1. Office of Small Business Utilization U.S. General Services Administration Obtaining a GSA Multiple Award Schedule Understanding and Beginning the Process

2. 2 Overview  Excellence in the Business of Government. GSA provides workplaces by constructing, managing, and preserving government buildings and by leasing and managing commercial real estate. GSA's acquisition solutions offer private sector professional services, equipment, supplies, telecommunications, and information technology to government organizations and the military. GSA policies promote management best practices and efficient government operations.  GSA Schedules program achieves more than $40 billion dollars in sales every year for businesses partnering with us. Businesses who participate in this program have the potential to be very successful, however, success is not guaranteed.  This training is developed to help companies determine if this program is a good fit for their future goals and how to take the next steps to participate.

3. 3 Agenda You will be able to identify:  Program Purpose  What is GSA  Why the GSA MAS Program  Who Buys from this Program  Participation Criteria  Sales  Certifications  Experience  Time  Business Decision  Pros  Cons  Downloading the Materials  E-Library  FedBizOpps  Schedule Solicitations  Summary and Support  Resources  Points of Contact  News You Can Use  Q & A and Live Web Example

4. 4 Glossary of Terms GSA – General Services Administration MAS – Multiple Award Schedule GSA MAS Program – General Services Administration Multiple Award Schedule Program GSA Schedule – abbreviated form of the program name. Schedules Program – abbreviated form of the program name. GSA Schedule Number – The breakdown of program categories such as “Schedule 70 – Information Technology”, “Schedule 72 II – Furnishings”, etc.

5. 5 Program Purpose

6. 6  What is GSA  GSA leverages the buying power of the federal government to acquire best value for taxpayers and our federal customers.  We exercise responsible asset management.  We deliver superior workplaces, quality acquisition services, and expert business solutions.  We develop innovative and effective management policies  Why the GSA MAS Program  The GSA MAS Program provides a discounted resources for government buyers purchasing commercial products and services.  Who Buys from this Program  Federal, State and Local Governments  Benefits  Agencies save tax dollars  Pre-Negotiated  Purchase directly from seller  Access to many agency’s from one procurement vehicle

7. 7 What is a Schedule? It is the category of business identified by a Number and Description for this program. POC Schedule No. and Description Item Number and Description List of GSA Contractors and Contract Details

8. 8 Participation Criteria 1.Minimum Revenue 2.Pre-Requisites 3.Past Performance 4.Complete Solicitation 5.Submit Offer to GSA 6.Review Process 7.Negotiate Terms and Conditions 8.Accept or Reject 9.Contract Number 10.Market

9. 9 Standard Process – www.gsa.gov/schedules  Minimum Qualifying Sales  $25,000 in sales per year  Pre-Requisites  Central Contractor Registration www.ccr.gov  Small Business Certifications www.sba.gov  North American Industrial Classification www.census.gov/naics  Online Representations and Certifications https://orca.bpn.gov/  Experience Past Performance Review ($185.00) conducted by Open Ratings www.openratings.com  GSA Award Time  120 Days or longer

10. 10 MAS Express Process – www.gsa.gov/masexpress call (866) 472-5738 or email to mas.express@gsa.gov  Minimum Qualifying Sales  $100,000 in sales per year  Limited Schedule  Certification  Online Training “Pathway to Success”  Central Contractor Registration www.ccr.gov  Small Business Administration www.sba.gov  North American Industrial Classification http://www.census.gov/eos/www/naics/  Online Representations and Certifications https://orca.bpn.gov/  Experience Past Performance Review conducted by Open Ratings www.openratings.com  GSA Award Time  30-60 Days

11. 11 Limited MAS Express Schedule Participation (current as of February 2010)  Schedule 36 - The Office, Imaging and Document Solutions  Schedule 48 - Transportation, Delivery and Relocation Solutions  Schedule 51 V - Hardware SuperStore  Schedule 58 I - Professional Audio/Video, Telemetry/Tracking, Recording/Reproducing, and Signal Data Solutions  Schedule 67 - Photographic Equipment—Cameras, Photographic Printers, and Related Supplies and Services (Digital and Film-Based)  Schedule 70 - General Purpose Information Technology Equipment, Software, and Services  Schedule 73 - Food Service, Hospitality, Cleaning Equipment and Supplies, Chemicals, and Services  Schedule 75 - Office Products/Supplies and Services  Schedule 78 - Sports, Promotional, Outdoor, Recreational, Trophies, and Signs (SPORTS)  Schedule 81 I B - Shipping, Packaging, and Packing Supplies  Schedule 599 - Travel Services Solutions  Schedule 899 - Environmental Services

