U.S. General U.S. General Services Services

AdministrationAdministration“How to Become a

Federal Supply Schedule

Contract Holder” Presentation

By Pamela Smith-Cressel

Regional Small Utilization Office

Pacific Rim Region

Pacific Rim Regional Small Business CenterPacific Rim Regional Small Business CenterServing Arizona, California, Hawaii, and Serving Arizona, California, Hawaii, and

NevadaNevada

Regional Small Utilization OfficePhillip Burton FOB & Courthouse

450 Golden Gate Avenue, Room 5-6535

San Francisco, CA 94102

Carol Honore & Lori Falkenstrom

415-522-2700

****************************************************

Los Angeles Regional Small Utilization Satellite Office

300 N. Los Angeles Street, Room 3108

Los Angeles, CA 90012

(213)894-3210

Pamela Smith-Cressel

Regional Small Utilization Regional Small Utilization Office’s MissionOffice’s Mission

As GSA ‘s small business As GSA ‘s small business advocate, we will engage in advocate, we will engage in

strategies that provide strategies that provide opportunities for small (including opportunities for small (including

small business located in small business located in HUBZones, minorities, veteran, HUBZones, minorities, veteran, and women-owned) businesses and women-owned) businesses in government procurementin government procurement.

GSA’s Small Business GSA’s Small Business CentersCenters

Regional Partners Regional Partners

Boston, MA

New York, NY

Philadelphia, PA

Atlanta, GA

Chicago, IL

Kansas City, MO

Ft. Worth, TX

Denver, CO

San Francisco, CA

Auburn, WA

Washington, DCSmall Business Centers are located in these 11 major

metropolitan cities, including a satellite center in Los Angeles, CA.

AGENCY

TOTAL PROCUREMENT

DOLLARS 1. Department of Defense $142.8 2. Department of Energy $18.6 3. NASA $11.2

4. General Services Administration 13.2 5. Department of Veterans Affairs $5.8 6. Department of Health and Human Services $4.8 7. Department of Justice $4.8 8. Department of Agriculture $3.8 9. Department of Transportation $2.5 10. Department of Treasury $2.5

Top Ten Federal AgenciesTop Ten Federal AgenciesFY 2002 Total Procurement DollarsFY 2002 Total Procurement Dollars

(dollars in billions)(dollars in billions)

Source: Federal Procurement Data System/SBA, Office of Government Contracting, 4/16/02

GSA Small Business GSA Small Business Program Goals FY 2003Program Goals FY 2003

40% - for prime contract awards to small business

8% - for prime and subcontract awards to small businesses owned and controlled by socially and economically disadvantaged individuals

5% - for prime and subcontract awards to small business owned and controlled by women

3% - for prime and subcontract awards to small businesses located in qualified Historically Underutilized Business Zone (HUBZone)

3% - for prime and subcontract awards to small business owned and controlled by service-disabled veterans

2% - for prime and subcontract awards to small business owned and controlled by service veterans

GENERAL SERVICES ADMINISTRATIONGENERAL SERVICES ADMINISTRATION Small Business Program Goals AchievementsSmall Business Program Goals Achievements

Pacific Rim Region Fourth Quarter – Fiscal Year 2002Pacific Rim Region Fourth Quarter – Fiscal Year 2002 (Dollars are in Thousands <000>)(Dollars are in Thousands <000>)

CATEGORY GOAL ACHIEVEMENT Total $1,239,309 Small Business 40.00% $593,171 [47.86%]

Small Disadvantaged 13.00% $148,854 [12.01%]

Section 8(a) 9.00% $77,785 [6.28%]

Total Small Disadvantaged 22.00% $226,639 [18.29%]

Woman-owned 6.00% $103,836 [8.38%]

HUBZone 2.50% $631 [0.05%]

Service Disabled-Veterans 3.00% $19 [0.02%]

Note: This report shows small business procurement activity in FY 2002 (October 1, 2001, through September 30, 2002).

NevadaNevadaTotal Federal Total Federal ProcurementsProcurements

In fiscal year 2002, the Federal Government spent $1,154,567,000 in the state of California. California ranked 27th.

