1. GSA Contracts
Training

2. Presenter
Felix Zapata, Director of Operations

3. What is a GSA Contract
The technical definition of a GSA Schedule Contract is a government wide, indefinite delivery, indefinite quantity (ID/IQ) multiple award schedule (MAS) contract.  
Government wide – Can be used across agencies.  Can be used by any federal agency from DOD and DHS, to FEMA and the Department of Energy
Indefinite Delivery, Indefinite Quantity – Open ended, No set amount.  While the term of the contract is fixed, the deliverables are not.  During the term the Contract, any federal customer can order an unlimited amount of products or services
Multiple Award Schedule – More than one company can receive the contract.  A company can apply to obtain a GSA Schedule Contract at any time and there is no cap on the number of companies that can be awarded a contract.

4. More - - Definition
Completing the GSA certification process means that a Contractor has been awarded a GSA Schedule Contract. This contract is not tied to any actual purchases, it is simply an established contract vehicle, or a “License to Hunt.” This long-term contract with the General Services Administration’s allows federal agencies to purchase from a pre-approved company

5. Benefits Over $34 Billion in Annual Sales
Legitimizes a Contractor as a trusted source
It Reduces the Pool of Competition
Completed many parts of a Purchase Order already, which cuts-down the paperwork
It Can Be Used by All Federal Agencies and in Some Cases, State & Local Gov Buyers
Contractors with GSA certification enjoy access to online GSA systems

6. Company Qualifications
For the most part companies must meet the following
criteria:
Financial Stability
At Least 2 Years in business for products; 3 yrs for services
Gross sales at least $100k - $150k
Past Performance; Minimum of 6 customers references & at least 3 completed projects/contracts with in the past 2 years
Products Commercially Available
Products Compliant with the Trade Agreements Act. End product must be manufactured or substantially altered within the U.S. or a “designated country” per TDA

7. Client Preparation Process
Obtain a D-U-N-S number ($0 - $299)
Register in SAM (System for Award Management)
Identify appropriate SIN (Special Item Number) to list your products & services within chosen schedule
Provide detailed information on company background, completed contracts, marketing efforts, and quality control procedures
Provide profit & loss statements & balance sheets for the last two years
Submit pricing/description of products/services for each SIN (including discounts)
Complete the mandatory “Pathway to Success Education Seminar” (
Complete the mandatory “Readiness Assessment” self-evaluation (
Order Customer Reference Report (Past Performance Evaluation) from Duns & Bradstreet prior to mailing package to the GSA (cost $215.00)
Register and purchase “Digital Certificates” for each negotiator ($ ea. / 2yrs and must be notarized $0 - $10)

8. Supporting Documents Pathways to Success Training Certificate
Readiness Assessment
Agent Authorization Letter (If Applicable)
Completed Offer Response Document
Completed SAM Profile (With FAR Report)
Online Representations and Certifications Application
Completed Open Ratings Evaluation and Order Form (reference must be within the last 2 years)  
Commercial Sales Practice Format
Complete Small Business Subcontracting Plan (If Applicable)  
Summary of Offer
Cancellation/Reject Notices (If Applicable)
Other GSA Contracts (If Applicable)
Other Pending GSA Offers (If Applicable)
Balance Sheets for 2 most recent years
Profit and Loss Statements for 2 most recent years
Corporate Experience Narrative
Project Experiences Narrative(2 projects per SIN, no more than two years from receipt of the GSA offer, each project may not exceed 4 pages per project)
Quality Control Strategies Narrative
Identify Pricing Structure
Pricing Narrative
Training Course Pricing (If Applicable)
Domestic/Overseas Rates (If Applicable)
Customer/Contractor Rates (If Applicable)
Commercial Pricelist/Standard Rate Sheet (If Applicable)
Economic Price Adjustments
Labor Category Descriptions (If Applicable)
Estimated Sales Rationale
Pricing Fair and Reasonable Narrative
Supporting Documentation for Labor Categories/Services Offered (i.e. invoices proving previous experience)
Professional Compensation Plan
Uncompensated Overtime Policy
Service Contract Act Statement/Matrix
Evidence of Security Clearance (If Applicable)
List of agencies, bureaus, or contracting offices which you have targeted to sell your product or service, if any.

