1. Doing Business with GSA:
An Overview
Doing Business with GSA
Title: Doing Business with GSA: An Overview for New Vendors
Christy L. Jackiewicz
Outreach Program Manager GSA Office of Small Business Utilization

2. Introduction
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The training we provide is designed to help the small business partner with our agency.

3. Purpose Understand how GSA helps small businesses
Learn where to find information
Understand the differences between each program
Identify sources for support
The purpose of this class is to : read points on slide

4. GSA’s role in the Federal Arena
Provide agencies the resources to meet their mission
Design and build office space
Technology
Products
Services
More…
All agencies play an important role in our governments effort to protect, serve and develop our country.
GSA’s role is to make sure those agencies have the tools they need to meet their mission successfully. In most cases we design and build the place where they work, provide the technology they use, access to the services and products they need and more.
We do all this to achieve efficiencies in the performance of administrative functions as well as savings in the cost of operations.

5. GSA’s role in the Federal Arena
Help Small Businesses
Identify agency opportunities
Monitor Large Businesses Subcontracting Goals
Evaluate New Procurements for Small Business Opportunities
Evaluate Policy for Small Business Protection
Provide training and resources for business development
All agencies play an important role in our governments effort to protect, serve and develop our country.
GSA’s role is to make sure those agencies have the tools they need to meet their mission successfully. In most cases we design and build the place where they work, provide the technology they use, access to the services and products they need and more.
We do all this to achieve efficiencies in the performance of administrative functions as well as savings in the cost of operations.

6. What GSA Doesn’t Do For Small Businesses
Match businesses to buyers
Control buyer procurement needs
Influence award to favor one business over another
Determine buyer purchasing priorities

7. Procurement Decisions www.gsa.gov/sustainability
Procurement decisions are directly linked to each agency’s mission.
What are we trying to accomplish?
Who are we serving?
How are the needs of our customers changing?
We have regulations, policies, Executive Orders and more that affect what and how we purchase.
Currently the E.O is requiring that the government focus on “sustainable acquisition”.
Executive Order puts our agency and the whole government in a new direction of thinking more green. Not only about the environment but also about the social and economic impact of our purchasing decisions.

8. Executive Order Federal Leadership in Environmental, Energy, and Economic Performance President Obama, October 5, 2009
95% of all applicable new contracts, including contract modifications, for products and services to be:
Energy-efficient
Non-ozone depleting substances
Water-efficient
USDA Bio-preferred products
EPA Approved Recycled content
Non-toxic or less-toxic alternatives
Beyond new innovations, Executive Order forces buyers to actively seek “sustainable” versions of the products and services they buy.

9.
WHERE IS THE GREEN PRODUCT COMPILATION GUIDE SLIDE?

10. Sustainable Acquisition is also for Services!
In some cases products are used within services that can affect the environment.
Building construction, renovation, or repair
Building operations and maintenance
Building interiors
Landscaping services
Pest management
Electronic equipment, including leasing
Fleet maintenance
Janitorial services
Laundry services
Cafeteria operations
Meetings and conference services
What about the NSF sustainable services protocol – you should mention it.

11. Are you applying for or have a GSA Schedule? www.gsa.gov/elibrary
Schedules are adding new requirements for both products and services.
Currently 11 GSA Schedules have Sustainability Requirements.
Requirements changes impact:
If you don’t meet the criteria your contract may not be renewed
You may not meet the minimum requirements to qualify for award.
Are you a GSA Schedule contractor? Do you know of changes to the schedules regarding sustainable acquisition. How will these changes affect you? Here is a short list of schedules that are changing.

12. Where are the Procurement Opportunities ?
Federal Business Opportunities
Acquisition Central Small Business Forecast
Federal Procurement Data System
Partnering Solutions
Sustainable Acquisition
Tools for Small Business Procurement Opportunities

13. Federal Business Opportunities www.fbo.gov
Advanced Search

14. Opportunity and Procurement Type
Advanced Search Tools
Opportunity and Procurement Type
Benefit
Engage with the buyer before the solicitation is issued
Identify your business as meeting the procurement need
Increase set-asides on procurements
Pre-solicitation
Synopsis/Solicitation
Sources Sought
Modification
Amendment
Special Notice