NevadaNevadaTop Five CountiesTop Five Counties

1. Clark

2. Washoe

3. Mineral

4. Churchill

5. Elko

NevadaNevada Top Five AgenciesTop Five Agencies

1. Department of Energy

2. Department of Defense

3. Department of Interior

4. Department of Veterans Affairs

5. Department of Transportation

NevadaNevadaTop Contracting AgenciesTop Contracting Agencies

1. Energy, Nevada Operations Office, Las Vegas2. Energy, Office of Civilian Radioactive Waste

Mgmt, Las Vegas3. USAF, 99 CON/CC, Nellis AFB4. Interior, Bureau of Reclamation, Boulder City5. Army, USPFO for Nevada, Carson City

NevadaNevadaTop Defense Agencies Top Defense Agencies

ContractorsContractors1. Sierra Nevada Corporation

2. The Day & Zimmermann Group Inc

3. Lockheed Martin Corporation

4. Solar Electric Inc

5. All Star Services Corporation

6. Ace Engineering Inc

7. Sierra Pacific Resources

8. Tyco International LTD

9. Opportunity Village association

10. Chenega Corporation

NevadaNevadaTop Civilian Agencies Top Civilian Agencies

ContractorsContractors

1. Bechel Group Inc

2. Science Applications International

3. The IT Group Inc

4. The Wackenhut Corporation

5. Management and Training Corp

6. P C Specialist Inc

7. Navarro Research & Engineering

8. Group 4 FALCK A/S

9. The Shaw Group

10. University & Community College

GSA’s MissionGSA’s Mission

Public Buildings Public Buildings ServiceService

Federal Supply ServiceFederal Supply Service

Federal Technology Federal Technology ServiceService

We help Federal agencies better serve the public by offering, at best value, superior workplaces, expert solutions, acquisition

services and management services

Public Buildings Public Buildings ServiceService

Lease Construction Building Services Security Services A/E procurement opportunities are not

available through Schedules

Federal Technology ServiceFederal Technology Service

Telecommunications Services and Telecommunications Services and EquipmentEquipment

Network ServicesNetwork Services

Information Technology SolutionsInformation Technology Solutions

Current IT Schedule-70 Current IT Schedule-70 ContractsContracts

Total Awards - 3,700 ContractsIT Professional Services - 2,700 ContractsLeasing - 67 Contracts

0

2

4

6

8

10

12

14

1998 1999 2000 2001 2002

Fiscal Year

Bil

lio

ns

of

Do

lla

rs

ServicesHardwareSoftware

4.0

6.9

9.310.9

13

IT Sales Trend ($ in Billions)IT Sales Trend ($ in Billions)

Federal Supply ServiceFederal Supply Service

Office Supplies and EquipmentPaper ProductsScientific EquipmentPaints and ChemicalsAutomated Data Processing Equipment and Services (Software, Training and Integration)Motor Vehicles (cars, trucks, buses, ambulances, etc.)Furniture (office and household)Hand Tools and AppliancesOffice Furnishings

Federal Supply ServiceFederal Supply Service

Services (EEO, Travel and Transportation, Organizational Management, Financial Management, Temporary Clerical Support, Conference Planning, Temporary Professional Support, Health Care Cost Recovery, Asset Management)

GSA- Buying Green for a Better

Environment

Steven M. Clark(415)522-3372

steve.clark@gsa.gov

GSA’s Commitment to the Environment

Carry out social, environmental, and other responsibilities as a federal agency.

Why Buy Recycled?

GSA’s Environmental Initiatives

Buying Green through Affirmative Procurement

Building Green through Sustainable Design

Energy Conservation

Waste Reduction

Recycling

Buying Green through APP

APP = Affirmative Procurement Program

APP is GSA’s strategy for maximizing our purchases of:

Environmentally Preferable Purchasing (EPP)Biobased productsEPA-designated CPG(Comprehensive ProcurementGuideline) items

APP = Buying Green

What is APP Really?

