1. GSA Schedule Contracting for the Security Industry
Lynn de Seve

2. Who is GSA Schedules, Inc?
A small woman owned business since 1984
Founded by Lynn de Seve, President
30 years of experience providing GSA contract support for manufacturers and integrators
Representing the industry leaders in highly successful GSA Contracts for security, fire, building controls, telecommunications, power and more
Providing cradle to grave support for GSA Contract programs from development through maintenance.

3. How does the Government purchase?
Open Market Small Purchases
“Request for Quote” (RFQ) written
Verbal requests
Electronic solutions
Formal Competitive Bids
Advertised in
GSA Schedule Contracts
eBuy
RFQs
BPAs and Teaming
GSA Global Supply
Reverse Auctions
UNIQUE CHALLENGES OF DOING BUSINESS WITH THE GOVERNMENT
Unique Language
Complex Rules – Federal Acquisition Regulations (FAR)
Specific Required Paperwork and Reports
Many Layers to Decision Makers
Unique Sales Cycle
Audits and other Compliance Visits

4. What is the most effective contract vehicle for selling to the U. S
What is the most effective contract vehicle for selling to the U.S. Government?
The most cost effective and efficient methods for selling to the Government
Schedule 70 and 84 for Security and State and Local Government
All GSA Schedules for Disaster Recovery

5. Who is GSA? GSA is the General Services Administration.
The General Services Administration is a government entity that provides many administrative and management services to other agencies.
Contract administration and purchasing support.
Management of buildings.
Management of transportation.
Management of multiple award contracts.
The Federal Acquisition Service is the branch of GSA that manages the GSA Multiple Award Schedule Contracts.
Various Acquisition Centers manage the GSA MAS Contracts for various commodities around the US.

6. What is a GSA Contract?
A GSA MAS (Multiple Award Schedule) Contract is a contract between the General Services Administration and contractors utilized as a purchasing vehicle by Federal Government agencies for supplies and services.
The multiple award schedule program provides the Government with a choice of contractors rather than a single source.
GSA’s awards are based on negotiations with the contractor that result in the Government receiving terms and pricing equal to the contractor’s most favored customer pricing and terms. GSA has pre-determined the pricing and terms are fair and reasonable saving the agency valuable time and money.
Cuts through the red tape of purchasing and other Federal Acquisition Requirements.
COMMON MISCONCXEPIONS:
It’s not a certification of your product!
It’s not a list!
It is not a guarantee of business!
It does not eliminate competition!

7. Who can use the GSA Contract?
All Federal Government Agencies
Prime Contractors with letter of authority
Mixed Government Ownership
United Nations, WMATA, DC Gov, etc.
To see eligibility list at , enter “eligibility” under search.
Schedule 70 and 84 eligible for State and Local
All Schedules eligible for Disaster Recovery!

8. Who can hold a GSA Contract?
Manufacturers directly.
Manufacturer’s with Dealer Participation.
Dealers or integrators with “supply letters”.

9. What are the Benefits of using a GSA Schedule Contract?
An agency can avoid going out to formal bid and instead purchase according to a “simplified ordering process” with quotes from 3 companies for a “best value” choice, rather than lowest bid.
Saves time and therefore $$$ for both the contractor and the Government
GSA’s new eTools make it easy for agencies to issue informal RFQs, find vendor information such as the GSA pricing and terms and a listing of the vendor’s GSA Dealers.
There is no requirement to advertise a bid and no maximum dollar limit!

10. Simplified Ordering Procedures for GSA per FAR 8.4
Orders under the micropurchase threshold of $3500: Place order directly with contractor for the item that best meets your needs.
Orders over the micropurchase threshold: To ensure a "Best Value" determination is made, as required by FAR 8.4: Review the GSA Advantage! on-line electronic ordering system or Review 3 schedule price lists Consider price, plus administrative costs Place order directly with GSA contractor.
New requirements for services over $150K. A statement of work is required. 3 responses are required.
WHAT IS MEANT BY BEST VALUE:
Price
Special Features that are performance related not provided by a comparable item.
Trade-in considerations
Life expectancy of product selected as compared to like item.
Warranty considerations
Maintenance
Availability
Experience & Past Performance
Environmental and energy efficiency considerations
Comfort / Suitability of the item
Delivery time
Your administrative cost
Training need or provided
Technical qualifications
Other

11. GSA Schedule Centers GSA Specialized Buying Centers
IT Acquisition Center
Arlington, VA
Schedule 70
Management Service Center
Auburn, WA
Greater Southwest Acquisition Center
Ft Worth, TX
Schedules 84, 56 & 66
National Furniture Center
Schedule 71
Services Acquisition Center
Office Supplies & Administrative Services
New York
Schedules 81 & IB
Facilities Maintenance & Hardware
Kansas City, MO
Schedules 03FAC & 51
GSA Schedule Centers

12. Some of the Schedule Programs for IT, Security, Law Enforcement, Fire, & Services
Schedule 70 IT/Telecommunications
Schedule 84 Law Enforcement, Security, Emergency Preparedness First Responder, Marine, Special Clothing
Schedule 56 Building Products, Power, Prefabricated Structures, Guard Booths
Schedule 03FAC Facilities Maintenance
Schedule PES Engineering Services
Schedule MOBIS Consulting

13. When can we submit a GSA Offer?
GSA offers a continuous “open season”.
You can submit when you are ready
The Contract is good for 5 years with 3 five year extensions
Make sure you have completed SAM and D & B info is in good shape
Be prepared to provide financial data

14. Preliminary steps or what information is needed?
Register your company at SAM.gov
Obtain Digital Certificate
Open Ratings Report (past performance)
Take “Pathway to Success” online class
Complete Readiness Assessment
Two years financial statements
Research competitors

15. Determining Products to Offer
Determine product types and brands you wish to offer
Which GSA Schedule Program is right for my company?
Do you buy directly from the manufacturer?
Is the manufacturer’s item already on the GSA Contract?
Does the manufacturer offer a “Letter of Supply”?
Do other companies offer the same item?
Is your company able to offer the items at a competitive price?
Is a special certification required for the products?
Are the items TAA compliant?
Have you sold the items previously?