15. Advanced Search Tools Benefit NAICS and Classification Codes
Match your business categories to current projects
Access complimentary projects that would support partnering
See projects new to FBO
Avoid wasted time self filtering
Identify buyers for marketing campaigns
Bring projects to the table to increase partner interest

16. Acquisition Central www.acquisition.gov
Forecast of Contracting Opportunities

17. Forecast www.gsa.gov/smallbizforecast
Meet the Buyer During the Planning Phase
Identify challenges to improve your offer solutions
Improve cost estimates for projects
Influence small business set-asides
Plan and prep your submissions per quarter

18. Federal Procurement Data System https://www.fpds.gov/fpdsng_cms/

19. Federal Transaction History
Access
Benefits
Awarded Contracts
Top 10
Buyers
Vendors
Award Type
Contract Price
Market Research
Trend Analysis
Generate Reports
Buyer Trend
Socioeconomic Trend

20. Partnering Solutions Contractor Teaming Arrangements www.gsa.gov/cta
GSA Schedule Vendors ONLY
Total Solution
Paid Separate
Team Plans Process
Subcontracting
Any size business
GSA Schedule Projects
Paid by prime contractor
Mentor Protégé
Mentor: GSA Contractors/Prime
Protégé: Any Vendor
Prime Directed Projects
GSA Approved
Subcontracting Agreement
Partnering Solutions

21. Sustainable Acquisition
SFTool
Procure
Product/Service
GSA Advantage
Environmental Program
Search Industry
Green Government Opportunities
Opportunities
Don’t focus on dates posted
Sustainable Acquisition
Sustainable Acquisition

22. Which Procurement Program is the Best for my company?

23. Opportunities Should Drive Program Participation
Determine the opportunities for your company
Select the most beneficial program to engage
Respond to procurements
Ask the right questions at the kick-off
Be better than their last experience to increase your chances of providing solutions in the future

24. Are you the BEST Solution !
Listen Up!
What matters?
Customers Concerns
Customers Budget
Customers Support System
Customers Resources
Customers Vision
Customers Last Experience
So now that you have your customer in front of you, how are you going to be the solution to their problem? Read a few points from the slide…
Are you the BEST Solution !

25. YES! Small Business CAN Do the Job!

26. Minimum Participation Requirements for GSA Programs

27. How to Sell to the Government www.gsa.gov/howtoselltothegovernment
Apply for small business set-aside:
Register on SAM:
Review Opportunities: FBO, Forecast, SBA/Navy Green Opportunities
Identify Programs and Requirements: GSA Schedules, GWAC, IDIQ
Plan and prepare for offer submission
Now that you know what we buy it’s important to know how you can sell to us and also because we take care of the other agencies, you will want to learn how to sell through us.
The first step is to get all your ducks in a row. There are a lot of pre-requisites to working with the government so this page should be your step 1.

28. Multiple Award Schedule Program www. gsa. gov/gettingonschedules, www
Multiple Award Schedule Program
Long-term governmentwide contracts with commercial firms providing access to over 11 million commercial products and services.
Participation
Minimum revenue of $25,000
2 years in business
Commercial Products and Services only
Contractors required to earn $25,000 after 24 month grace period to avoid removal from program
Our most popular program is the Multiple Awards Schedules Program. There are more than 4 million products and services accessible from vendors of all industries. The only thing we can’t purchase from schedules is things like real estate, construction, etc. The schedules are designed to access commercial products and services at a discount. To participate in this program, at minimum you will need: read the slide

29. Indefinite Delivery Indefinite Quantity (IDIQ) www.gsa.gov/idiq
Used to procure technical expertise in areas such as cost estimating, architect/engineer services, seismic/structural/blast services, construction management and inspection, general construction, repair and alteration, design-build, demolition and remediation services.
Participation
Varies with each contract type
Applicable to various industries including construction
Purchase amounts vary
IDIQ’s live in all areas of contracting from off the shelf to design and construction. Because of their vast application, it is important to example the contract type to determine the terms and conditions for your participation.

30. Blanket Purchase Agreements (BPA’s) www.gsa.gov/bpa
Provides easy access to repetitive needs for supplies or services.
Participation:
Current GSA Contract Holders
Compete for Award with other GSA Contract Holders
Annual review of award for Best Value
Most compatible with recurring requirements like office supplies, IT equipment and services, etc.
BPA’s or Blanket Purchase Agreements are an easy tool that works with an existing GSA Contract. Vendors are invited to compete to win the award and then the order is in place for the life of the contract. However, buyers are required to review the award annually to make sure it is still the best value for the government.
BPA’s work best with reoccurring requirements where frequent orders make it inconvenient to compete the contract each time.