12. 12 MAS EXPRESS Online Training “Pathway to Success”  A prerequisite for participation in the MAS Express Program is the successful completion of the "Pathway to Success" education seminar.  Vendors may attend either a live presentation or complete the web based presentation posted on the Vendor Support Center (VSC) under the "Vendor Training" tab. (http://vsc.gsa.gov/)  -What are GSA's expectations for a vendor to become a successful Schedule contractor;  -How to compete and succeed as a GSA Schedule contractor in the government marketplace;  -How to develop a GSA Schedule-specific business plan; and  -How to submit a quality offer, the proposal submission process, and the GSA Schedule solicitation.

13. 13 Central Contract Registration – www.ccr.gov  DUNS number - 9 digit identifier provided by Dun & Bradstreet (D&B)  Tax Identification Number (TIN)  Taxpayer Name  Statistical Information  Electronic Funds Transfer (EFT) Information  New registrations process is 1-2 business days

14. 14 Small Business Administration – www.sba.gov  8(a) SDB Development Certification Program Application- http://www.sba.gov/aboutsba/sbaprograms/8abd/application/index.ht ml  HUBZone Program Application - http://www.sba.gov/hubzone/hubzoneapplication/index.html  Woman-Owned Business – Self Certify  Veteran Owned Business – Self Certify  Service Disabled Veteran Owned Business – Self Certify

15. 15 Online Representations and Certification https://orca.bpn.gov  Replace paper based Representations and Certifications (Reps and Certs) process  DUNS Number Required  MPIN Required – Marketing Partner Identification Number - Created during CCR Process (personal code allows access to government applications)

16. 16 What is a Size Standard?  SBA has established numerical definitions, or "size standards," for all for-profit industries.  Size standards represent the largest size that a business (including its subsidiaries and affiliates) may be to remain classified as a small business concern.  These size standards apply to SBA’s financial assistance and to its other programs, as well as to Federal government procurement programs when there is a benefit available to qualifying as a small business concern.  Also, the Small Business Act states that unless specifically authorized by statute, no Federal department or agency may prescribe a size standard for categorizing a business concern as a small business concern, unless such proposed size standard meets certain criteria and is approved by the Administrator of SBA.

17. 17 North American Industrial Classification www.census.gov/naics and the SBA Size Standard http://www.sba.gov/contractingopportunities/ officials/size/table/index.html  Identify NAICs  Review SBA Size Standard  Determine if you are considered a small or large business

18. 18 Past Performance www.openratings.com  Required as part of your offer submission  Order the report at www.ppereports.com  Specify between 6-20 references  Notify References  Emailed on-line survey  35 day process  Valid for 6 mo.  $185.00 plus tax for two orders ($25.00 each additional)

19. 19 Business Decision

20. 20 Is there a Return on Investment (ROI)  Research/Customer Base  Buying Preference  Potential Customers  Request for GSA Schedules  Other sources being used  Discounts beneficial  Benefit to you/customer  Leading to Success/ROI?  Contract/Revenue  Current Govt. Orders?  Potential Govt. Orders?  No Orders?  Plan the 2 year grace period  Other contracts in place?  Leading to Success/ROI? Note: Note: The GSA Schedules Program is only one tool buyers use to purchase products and services. Know your customers purchasing practice.

21. 21  Pros  Preferred Source of Supply  Great Earning Potential  World Wide Program  High Visibility  Credibility  24 month grace period  I-FSS-106 GUARANTEED MINIMUM (JUL 2003) The minimum that the Government agrees to order during the period of this contract is $2,500. If the Contractor receives total orders for less than $2,500 during the term of the contract, the Government will pay the difference between the amount ordered and $2,500. –72A Reports Current –Contract in Good Standing –Not terminated for default  5-20 Year Contract

