1. Federal Acquisition Service U.S. General Services Administration Financial and Business Solutions (FABS) May 22, 2007 How to Prepare a Quality Offer

2. Federal Acquisition Service 2 Topics Covered Below  Introduction to GSA & Schedules  Marketing Your Contract  General Solicitation Information  Proposal Requirements

3. Federal Acquisition Service 3 What Is a Schedule?  A simplified process for obtaining commonly-used commercial supplies and services at prices associated with volume buying (FAR 8.4)

4. Federal Acquisition Service 4  All Federal Agencies  Mixed-Ownership Government Corporations (FDIC, Federal Home Loan Banks, etc.)  The District of Columbia  Government Cost Reimbursable Contractors Authorized in Writing by a Federal Agency (FAR 51.1) * For A Complete Listing, Reference GSA Order ADM 4800.2E Who Can Order from the Schedule?*

5. Federal Acquisition Service 5 Benefits of the Schedules  Wide Selection of Contractors  Regulations/Competition Requirements Met  No Formal Solicitation/Synopsis Required  Reduced Procurement Lead-Times  Prices Have Been Determined to Be Fair and Reasonable  Flexibility to Customize Solutions to Meet Agency Needs  Teaming Arrangements  Blanket Purchase Agreements  Reduce Risk of Protests  Meet Agency Socio-Economic Goals

6. Federal Acquisition Service 6 FABS Special Item Numbers (SINs)  520-1 Program Financial Advisor Services  520-2 Transaction Specialist  520-3 Due Diligence & Support Services  520-4 Debt Collection Services  520-5 Loan Servicing & Asset Management  520-6 Professional Legal Services (Licensed Law Firm)  520-7 Financial & Performance Audits  520-8 Complementary Audit Services  520-9 Recovery Audits

7. Federal Acquisition Service 7 FABS Special Item Numbers (SINs)  520-10 Transportation Audits*  520-11 Accounting  520-12 Budgeting  520-13 Complementary Financial Management Services  520-14 Financial & Audit Training Services*  520-15 Outsourcing Recurring Commercial Activities for  Financial Management Services  520-16 Business Information Services  520-99 Introduction of New Products/Services *Small Business Set-Aside

8. Federal Acquisition Service 8 Financial and Business Solution Services (FABS)  >400 Contracts Current Contracts

9. Federal Acquisition Service 9 Schedule Growth of Financial Services

10. Federal Acquisition Service 10 Marketing Your Contract

11. Federal Acquisition Service 11  How to Market to the Federal Government  Contact Jackie Austin (703) 605-2820 jacqueline.austin@gsa.gov Post Award – Marketing Activities

12. Federal Acquisition Service 12 –GSA Partnership –Identify Resources  Identify Possible Customers for Your Services  Trade Events  GSA Expo Marketing Activities

13. Federal Acquisition Service 13 How GSA Can Assist Your Company  Business Line Account Managers  Knowledge Experts on Their Schedules  Customer Visits  GSA Visits Customers, Explains Schedules Process, Does Not Promote Any One Contractor  Brochures and Pamphlets  You May Use Copy from GSA Brochures to Explain Schedules Program to Your Customers or Potential Customers  Industry Government Council www.gsa.gov/igcwww.gsa.gov/igc  GSA Office of Small Business Utilization www.gsa.gov/sbu www.gsa.gov/sbu

14. Federal Acquisition Service 14 e-Tools Bringing Buyers & Sellers Together  Vendor Support Center (VSC)  Schedules e-Library  GSA Advantage!®  GSA e-Buy  eOffer  eMod

15. Federal Acquisition Service 15 General Solicitation Information

16. Federal Acquisition Service 16 Where to Obtain FABS Solicitation http://www.fedbizopps.gov Solicitation #FCXB-F4-020002-B

17. Federal Acquisition Service 17 How to Submit an Offer  Read the Entire Solicitation  Follow the Proposal Checklist and Solicitation Provisions (Section E)  Respond to All Requirements  Contact GSA if You Have Questions  Review for Completion of Quality Offer  Signature by Corporate Official  Submit

18. Federal Acquisition Service 18 Submit Completed Proposals To: GSA/FSS/FCXB ATTN: Financial and Business Solutions #FCXB-F4-020002-B 2200 Crystal Drive, Room 706 Arlington, VA 22202

19. Federal Acquisition Service 19 eOffers  FABS now accepts offers submitted electronically  Same solicitation/required information  ACES authentification certificates ensure secure online transactions and electronic signatures