31. Federal Strategic Sourcing Initiative (FSSI) www. gsa
Federal Strategic Sourcing Initiative (FSSI)
GSA Contractors
Negotiated Blanket Purchase Agreements (BPA’s)
Most Frequently Purchased Items
Includes small business categories
Some agencies may prefer or require FSSI BPAs.

32. Governmentwide Acquisition Contracts (GWACs) www.gsa.gov/gwacs
Access to the most innovative task or delivery order information technology contracts.
Participation:
Submission dates are limited
Subcontracting to contractors encouraged
Several contract categories for small business
GWACs are for purchasing IT only and are limited to application during specific dates. However, subcontracting is accessible at anytime.

33. GWACS for Small Business www.gsa.gov/sbgwac
8(a) STARS II
Follow-on to 8(a) STARS
8(a) set-aside
Awarded July 31, 2011
Alliant Small Business
Small business set-aside
Allows for cost-reimbursement contracting
VETS
Service Disabled Veteran Owned set-aside
The current GWAC contracts for small business include: read slide

34. Small Business GWAC Tools/Resources www.sbgwacsource.gov
Industry Partner Sales by Agency
To learn more about these vendors before you subcontract to them check out this site and review their success and with what agencies. Market research should always be your standard before partnering or going after prime opportunities. This database let’s you learn a lot about the success of this program. More importantly as you review each contractor you can focus your outreach to increase your business opportunities. We suggest clicking the “Industry Partner Sales by Agency” for your first review

35. Small Business GWAC Tools/Resources www.sbgwacsource.gov
Select GWAC Program and Industry Partner
Obtain:
Vendor Name
Sales
Task Orders
Agency Buyers
Here you can select the GWAC program or contract and then the list of vendors are included in the drop down menu. For this example we selected the 8(a) Stars program and 1 Source Consulting as the contractor. As you can see this vendor has done well with the Department of Commerce and the Depart of Justice. They have not been as successful with GSA. So you may want to continue to scroll through the contractors or the contract program until you find one who has been successful with our agency to look at subbing to do business with GSA.

36. Steps to GWAC Subcontracting
Home Page
Go to
Contract Type
Select Industry Partners
Industry Partners
Contact vendors to seek our subcontracting opportunities.
Once you have decided on the program and contractor you will need more information. You can find the contractors detailed info by following these steps. Read steps off slide. When you click on the “List of Contract Holders” it will open up a spreadsheet with the award information.

37. Set-Asides www.gsa.gov/setasides
Every federal government purchase anticipated to be valued from $3000 to $150,000 is automatically set aside for small businesses as long as there are at least two companies that can provide the product or service.
Participation:
Small Business
Special Certification
8(a) Disadvantaged
Woman Owned
Service Disabled Veteran
HUBZone *
The Global Supply Program is an easy to use program that GSA and other agency’s use for quick purchasing. Often the orders arrive next day. In order to participate on this program you must currently be a GSA Contract holder.
*Zones have changed for FY 2014 (

38. OASIS www.gsa.gov/oasis
The core professional service disciplines to be purchased through an OASIS or OASIS SB acquisition include:
-Program management Services
-Business  Consulting Services
-Logistics Services
-Engineering/Scientific Services 
-Financial Services

39. OASIS
The OASIS contracts will not be IT contracts.  IT is included only to the extent that it is an integral and necessary support component of the professional service based requirement.

40. Mentor Protégé Program www.gsa.gov/mentorprotegeprogram
Scope of subpart. The GSA Mentor-Protégé Program is designed to encourage and motivate GSA prime contractors to assist small businesses to enhance their capability of performing successfully on GSA contracts and subcontracts. Mentoring builds relationships and helps to increase the overall number of contract and subcontract awards through GSA.
The Mentor Protégé Program has been successful in bringing businesses together to sell to the government in a partnering relationship as well. GSA contractors who are large or small mentor small businesses to help them gain new opportunities through contracting projects. This program is monitored for real opportunities and success stories. You can learn more by visiting the site and/or contacting Mr. Tony Eiland who is the program manager.