22. 22 Sales for All MAS Contracts by Size and Socioeconomic Status (November 2009) Business Size # of ContractsSales Small 35%12,841 3,205,910,683 Large 65%3,170 5,931,414,158 Socioeconomic Sub- category# of ContractsSales 8A 3.1%1,520 283,965,471 (5%) SDB 8%2,930 699,825,140 (5%) WOSB 7%3,279 618,480,079 (3%) HUBZone 1%538 56,328,608 (3%) VOSB 3%1,283 258,925,382 SDVOSB 2%891 208,770,487

23. 23  Cons  Sales Criteria $25,000 earning under the program  IFF (.75%)  Auditing and Set-Up Requirements  Varied Demand  Paperwork  Award process time  Success Not Guaranteed  Contract can be cancelled for lack of sales before contract end date  Modification are not automatic  Self-Managed GSA Advantage! ®

24. 24 Top 10 Schedule Sales in 2009 70 - IT15,646,895,263 874 - MOBIS4,339,503,655 871 – Professional Engineering Services2,946,654,659 84 – Total Solutions Law Enforcement…2,464,826,999 520 – FABS1,145,153,672 71 I – Training Aids and Devices1,139,502,181 874 V - Logistics876,942,514 CORP Consolidated856,394,205 36 – Office Imaging848,348,490 66 – Scientific Equipment776,376,484

25. 25 Schedules with Set-Asides for Small Business  00CORP THE CONSOLIDATED SCHEDULE (formerly Corporate Contracts Schedule)  C T001 Arts/Graphics Services  541 ADVERTISING & INTEGRATED MARKETING SOLUTIONS (AIMS)  541 2000 Other Direct Costs  541 3 Web Based Marketing Services  541 4D Conference, Events and Tradeshow Planning Services  541 4E Commercial Photography Services  541 4F Commercial Art and Graphic Design Services  67 PHOTOGRAPHIC EQUIPMENT - CAMERAS, PHOTOGRAPHIC PRINTERS AND RELATED SUPPLIES & SERVICES (DIGITAL AND FILM-BASED)  19 100 Photographic Services and Solutions

26. 26 Schedules with Set-Asides for Small Business  71 FURNITURE  71 202 Wall Units  71 203 Loft Group  71 304 Lecterns  71 305 Library Furniture  71 306 Mail Sorting and Distribution Furniture  71 308 Cafeteria and Food Service Furniture  71 312 Hazardous Materials Storage  71 317 Chair, Convalescent  71 321 Correctional Institution Furniture  711 12 System Type Tables and Accessories  711 14 Vertical Surface Attachment Panels and Accessories  711 4 Blueprint Filing Cabinets  711 92 Remanufactured Furniture

27. 27 Schedules with Set-Asides for Small Business  72 FURNISHING AND FLOOR COVERINGS  31 302 Broadloom carpet  31 501 Mats and matting (with and without logos)  722 01 LAMPS/SHADES  722 02 WINDOW TREATMENTS  722 03 COORDINATING BEDSPREADS AND COMFORTERS  722 04 CUBICLE CURTAINS AND HARDWARE  722 05 WALL ART INCLUDING PAINTINGS, PHOTOGRAPHS, AND POSTERS  722 06 ARTIFICIAL TREES, PLANTS, DRIED FOLIAGE, AND PLANTERS FOR INDOOR USE  722 07 OTHER DECORATIVE WALL OR TABLETOP ACCESSORIES  722 08 OPTIONAL ANCILLARY SERVICES  722 98 OVERSEAS (INTERNATIONAL) FABRIC  722 99 INTRODUCTION OF NEW PRODUCTS

28. 28 Schedules with Set-Asides for Small Business  36 THE OFFICE, IMAGING AND DOCUMENT SOLUTION  20 220 Projection Screen, Stand, Printer (Enlarger), Systems  47 147 Security Applications for Business Machines  50 180 Time and Attendance Program Systems  51 101 7 Transparency Film  78 SPORTS, PROMOTIONAL, OUTDOOR, RECREATION, TROPHIES AND SIGNS (SPORTS)  192 37B Park and Recreational Tables, Benches, Outdoor Pool and Patio Furniture and Bleachers  402 5 Awards  23 V AUTOMOTIVE SUPERSTORE  271 102 Snow Maintenance Equipment (Vehicle Mounting)  48 TRANSPORTATION, DELIVERY AND RELOCATION SOLUTIONS  451 3 LOCAL COURIER DELIVERY SERVICES

29. 29 Downloading Materials Note: Due to a refresh in solicitations, please plan to contact the contracting office prior to downloading the materials to your computer. Submitting your paperwork within 30 days of the refresh date would allow your offer to be current. After 30 days, you will need to download, complete and submit the current paperwork.