20. Federal Acquisition Service 20 Benefits of eOffer  Easy to use  Guides users through each step of solicitation  Automated submittal process through electronic transfer to contracting office  Electronic signatures

21. Federal Acquisition Service 21 eOffer Website  Visit http://eoffer.gsa.gov for more informationhttp://eoffer.gsa.gov  Site includes:  eOffer/eMod training  Links to register with CCR, obtain a DUNS number, get an ACES certificate, download solicitation  FAQs  Customer assistance contacts

22. Federal Acquisition Service 22 When We Receive Your Proposal  Contracting Officer/Specialist Assigned  E-mail Notification of Receipt  Will be Contacted by Assigned CO/CS  Clarifications/Deficient Data Defined  Timeframe for Response Established

23. Federal Acquisition Service 23 Helpful Websites View/Download the Solicitation: www.fedbizopps.gov e-Offer Web Site: http://eoffer.gsa.gov Federal Acquisition Regulation (FAR): www.arnet.gov/far General Services Administration Acquisition Manual (GSAM) www.arnet.gov/GSAM/gsam.html Review other Contractors on Schedule: www.gsaelibrary.gsa.gov More information on FABS: www.gsa.gov/fabs

24. Federal Acquisition Service 24 Proposal Requirements

25. Federal Acquisition Service 25 Format  Contractor Narratives Should be Double-Spaced  One Copy  Sequenced in Accordance with Checklist

26. Federal Acquisition Service 26 A Completed Proposal Contains  Cover Page  Proposal Checklist  Signed SF1449 (Complete Blocks 17a, 30a, 30b, and 30c)  Section I: Pricing Proposal  Section II: Contract Data  Section III: Technical Proposal

27. Federal Acquisition Service 27 Pricing Proposal

28. Federal Acquisition Service 28 Pricing A Complete Pricing Proposal includes  Pricing by Proposed SIN  Commercial Sales Practice Format  Pricing Back-up  Pricing Narrative  Labor Category Descriptions (if hourly rates)

29. Federal Acquisition Service 29 Pricing Industrial Funding Fee  All Proposed Pricing Must Be Inclusive of the Industrial Funding Fee (IFF):  IFF Reimburses GSA for Cost of Schedules Program  IFF MUST BE Included in Awarded Price  Add IFF to ODCs Final Price  Effective 1/1/04, IFF Was Reduced to 0.75%

30. Federal Acquisition Service 30 Pricing Commercial Services  Proposals Evaluated Based on How Business Is Conducted Commercially  Price Reasonableness Evaluated Based on Offeror’s Standard Commercial Pricing Practices

31. Federal Acquisition Service 31 Pricing Commercial Sales Practice Format Column 1 Identify Labor Category or Service Name Column 2 Best Customer Name Column 3 Best Customer Price Column 4 GSA Price Column 5 GSA Price include IFF? Yes/No Column 6 GSA Price is Best? Yes/No If No, explain In Price Proposal Narrative.

32. Federal Acquisition Service 32 Pricing Supporting Documentation Commercial Catalog Invoices Forward Pricing Agreements/Other Contracts Defense Contracting Audit Agency (DCAA) Rate Agreements Other Cognizant Audit Reports Other Internal Documents

33. Federal Acquisition Service 33 Pricing Labor Category Descriptions (Hourly Rates) Must Include:  Experience  Certification  Education/Degrees  Minimum Training

34. Federal Acquisition Service 34 Pricing Economic Price Adjustments (Hourly Rates)  Negotiated Rates Prior to Award  Fixed Price for Term of Contract  Price Increases Automatically Effective on 12- month Anniversary of Contract and Do Not Require Modifications  Adjustments Based on Market Indicator  Based on Public Index, Survey or Market Indicator  Requires Yearly Modification Request from Contractor for Increase to Take Effect

35. Federal Acquisition Service 35 Pricing Pricing Narrative  Information to Help Determine Prices Are Fair and Reasonable  Justification of Proposed Escalation Factor  Confirmation that Industrial Funding Fee Is Included in Pricing

36. Federal Acquisition Service 36 Pricing Service Contract Act Applies to Special Item Numbers:  520-4 Debt Collection  520-5 Loan Servicing and Asset Management For More Information, Visit www.gsa.gov/fabs ‘Wage Determination Services Contract Act of ’65’

37. Federal Acquisition Service 37 Pricing Other Direct Costs (ODCs) Pyxis Corporation (Decision B-282469 & B-282469.2) July 1999 < $3,000; Simplified Acquisition Procedures > $3,000; Schedule Contractors Must Have ODCs Added to MAS Contract or Agencies Will Have to Purchase Them in a Separate Procurement in Accordance with Competition in Contracting Act Provide Documentation to Justify Pricing  Invoices  Excerpts from Other Contracts “Classified Materials”  Agencies Will Procure in Accordance with Their Procurement Procedures