41. Mentor Protégé Program www.gsa.gov/mentorprotegeprogram
Definitions.
The definitions of small business…are the same as found in FAR Also see 13 CFR 121, 124, 125 and 126.
(a) “Mentor” as used in the GSA Mentor-Protégé Program, is a prime contractor that elects, on a specific GSA contract, to promote and develop small business subcontractors by providing developmental assistance designed to enhance the business success of the protégé.
(c) “Protégé” as used in the GSA Mentor-Protégé Program is a small business concern that is the recipient of developmental assistance pursuant to a mentor-protégé arrangement on a specific GSA contract.
The Mentor Protégé Program has been successful in bringing businesses together to sell to the government in a partnering relationship as well. GSA contractors who are large or small mentor small businesses to help them gain new opportunities through contracting projects. This program is monitored for real opportunities and success stories. You can learn more by visiting the site and/or contacting Mr. Tony Eiland who is the program manager.

42. To Learn More about the GSA Mentor Protégé Program.
Visit the information page at and attend FREE training at
The Mentor Protégé Program has been successful in bringing businesses together to sell to the government in a partnering relationship as well. GSA contractors who are large or small mentor small businesses to help them gain new opportunities through contracting projects. This program is monitored for real opportunities and success stories. You can learn more by visiting the site and/or contacting Mr. Tony Eiland who is the program manager.

43. Small Business Advocates in GSA www. gsa. gov/osbu, www. gsa
Small Business Advocates in GSA
Each Federal agency has an Office of Small Business Utilization put in place by congress “…to promote the maximum practicable use of all designated small business categories within the Federal Acquisition process…” These advocates report to the head of their agency on the success of this partnership.
Finding creative new ways to educate
Sponsoring and delivering business development training
Integrating low-cost networking events into established venues
Providing free counseling and more…
I hope as we are going through this presentation you are feeling more and more like there is a light at the end of the tunnel for doing business with GSA. But did you know you also have an advocate in every Federal agency making sure that you are being treated fairly in the acquisition process? Read Slide part A (top).
So what does this mean for you? GSA’s Office of Small Business Utilization is …Read Slide Part B (bullets)

44. GSA Partners Advocating for Small Businesses
Small Business Administration
SBA provides business counseling, training and business development specialists providing free and low-cost services in your area U-ASK-SBA ( )
Procurement Technical Assistance Centers PTACs are dedicated to assisting businesses seeking to compete successfully in federal, state and local government contracting.    and
 Federal OSBU Agency Offices
The Small Business Act as amended by Public Law established the Office of Small and Disadvantaged Business (OSDBU) to promote the maximum practicable use of all designated small business categories within the Federal Acquisition process.
With all that GSA is doing to work with small business, we can’t forget our small business advocacy partners who are hosting events, inviting us to the table and helping us help small business. These partners continue to grow and we invite you to visit their sites and get to know all the opportunities they have waiting for you.

45. Our website is designed just for you!!!
Training
Opportunities
Tools and Resources
Help (
Part of our creativity in meeting your needs includes developing new sustainable connection sources like our new “smallbizguide” page which is growing with videos, publications and more to come. We have tailored events to highlight those special to small business. Our new Interact site which is hosted by GSA has it’s own community for small business that includes blogs, discussion boards and so much more.

46. GSA and Social Media
(procurements, events, training, news and other valuable small business information)
We are also sharing information and getting great feedback from small business through our Twitter and newly added Facebook page. Let us know what social media you want to reach us on and we will be sure to add them.

47. GSA Sources of Support Public Building Service
PBS Industry Relations
Construction, Real Estate, Architecture, Interior Design
Public Building Service
National Customer Service (800)
Commercial Products and Services
Federal Acquisition Service
Office of Small Business Utilization 855-OSBUGSA
gsa.gov/smallbizsupport
Small Business Liaison
Office of Small Business Utilization
GSA Sources of Support
As we close out this training, we want to make sure to leave you with the customer service numbers that connect you to GSA directly. Our PBS office contracts in the industry of (read the second bullet). FAS works with (read the second bullet) and of course our OSBU office helps with both.

49. Small Business Solutions
We want to hear from you. Please share your success stories, comments, questions and concerns.
General Services Administration
Office of Small Business Utilization
1-855-OSBUGSA ( )
Thank you for allowing us to provide this training to you today. We want to hear from you so that we can keep improving our service to you as you strive to do business with our agency.
Small Business Solutions