APP is the federal government’s blueprint for purchasing supplies and materials that have a reduced impact on the environment.

APP embraces an environmentally-friendly strategy for doing business, incorporating sustainable design into purchasing decisions.

What is the Pacific Rim Region’s APP?

RA signed regional APP in

November 2000.

Regional APP includes a preference program, promotion program, procedures for vendor estimation, certification and verification, and annual review, monitoring and reporting.

GSA Pacific Rim Region’s Preference Program

Purchasers must:

Show a preference for CPG items, EPP, and biobased products; Perform APP product review;Justify in writing any “non-green” purchase; Insert the proper FAR clauses; and Use GSA Advantage!

Regional Promotion Program

Regional training provided in APP and Sustainable Design

RCRA Report is the mechanism for reporting green purchasing.

Provide GSA and its contractors information about green products, from sources such as:

EPA bulletins, fact sheets, and RMANs;State and local gov’t resources; www.usgbc.org (US Green Bldg Council) and other green building websites

Regional Promotion Program (continued)

Encourage the use of green specs in leases and contracts, life cycle cost analyses, and e-business.

Encourage contractors to use electronic commerce/electronic data exchange, and to maximize the use of double-sided recycled content paper for document submissions.

Recognize achievements in green purchasing through GSA Environmental Awards Program.

Federal Acquisition Regulation(www.arnet.gov)

General Services Administration Acquisition Manual

(order from the Government Printing Office) 732 North Capitol Street Washington, DC 20401 (202)512-0000http://www.arnet.gov/GSAM/gsam.html

Obtain Copies of Obtain Copies of the…..the…..

Federal Supply Schedule Federal Supply Schedule ContractsContracts

Schedules contracts are:

Five year contracts, with one five-yearoption for approved vendors to provide products/services to any Federal agency

Chosen as the “preferred source of supply”by DOD and most civilian agencies

Federal Supply Federal Supply Schedules Contracts Schedules Contracts

Are…...Are…...

“License to hunt” for opportunities in the federal government

Synonymous with a “GSA number” or “getting on GSA list”

Over 80% of Schedule contract holders are small business owners

8% are woman-owned businesses 5% are minority-owned businesses

Where Do I Find the Where Do I Find the Appropriate Schedules Appropriate Schedules

Solicitation?Solicitation?

Visit www.fedbizopps.gov Register with the Electronic

Acquisition Notification service For assistance in preparing your

Schedules offer, download the Multiple Award Schedules Program Owner’s Manual at www.fss.gsa.gov

FSS Acquisition CentersFSS Acquisition Centers

Office and Scientific Equipment Center Information Technology Acquisition Center Services Acquisition Center The Hardware SuperStore General Products Center Management Services Center National Furniture Center Office Supplies and Administrative Services Office of Vehicle Acquisition and Leasing

Services

Successful Schedules Offer Successful Schedules Offer ChecklistChecklist

GSA Standard Form 1449 (cover sheet) Administrative Proposal Technical Proposal Price Proposal Open Ratings Past Performance evaluation

(formerly Dun and Bradstreet) Commercial Sales Practice Format Representations and certifications Original and one copy of each proposal

Administrative Administrative ProposalProposal

GSA SF 1449 with designated blocks completed Submit an original and one copy of each proposal Electronic transmissions are accepted by some

Acquisition Centers All “fill-in” information completed Identify Special Item Numbers (SINS) Two copies of your dated commercial pricelist

(printed, computer generatedand copies of internal pricelists)

Representations and certifications completed

Technical ProposalTechnical Proposal Understanding of Requirements

Description of the services offered per SIN Professional Staff

Resumes of professional staff to be assigned work resulting from the contract.