38. Federal Acquisition Service 38 Pricing C.19 552-238-75 Price Reductions

39. Federal Acquisition Service 39 Contract Data Section

40. Federal Acquisition Service 40 Contract Data  Section C: Contract Clauses  E.31 Representations and Certifications  Subcontracting Plan  Financial Statements from Previous 3 Years

41. Federal Acquisition Service 41 Contractor Information Fill-in Clauses C.3 - Scope of Contract (I-FSS-103) C.4 - Ordering Information (552.216-73) C.5 - Contact for Contract Administration (G-FSS-900-C) C.6 - Contractor’s Remittance Address (552.232-82) C.7 - Section 8(a) Representation for the Multiple Award Schedule Program (K-FSS-9)

42. Federal Acquisition Service 42 Representations and Certifications  Tax Identification Number (TIN) (b) (3)  Type of Organization (b) (4)  Certification of Business Size Classification(s) (c)  Executive Order 11246-Equal Opportunity & Affirmative Action Compliance (d)  Certification of Debarment, Suspension or Ineligibility for Award (h)

43. Federal Acquisition Service 43 Small Business Subcontracting Plan  Who Is Required to Submit Subcontracting Plan?  Large Business Concerns Based on the NAICS Codes  Why?  Maximize Use of Small Business Concerns; a Matter of National Interest with Both Social and Economic Benefit

44. Federal Acquisition Service 44 Small Business Size Standards North American Industry Classification System (NAICS) and Small Business Size Standard: NAICS:Service: Size Standard: 541211Auditing and Accounting Services$7.5 million 541611Financial Management Services$6.5 million 523110Investment Banking & Securities Dealings$6.5 million 522310Mortgage & Non-Mortgage Loan Brokers$6.5 million 531210Offices of Real Estate Agents & Brokers$6.5 million 561440Collection Agencies $6.5 million 561450Credit Bureaus$6.5 million 541110 Offices of Lawyers$6.5 million

45. Federal Acquisition Service 45 Small Business Subcontracting Plan  Small Business under NAICS Code - No Subcontracting Plan Required  Large Business for One NAICS Code, Vendor Is Required to Submit a Subcontracting Plan under Appropriate NAICS Code  Subcontracting Plan Template Is Attached to Solicitation (Attachment 3)  Follow FAR Part 19.704 to Complete Subcontracting Plan

46. Federal Acquisition Service 46 Small Business Subcontracting Plan GSA ’ s Internal Subcontracting Goals 39% - Small Businesses 5%- Women-Owned Businesses 6% - Small Disadvantaged Businesses 5% - Veteran-Owned Businesses 3% - Service Disabled Veteran-Owned Small Business 3% - HUBZone Businesses Subcontracting Contract Period: 5-year Base Period with at Least One 5-year Option Period

47. Federal Acquisition Service 47 Small Business Subcontracting Plan Common Omissions  Estimated Overall Contract Value for Base Period and at Least One Option Period  Estimated Subcontracting Values for Base Period and at Least One Option Period  Estimated Subcontract Percentages and Dollar Values for Base Period and at Least One Option Period  Types of Goods/Services to Be Subcontracted to Various Small Business Concerns  Method Used to Develop Subcontracting Goals – DETAIL  Source Lists and Organizations used to Identify Opportunities  Personalize Terms and Conditions  Sign and Date by a Person Authorized to Bind the Firm

48. Federal Acquisition Service 48 Financial Statements  Financial Statements from Previous 3 Years  Income Statement  Balance Sheet  Prepared According to GAAP Standards  Utilized to Assess Financial Stability

49. Federal Acquisition Service 49 Technical Proposal

50. Federal Acquisition Service 50 Technical Proposal Two Evaluation Factors 1.Factor One – Previous Experience √ Submit Two Projects per SIN √ Each Project Must Demonstrate Similarity in Complexity to Types of Services Outlined in Statement of Work 2.Factor Two – Past Performance √ Order an Open Ratings report

51. Federal Acquisition Service 51 Factor One – Previous Experience Project Requirements √ Two Projects per SIN √ No More than Four (4) Pages per Project, Double Spaced, 12 Point Font √ SIN-relevant Dollar Value Should Be No Less than $100,000 for Each Project √ Projects Must Have Been Completed or Substantially Performed within 3 Years of Date of Proposal Submission √ Government or Commercial Projects Are Acceptable