30. 30 All Access Site www.gsa.gov/schedulesoli citations  Schedule description  Schedule POC  Link to FedBizOpps  Link to e-Library 1.Scroll down to find the GSA Schedule 2.Click on solicitation E-Library www.gsa.gov/elibrary  Schedule description  Schedule POC  Link to FedBizOpps  List of Contractors  View Pricing and Terms  Good for Market Research 1.Enter Site 2.Search for product or service category 3.Identify GSA Schedule 4.Click Schedule/Source 5.Click “Vendors” link FedBizOpps www.fbo.gov  Access to Paperwork  Must know Solicitation Number 1.Click “Vendors” 2.Click “Find Business Opportunities” 3.“Search by Solicitation Number” 4.Insert solicitation number and submit

31. 31 For each option, these are the final steps: 1.See the Numbered Files 2.Download each file separately or use the “All Files” (Zip Compression) option. 3.Fill out the solicitation and send to the GSA office noted in document 4.Use eOffer if applicable.

32. 32 Summary and Support

33. 33 Putting it all together  GSA MAS Participation process  Determine Eligibility for Standard of Express Process  Complete Pre-Requisites  Identify business category match to GSA MAS Schedules  Complete application/solicitation process  Process Past Performance $185.00  Submit your offer and follow-up  Negotiate Contract for discounts, terms and conditions  Accepted or Rejected by GSA  5-20 year contract opportunity  Market to the Federal Agencies  Pros and Cons  Lengthy Process  No guaranteed steps to award  I-FSS-106 GUARANTEED MINIMUM  Sales Criteria to apply for and keep contract  Start-up companies are not eligible for this program  Marketing/Networking support

34. 34 Identifying Support Acquisition Centers www.gsa.gov/schedulesolicitations “Doing Business with GSA” Publication www.gsa.gov/smallbizguide Learn more about eoffer http://eoffer.gsa.gov/ Office of Small Business Utilization  202-501-1021  small.business@gsa.gov  www.gsa.gov/sbu  Christy L. Jackiewicz  202-219-0396  christy.jackiewicz@gsa.gov Getting on Schedule www.gsa.gov/gettingonschedule

35. 35 News You Can Use

36. 36 Policy Changes Allow Greater Access to Schedules When Supporting Emergencies  A policy change now allows GSA Federal Supply Schedule Program contractors:  Sell to state, local, territorial and tribal governments  Support of public health emergencies, including H1N1.  Eligible ordering activities  Purchase when expending federal grant funds  Responding to emergencies  Declared by: Secretary of Health and Human Services  Section 319 Public Health Services Act  Contact: www.gsa.gov/vsc or MASstateandlocal@gsa.gov

37. 37 Disaster Recovery Purchasing Program Sales Fiscal Year (Oct - Sept) Tot Disaster Recovery $Large Bus $ Large Bus % of Total SalesSmall Bus $ Small Bus % of Total Sales 2008$5,069,515$2,398,42847.3%$2,671,08752.7% 2009$15,410,450$2,934,22519.0%$12,476,22581.0% 2008-2009 Total$20,479,965$5,332,65326.0%$15,147,31274.0% In addition to the rise of small business sales in the Disaster Recovery Purchasing Program, Veteran Owned Small Businesses accounted for 29% of all FY 2009 Disaster Recovery Purchasing Sales.

38. 38 American Recovery and Reinvestment Act (ARRA) www.recovery.gov GSA Recovery Opportunities www.gsa.gov/smallbusinessrecovery SBA Recovery Support http://training.sba.gov:8000/recoverybill To participate in ARRA, you must accept the terms and condition outlined in the solicitation when you submit your offer.

39. 39 GSA Mentor Protégé Program www.gsa.gov/mentorprotege  Encourage and Motivate  Enhance Capabilities  Increase Subcontracting Opportunities  Establish Long Term Relationships Tony Eiland Program Analyst Office of Small Business Utilization 202-208-0257

40. 40 Website Shortcuts

41. 41 Questions and Answers Christy Jackiewicz Office of Small Business Utilization 202-501-1021