Education credentials and demonstrated successful experience required

Corporate Experience Descriptions of work performed within the past

two years Customer agency or firm name, name of person

for whom work was performed, and telephone number for verification, if necessary

Price ProposalPrice Proposal

Two copies of company’s commercial pricelist/catalog indicating what products/services are offered

Cost information should show how offeror arrived at proposed prices

Include Industrial Funding Fee (IFF) of 1% in price proposal (after Jan 1, 2004 IFF .75)

Prices submitted should be most favored commercial customer prices

Government Price, Commercial Price, Government Discount

Report of SalesReport of Sales

• Include IFF in price proposal breakdown

• IFF payment must include a completed Form 72-A

• Submitted quarterly

Past PerformancePast Performance

Complete the Open Ratings, Inc. (formerly Dun & Bradstreet) past performance evaluation forms

Offeror responsible for the $125.00 fee

Maximum of 20 work experiences requested (minimum of 6)

Customers can include work performed for various offices within the same organization

Corporate ContractingCorporate Contracting

• Find just the right schedule fit for the range of services and products you offer

• Save money and increase your visibility to Federal buyers

• A single cost-effective gateway to the Federal marketplace

• Eliminate redundancy and duplication• Corporate Contract Schedule:

Solicitation No. FCO-00-CORP-0000C

Total Solutions Solicitations

Schedules 056- Buildings and Building Materials/Industrial Services and Supplies:

Solicitation 7FCI-F8-03-0056-B

Schedules 073- Food Service, Hospitality, Cleaning Equipment and Supplies, Chemicals, and Services:

Solicitation 7FCM-C4-03-0073-B

Schedules 736- Temporary Administrative and Professional Staffing Services (TAPS):

Solicitation 7FCM-N6-03-0736-B

Total Solutions Solicitations

Schedule 078- Sports, Promotional, Outdoor, Recreational, Trophies and Signs (SPORTS):

Solicitation 7FCM-M5-03-0078-B

Schedules 084- Total Solutions for Law Enforcement, Security, Facility Management Systems, Fire, Rescue, Special Purpose Clothing, Marine Craft and Emergency/Disaster Response:

Solicitation 7FCI-L3-03-0084-B

GSA’s Homeland Security Schedules GSA’s Homeland Security Schedules TeamTeam

Center Contact Name Phone

Services Acquisition Center Jeff Manthos 703-305-6085

Office and Scientific Equipment Center

Donald Beaver 703-305-7408

Information Technology David Orcutt 703-305-7898

General Products Center Harry Henson 817-978-8684

Management Services Center Dennis Blood 253-931-7514

Furniture Center John Fichtel 202-494-7581

Office Supplies and Administrative Services Acquisition Center

Alan Rosner 212-264-2390

Hardware SuperStore Ellen Upchurch 816-926-7808

Publications Information Patricia PiersonShannon Wheeler

703-305-7552703-305-6643

Components of a Components of a Complete Schedules Complete Schedules

OfferOffer Prepare Admin., Technical, and Price Proposals (an original and copy of each)

Commercial sales practice format Open Ratings Past Performance completed Additional data such as but not limited to:

- letter of supply from manufacturer- any supporting documentation in pricing proposal

Representations and certifications completed Send to Acquisition Center address in Block 9 of

GSA SF 1449 Your offer package is complete!!!

Contract Evaluation Contract Evaluation ProcessProcess

GSA Contracting Officer (CO) will be assigned to review your offer

The CO will send a deficiency letter if additional information is needed

Pricing negotiations in person or by telephone CO will ask for a written final proposal revision

to confirm the terms and conditions agreed upon.

Upon award of contract, the CO will return a copy of the contract to you along with one copy of the catalog/pricelist.

CO will send vendor start-up kit for GSA advantage!

GSA AdvantageGSA Advantage!!