9. How to get GSA Certified
Lengthy proposal process
Initially, a document package, called an “”offer”” is prepared 
Then, submitted electronically to the GSA for review
GSA commonly respond with several clarification items
Negotiations are then scheduled to determine final GSA Contract Pricing
The final terms and conditions agreed upon in Negotiations are wrapped-up in the Final Proposal Revisions document (FPR)
GSA Certification is completed = GSA Contract Award

10. Product and Services Including:
Building Materials
Computer Technology
Furniture
Automotive equipment
Medical and pharmaceutical equipment
Law enforcement equipment
Office supplies
Sporting Equipment
Advertising and marketing
Environmental
Management consulting
Professional engineering
Staffing
Training and educational
Transportation and delivery 

11. GSA Schedules (some) 03FAC FACILITIES MAINTENANCE AND MANAGEMENT
23V AUTOMOTIVE SUPERSTORE
36THE OFFICE, IMAGING AND DOCUMENT SOLUTION
48 – TRANSPORTATION, DELIVERY AND RELOCATION SOLUTIONS
51 V – HARDWARE SUPERSTORE
520 – FINANCIAL AND BUSINESS SOLUTIONS (FABS)
541 – ADVERTISING & INTEGRATED MARKETING SOLUTIONS (AIMS)
56 – BUILDINGS AND BUILDING MATERIALS/INDUSTRIAL SERVICES AND SUPPLIES
58I – PROFESSIONAL AUDIO/VIDEO TELEMETRY/TRACKING, RECORDING/REPRODUCING AND SIGNAL DATA SOLUTIONS
599 – TRAVEL SERVICES SOLUTIONS

12. 520 – FINANCIAL AND BUSINESS SOLUTIONS (SINs under Schedule 520)
520 1 Program Financial Advisor $1M
520 2 Transaction Specialist $1M
520 3 Due Diligence and Support Services $1M
520 4 Debt Collection $1M
520 5 Loan Servicing & Asset Management $1M
541110
   
*SIN = Special Item Number

13. North American Industry Classification System

14. Our GSA Services Include
Phone consultation, helping clients understand the GSA schedule/contract process
Help identifying the appropriate schedules and Special Item Numbers (SINs)
Assisting the client to gather necessary documents to develop GSA Schedule Proposals
Uploading the application and supporting documentation into the GSA Federal Acquisition Service online system (eOffer/eMod)

15. Order Process Steps Order is placed, payment made, and terms signed
Client completes and submit initial questionnaire
Client registers in the System for Award Management (SAM). Determine NAICS code(s) & update in SAM profile
Participate in conference call with service consultant
Review company information with consultant for him/her to prepare the Readiness Assessment
Provide pricing proposal for each product/service provided
For employees, must submit full duty descriptions w/experience

16. Order Process Steps, Cont.
Fill out Corporate Experience Questionnaire, P &L and balance sheets for previous 2 years and return to Service Consultant
Service Consultant will download appropriate GSA Schedule and complete based on information provide
Client registers and purchases “ Digital Certificates” for company’s negotiator
Client completes mandatory “Pathway to Success Education Seminar”
Client orders Customer Reference Report (Past Performance Evaluation) - D&B
Service consultant completes proposal in eOffer & send login info to client

17. Order Process Steps, Cont.
Client reviews electronic GSA schedule proposal when handled over by consultant and submit to GSA using his/her digital certificate
A GSA Contracting Officer will be assigned and conduct an intense and thorough review (may request additional information and/or clarifications)
Average processing time is 8 months to 1 year
Company official/negotiator will maintain contact with GSA’s Contracting Officer
After negotiations are complete, client prepares and submit a Final Proposal Revision (FPR) that synopsizes entire proposal and includes finalized pricing as negotiated
Contractors will receive a Contract Award and GSA Schedule Contract Number approximately a week after submitting the Final Proposal Revision

18. Terms of Service - Highlights
Limited to the preparation of the documents needed for the GSA Contracting Officer making a determination
No approval guarantee
Includes review all company’s contact information and corporate experience questionnaire for completeness
Not responsible for disqualification due to incomplete or wrong information provided
90 to 180-day process (BizCentral)
Mandatory seminars and certificates that the client must obtain to include with the application
Support throughout the various steps of the application process up to the point of submission

19. Conclusion
An established contract vehicle, or a “License to Hunt”
Allows government agencies to purchase from a pre-approved company
Mandatory seminars and certificates that the client must obtain to include with the application
The process is grueling; Lengthy proposal process
BizCentral can help in providing and submitting the right information