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Federal Acquisition Service
U.S. General Services Administration
Multiple Award Schedule (MAS) Offer Presentation
“Pathway To Success”
Multiple Award Schedule (MAS) Offer Presentation
“Pathway To Success”
Brenda PollockProgram AnalystGSA/FAS/QVOC
Brenda PollockProgram AnalystGSA/FAS/QVOC
May 2010May 2010
Building Your “Pathway To Success”
Is an MAS Contract A Good Fit?
Three QuestionsTo Answer
Not A Good Fit At This Time
Pursue Other Opportunities
Reevaluate When To Make An Offer
Making An Offer
MAS Training
Read, Locate, Understand The MAS Solicitation
Develop an MAS Contract Specific Business Plan
Prepare And Submit An Offer
MAS Contract Award
3
Section I
Multiple Award Schedules (MAS) Program Overview
GSA’s MAS Program Opportunities Rewards
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GSA’s MAS Program
U.S. General Services Administration (GSA) Multiple Award Schedules (MAS) Program The Difference:
Multiple Award Schedule (MAS) Contract Government-Wide Acquisition Contract
(GWAC) Multi-Award Contract (MAC)
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MAS Contract Opportunities
Government’s Premier Commercial Acquisition Program
Mirrors Commercial Buying Practices A Fast, Easy And Effective Contracting Vehicle Complies With All The Rules And Regulations “Total Solutions” Estimated $40 Billion In Sales
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TOTAL SALES OF ALL SCHEDULES October 1, 2008 – September 30, 2009
CATEGORY TOTAL 72A SALES PERCENT OF TOTAL
Large $24,292,291,506 63.89%
All Small $13,732,528,641 36.11%
VOSB $ 1,162,799,276 3.06%
SDVOSB $ 929,081,630 2.44%
HUBZ $ 272,484,198 .72%
SDB $ 2,796,706,311 7.62%
WOSB $ 2,534,922,940 6.69%
TOTAL NATIONAL SALES: 38,024,820,147
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SOCIOECONOMIC BREAKDOWN OF FAS MULTIPLE AWARD SCHEDULES
VOSB 2,465
SDVOSB 989
HUBZ 581
SDB 2,200
WOSB 3,761
Of the 14,920 Small Businesses, 7,656 belong to at least one socioeconomic category, 7,264 are “just small”. The following numbers belong to corresponding socioeconomicSub-categories.
Note: All numbers are for active, FAS Multiple Award Schedule contracts as of Jan 27, 2010.Some contractors fall into multiple socioeconomic sub-categories, therefore subtotalswill not add up to 7,656
NUMBER OF CONTRACTS PERCENT OF MAS
Large Business 3,798 20.3%
Small Business 14,920 79.7%
TOTAL *18,718
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MAS Contract Rewards
Dependable And Reliable Business
Innovative
Fast Growing Commercial Acquisition Program
Government-Wide Contract
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Section II
Is an MAS Contract A Good Fit?
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The Government Marketplace
Federal Business Opportunities (FedBizOpps) www.fbo.gov
Federal Procurement Data System - Next Generation (FPDS-NG) www.fpds.gov
Forecast Of Government Opportunities www.gsa.gov/sbu
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Federal Business Opportunities
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Federal Procurement Data SystemNext Generation
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OpportunitiesOpportunities
• Dept. Of Defensewww.dod.gov
• Dept. Of Energywww.doe.gov
• National Aeronautics And Space Admin.www.nasa.gov
• Dept. Of Veterans Affairswww.va.gov
• U.S. General Services Admin. www.gsa.gov
• Dept. Of Health And Human Services
www.hhs.gov• Dept. Of Agriculture
www.usda.gov• Dept. Of Justice
www.usdoj.gov• Dept. Of the Interior
www.interior.gov• Dept. Of Education
www.ed.gov
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More Opportunities
– “Government Executive Magazine”
– “Federal Computer Week”
– “Government Computer News”
– “Washington Technology”
– “Federal Times”
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Forecast Of Contracting Opportunities
List Of Proposed Contracts For The Fiscal Year Points Of Contact For Specific Departments Posted On Federal Websites Free To Any Company Seeking Government
Procurements For GSA Go To
www.gsa.gov/sbu
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Competition
GSA Schedules eLibrary www.gsaelibrary.gsa.gov
GSA Advantage!®
www.gsaadvantage.gov GSA Schedule Sales Query
ssq.gsa.gov
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Schedules eLibrary
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Schedule 70 (Example)
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GSA Advantage!®
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GSA Advantage!® (Example)
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Schedule Sales Query
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Schedule Sales Query (Example)
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Schedule Sales Query (Example)
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Preparation
Devote Resources Develop Expertise Prepare an MAS Contract
Specific Business Plan
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Section III
Not A Good Fit At This Time Actively Pursuing Opportunities Re-evaluate When To Make An
Offer
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Open Market Opportunities