52. Federal Acquisition Service 52 Previous Experience Each Project Must Contain the Following Information: Company/Agency name Address Phone Number Fax Number Point of Contact for the Project Email Address for POC Project Performance Period Dollar Value of the Entire Project Dollar Value of SIN-relevant work Name of Project/Contract Number

53. Federal Acquisition Service 53 Previous Experience The Project Narrative MUST Address Each of the Following 8 Elements: 1.Summary of Project 2.Detailed Description of Work Performed and Results Achieved 3.Methodology, Tools, and/or Processes Utilized in Performing the Work 4. Demonstration of Compliance with Any Applicable Laws, Regulations, Executive Orders, OMB Circulars…

54. Federal Acquisition Service 54 Previous Experience 5.Project schedule, i.e.- Major Milestones, Tasks, Deliverables, Including Any Explanation of Delays 6.Problems Encountered and Corrective Actions Taken 7.Explanation of How Work Performed Is Similar in Scope and Complexity to that Described under B.2, SOW, and 8.Demonstration of Specific Experience and Qualifications as Required under Special Requirements

55. Federal Acquisition Service 55 Special Requirements SIN 520-4 Debt Collection  Demonstration of Nationwide Collection Experience SIN 520-6 Professional Legal Services  Firm Must Be a Licensed Law Firm SIN 520-7 Financial and Performance Audits  CPA License  List States, Territories, Foreign Countries in which They Have Current CPA License  Peer Review SIN 520-16 Business Information Services  Bond Ratings, Managed Fund Ratings, Institutional Rankings, Ratings Must Be Accepted by SEC as Nationally Recognized Statistical Rating Organizations (NRSRO)

56. Federal Acquisition Service 56 Substitution for Corporate Experience  May Substitute Relevant Projects of Predecessor Companies, Key Personnel or Subcontractors Performing Major Aspects of the Work under a SIN  If This Applies, It Must Be Clearly Stated in Project Description to Include Entity, Personnel or Subcontractor

57. Federal Acquisition Service 57 Technical Proposal – Past Performance

58. Federal Acquisition Service 58 Factor Two – Past Performance  Offerors Must Order a PPE from Dun & Bradstreet/Open Ratings  Order Form (Attach 5 Sect. 1)  Customer Reference Form  Submit Minimum of six Customer References  Offerors Are Responsible for Payment to Open Ratings ($125.00)  Submit Completed Evaluation and Reference Form in Offer to GSA

59. Federal Acquisition Service 59 Past Performance If Contractor Has Fewer than Six References:  Do Not Order an Open Ratings Report or Pay the $125.00 Fee  Send All References (1-5) to GSA as Part of the Completed Proposal

60. Federal Acquisition Service 60 Contract Administration

61. Federal Acquisition Service 61 Contract Administration  Ongoing Process  5-Year Contract with THREE 5-Year Option Periods  Keep Your Contract in Good Standing  IFF Sales Reporting  Modification Requests  Small Business Reporting Deadlines

62. Federal Acquisition Service 62 Contract Administration Key Clauses C.13 – Industrial Funding Fee And Sales Reporting (552.238-74) C.14 – Price Reductions (552.238-75) C.15 - GSA Advantage! TM (I-FSS-597) C.16 - Contract Price Lists (I-FSS-600) C.17 - Modifications (Multiple Award Schedule) (552.243-72) C.23 - Contract Sales Criteria (I-FSS-639) C.25 – Cancellation (552.238-73) C.27 - Payment by Government Commercial Purchase Card (552.232-77)

63. Federal Acquisition Service 63 Contract Administration Key Clauses Clauses Regarding Ordering Agency Task Orders C.41 – Maximum Order Threshold C.51 – Clauses Incorporated By Reference

64. Federal Acquisition Service 64 Thank You!

65. Federal Acquisition Service 65 Points of Contact Naomi Fauntleroy Division Director Julio Almazan julio.alamzan@gsa.gov 703-605-2818 Michelle Croan michelle.croan@gsa.gov 703-605-2848 Teresa A. Fox teresa.fox@gsa.goveresa.fox@gsa.gov 703-605-2758 Daniel Hallee daniel.hallee@gsa.gov 703-605-2869 Stephen Smith stephen.smith@gsa.gov stephen.smith@gsa.gov 703-605-2844 Nicholas West nicholas.west@gsa.gov 703-605-2834 Jackie Austin jacqueline.austin@gsa.gov 703-605-2820 jacqueline.austin@gsa.gov FABS Team 703-605-9500