On-line shopping network that allows Federal agencies the ability to purchase products/services from FSS Schedule Contract Holders

Vendors can browse by entering a zip code to view pricing of firms already on Schedule

www.gsaadvantage.gov

7,233 FSS Schedule Industry Partner w/8,511 Contracts3,144,205 Products118 VA Schedule Industry Partner95,575 VA Products125,193 Registered Customers45,000 Searches Every Work Day5 “Searching” Users for Every Buyer23 Billion in salesE-Buy – Electronic Electronic requests for quotationsCommunication between Industry Partner and buying activityGives Industry Partner access to all potential orders

STATS

Under $2500 (micro-purchase threshold)- Order from any schedule contractor

Over $2500 - prepare a statement of work- Look at 3 price lists or “GSA advantage!™” - Evaluate and make a “best value” selection

Orders over the maximum order threshold- Review additional price lists- Seek price reductions from contractors

How Federal Agencies How Federal Agencies Order from SchedulesOrder from Schedules

Not Just the Lowest Not Just the Lowest Price:Price:DeliveryWarrantyTrainingPast performanceEnvironmental Trade-in

Not Just the Lowest Not Just the Lowest Price:Price:DeliveryWarrantyTrainingPast performanceEnvironmental Trade-in

Regular Regular ContractingContracting - - minimum minimum

of 268 daysof 268 days

Schedules Schedules ContractingContracting

approximately 2 weeksapproximately 2 weeks

Permit schedule users and contractors to set up “accounts” to fill reoccurring requirements.

Accounts establish terms, period of time, frequency of ordering, discounts, delivery locations, etc.

Sample BPA format located at fss.gsa.gov/bpa

Blanket Purchase AgreementsBlanket Purchase Agreements

Contract provisions allow schedule contractors to reduce contract price

Customers request price reductions when a potential for lower prices exist (e.g., large orders)

Price ReductionsPrice Reductions

Economic Price Economic Price Adjustments (EPA)Adjustments (EPA)

Prices must be held for twelve months from date of award

Thereafter, adjustable 3 times each 12 months per contract up to max of 10%

Prices can always be lowered

Obtain from GSA contracting officer or point of contact a listing of current customer agencies or those who expressed an interest in the Schedule

Monitor FedBizOpps Obtain information/guidance from Small Business Offices in

the agencies you wish to market Review Forecast of Contracting Opportunities at

http://w3.gsa.gov/wed/i/ion/con_opp.nss Attend Procurement Networking Sessions, vendor outreach

events, small business conferences, workshops, seminars, etc. Obtain information through the Freedom of Information Act Obtain a standard or a special procurement report from the

Federal Procurement Data Center

Marketing GSA’s Customer AgenciesMarketing GSA’s Customer Agencies

Federal Information ResourcesFederal Information Resources

• Small Business Administration (SBA) - (District, Regional and Branch Offices, SCORE, SBDC, Business Information Centers, Women’s Business Centers) www.sba.gov

• Minority Business Development Agency (MBDA)

• Procurement Technical Assistance Centers (PTAC) – www.sellingtothegovernment.net

Hints for Success (cont’d)Hints for Success (cont’d)

Advertise in the Federal Supply Service magazine MarkeTips:

- Advertising space is Currently FREE - Magazine distributed to all Schedules

customer agencies- Published bi-monthly on the first day of the month of Jan, March, May, July September, and November- Each Acquisition Center sets deadlines for ad materials

Hints for Business Success in the Hints for Business Success in the 21st Century21st Century

Make sure your business has all applicable certifications and multiple contracting vehicles in place:

8(a) Certification Small Disadvantaged Business Certification Governmentwide Agency Contracts (GWAC) FAST Contractor HUBZone Certification Blanket Purchase Agreements Service Disabled Veteran

Business cards should indicate what your company does Accept the Government Purchase Card Attend GSA Small Business Outreach events OSBU webpage: www.gsa.gov/smallbusiness.gov Network, network, network

Federal Procurement Data SystemFederal Procurement Data SystemAgency Breakout

Small Business Small Disadvantaged Women-Owned 8(a) Ranking

State Breakout

Top 5 Counties Top 5 Agencies Top 5 Contracting Offices Top Product/Service Top Contractors

Awarding Agency

Award Date/Dollar Amount

Contractor Name, Address, Socioeconomic factors, etc.

Call or write: Federal Procurement Data Center

7th & D Streets, SW

Washington, DC 20405 (202) 219-3416

http://fpdc.gov

www.gsa.gov/smallbusiness.gov

Pam.smith-cressel@gsa.gov

Regional Office of Small Business Utilization