16. Determining Services to Offer
Ancillary
Minor Construction
Professional
Life Cycle System Support including Maintenance
ID Management PACs Certification (CSEIP)

17. Additional Requirements
Letter of Supply for products as appropriate
Commercial or Market Price Lists
GSA Price Proposal Price List
Commercial terms such as warranty and restocking changes
Company history and capabilities questions
Quality Control questions
SCA labor categories as applicable
Project references recent 2 years and questions per SIN
5 each for Schedule 84
3 each for Schedule 70

18. The Submission to Award Process
Submission of Completed Proposal online
Review by GSA or Clarification
Assignment of Contracting Specialist
Financial Review
Discussions/Clarifications
Negotiate Terms and Conditions
Submission of Final Proposal Revision
Award
Upload Text and Catalog File to GSA Advantage

19. What is meant by “most favored customer” and does the Government really get the lowest price under any circumstances?
GSA ‘s goal is to negotiate an award with pricing and terms equal or better than the contractor’s most favored class of customer. Also known as the MFC but also with competitive pricing for identical items.
Based on the disclosures, pricing research and the negotiation the final award has been determined fair and reasonable by GSA.
In some instances a customer class may be excluded from the basis of award.

20. I’m a manufacturer – how do I get started?
Register with the System for Award Management at
Subscribe to for open market or formal bidding opportunities over $25K.
Put together a strategy for visiting agencies.
Consider submitting a GSA Contract for your products.
Consider setting up GSA authorized resellers that may also be able to install your equipment.

21. I’m reseller, how do I get started?
Register your company with SAM.gov
Subscribe to
Contact suppliers for a “supply Letter” or to see if their GSA Contract allows you to be an authorized dealer.
Submit your own contract w/ service rates.
Prepare a market strategy for visiting Gov agencies.
Dedicate a staff member for Government Sales.
Use GSA e Tools to find business and competition

22. How do I find Government opportunities including RFQ’s, GSA buys or formal bids?
Agency RFQ’s may be ed, faxed or sent electronically
Agency may call for a verbal verification of terms
Agencies may advertise in
Agencies may use electronic RFQ solutions such as GSA eBuy at
Only GSA Contract holders with pricing on GSA Advantage are able to review and respond to GSA eBuy.

23. Find vendors GSA info and reported GSA Sales
View GSA contract holders using key words, name or part number under GSA Advantage ( or under the GSA Schedules eLibrary (
To view sales under a contractor, a specific schedule or a SIN number - Log on to: Print or download a report.

24. GSA Contract Maintenance
Use GSA solicitation attachments for changes/modifications or eMod.
Keep all administrative information current
Update GSA Advantage
Update GSA Authorized PL
Pass on any price reductions immediately
Keep SAM current
Stay up-to-date with mass modifications

25. Compliance for GSA Suppliers
Set up an order tracking process
Determine when you will recognize the sale
Keep good records
Document problems
File required GSA sales reports and pay IFF on time!
Careful of TAA issues
Careful of Scope Issues
Disclose Open Market Items in writing
Make sure to include prompt payment discounts on invoices

26. What is the Industrial Funding Fee?
Agencies fund the GSA through schedule sales by paying a fee.
GSA Sales are reported on a quarterly basis to GSA.
The rate is currently 0.75% percent as of January 2004.
Sales are reported on-line within 30 days of the end of the quarter to the Vendor Support Center

27. GSA will schedule a review visit
The GSA ACO will monitor your sales activity and compliance to the requirements.
The ACO’s representative (the IOA) will visit you yearly or at least 3 times during the contract option period either at your office or virtually.
The IOA will review for accuracy in reporting sales, review pricing, spot check to see if you are accepting “in scope orders” and keeping your contract current.
The results of the visit will be sent to your GSA PCO and a report will be issued.

28. What if I need Help?
Free online training for new vendors
Free assistance from local PTACs
Review the GSA eLibrary and contact appropriate GSA Office for questions under the Schedule program that best fits
The Vendor Support Center has many resources for education and marketing at
Call GSA Schedules, Inc

29. Words of Wisdom: “Get It Right!”
If you do not understand, seek help because Non-Compliance to the contract can result in:
Required refunds to agencies
ACO audit
IG Audit
Fines imposed by GSA
Cancellation of the GSA Contract
Civil and Criminal Penalties

30. NEWS FLASH Pilot programs for TDR – transactional data reporting
Spring Board program for vendors with less than 2 years of experience for Schedule 70.
FASt Lane process for Cyber, Health Care on Schedule 70
New SINs for PACs certified products and services on Schedule 84
New FAR rules for Contractor Compliance

31. GSA Schedules, Inc. (Coach)
Lynn de Séve President, GSA Schedules, Inc (cell) (ofc)