solicitation

36 Clauses Incorporated By Reference  Federal Acquisition Regulation (FAR) - 52  General Services Acquisition Manual (GSAM) - 552

37 Planning For Success  “Failing To Plan Is Planning To Fail”  The Plan Should At Least Cover Two Major Areas:  Business Development  Contract Compliance

38 Creating A Business Development Plan  Identifying Your Target Market  Distributing Your MAS Pricelist  Maximizing Your Presence On GSA Advantage! ®  Seizing Opportunities In eBuy  Expanding Opportunities Through Teaming  Participating In GSA’s Marketing Partnership  Maximizing Advertising Opportunities

39 Identify Your Target Market

40 Capturing Your Target Market  As Part Of Your Business Development Strategy Consider:  Developing A Business Opportunities Database  Building Relationships With Potential Customers

41 Distributing Your MAS Pricelist  Here Are A Few Options For Distributing a 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

42 Maximizing Presence On GSA Advantage! ®

43 Seizing Opportunities In eBuy

44 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

45 GSA’s Marketing Partnership

46 GSA’s Marketing Partnership Con’t

47 Government Advertising Opportunities  Consider Advertising Opportunities  Government Targeted Publications May Help Maximize Opportunities

48 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

49 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

50 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

51 Scope Compliance  MAS Contractors Must Comply With The Scope Of Their Contract  Areas To Consider:  Education  Contractor Teaming Arrangements  Open Market Procedures  Management Controls

52 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

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

54 Sales Reporting And IFF Remittance Compliance  GSAR Industrial Funding Fee (IFF) And Sales Reporting  MAS Contractors Are Responsible For Reporting All MAS Contract Sales And Remitting The IFF

55 Administrative Compliance  Keeping The MAS Contract Current  Records Retention  Payment

56 Section V  MAS Proposal Process  Electronic Vs. Paper Offer  Completing an MAS Solicitation  MAS Proposal Evaluation Process

57 Electronic Vs. Paper MAS Offer  eOffer  Submit Proposal Electronically  Paper Offer  Submit Paper Proposal Directly To The Acquisition Center That Manages That Particular MAS Solicitation

58 Getting Started With eOffer

59 Completing an MAS Solicitation  Before Beginning:  Data Universal Number System Number (DUNS)  Central Contract Registration (CCR)  Dun & Bradstreet (D&B) Open Ratings Past Performance Evaluation Report

60 Completing an MAS Solicitation Con’t  Cover Letter  SF 1449  Special Item Numbers (SINs)  Complete Solicitation Provisions  Online Representations and Certifications Application (ORCA)

61 Completing an MAS Solicitation Con’t  MAS Proposed Pricing:  Provision GSAR Preparation Of Offer  Complete Commercial Sales Practices (CSP-1)  Proposed MAS Pricelist In Accordance With Clause I-FSS-600

62 How Does GSA Evaluate an MAS Offer?  Completeness  Scope  Responsibility  Subcontracting  Proposed MAS Pricing And Price- Related Terms and Conditions

63 Completeness  GSAR Evaluation – Commercial Items (Multiple Award Schedule)

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

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

66 Integrity And Business Ethics

67 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

68 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

69 Small Business Subcontracting Plan  Required If:  Large Business  Estimated MAS Sales Over $550,000  Procuring Contracting Officers (PCO) Will Review 11 Elements Of The Plan For Acceptability

70 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

71 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

72 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

73 Web Addresses  Forecast of GSA Opportunities  Center for Acquisition Excellence Training  Pathway to Success Training  Federal Procurement Data System (FPDS)  Federal Business Opportunities (FBO)  GSA Schedules e-Library  GSA Advantage!  GSA Schedule Sales Query ssq.gsa.gov  GSA eOffer  MAS Express Program  Small Business Administration (SBA)

74 Brenda Pollock Socio Economic Program Division