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Subcontracting Opportunities
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Finding Subcontracting Opportunities
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Socio-Economic Opportunities
The U.S. Small Business Administration Provides Various Procurement Programs For Socio-Economic Concerns
Additional Assistance Is Available Through The Following Websites:
SBA’s Procurement Center Representatives Program www.sba.gov/GC/pcr.html
GSA Headquarters And Regional Small Business Centerswww.gsa.gov/sbu
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Re-evaluate When To Make An Offer
Periodically Re-evaluate When Your Organization Wants To Make An Offer
If Now Is The Right Time, Follow The Next Steps
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Section IV
Making An Offer
Taking Steps Toward Having A Successful MAS Contract
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Getting Started
Take GSA’s MAS Training Courses
Locate, Read, And Understand The MAS Solicitation
Develop an MAS Contract Specific Business Plan (NOTE: Not A Solicitation Requirement)
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GSA MAS Training
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Locate, Read, And Understand The MAS Solicitation
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Clauses Incorporated By Reference
Federal Acquisition Regulation (FAR) - 52
General Services Acquisition Manual (GSAM) - 552
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Planning For Success
“Failing To Plan Is Planning To Fail”
The Plan Should At Least Cover Two Major Areas:
Business Development Contract Compliance
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Creating A Business Development Plan
Identifying Your Target Market Distributing Your MAS Pricelist Maximizing Your Presence On GSA Advantage!®
Seizing Opportunities In eBuy Expanding Opportunities Through Teaming Participating In GSA’s Marketing Partnership Maximizing Advertising Opportunities
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Identify Your Target Market
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Capturing Your Target Market
As Part Of Your Business Development Strategy Consider:
Developing A Business Opportunities Database
Building Relationships With Potential Customers
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Distributing Your MAS Pricelist
Here Are A Few Options For Distributing a MAS Pricelist
Post A Copy On Your Web Page And Have A Link To It In GSA Advantage!®
Distribute Your MAS Pricelist To Potential MAS Customers
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Maximizing Presence On GSA Advantage!®
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Seizing Opportunities In eBuy
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Contractor Team Arrangements
Teaming Can Expand The Number Of Opportunities Available For Quote Submission
Plan Ahead And Identify Other MAS Contractors As Possible Teaming Partners
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GSA’s Marketing Partnership
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GSA’s Marketing Partnership Con’t
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Government Advertising Opportunities
Consider Advertising Opportunities
Government Targeted Publications May Help Maximize Opportunities
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Developing A Contract Compliance Plan
Areas Of Consideration:
Pricing Trade Agreements Act Scope Of Contract Subcontracting Labor Laws Sales Reporting And Industrial Funding Fee Remittance Administrative Compliance
Note: This Is Not An Exhaustive List Of Areas To Consider When Developing A Compliance Plan
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Pricing Compliance
Most Favored Customer And Basis of Award Pricing Concepts
Various MAS Contract Clauses Affect The Basis of Award Pricing Relationship
Questions To Consider In Developing A Compliance Plan
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Trade Agreements Act (TAA) Compliance
Trade Agreements Act (TAA)
The Relationship Between The TAA and The MAS Program
Questions To Consider In Developing A Compliance Plan
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Scope Compliance
MAS Contractors Must Comply With The Scope Of Their Contract
Areas To Consider:
Education Contractor Teaming Arrangements Open Market Procedures Management Controls
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Subcontracting Compliance
Subcontracting Plans Are Required If:
Large Business Estimated MAS Sales Over $550,000
Electronic Subcontracting Reporting System (eSRS) “Good Faith” Effort Compliance Planning Considerations
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Labor Laws Compliance
MAS Contracts Contain Various Labor Law Compliance Requirements
Review The Solicitation Carefully To Assess Impact On Human Resource Practices
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Sales Reporting And IFF Remittance Compliance
GSAR 552.238-74 Industrial Funding Fee (IFF) And Sales Reporting
MAS Contractors Are Responsible For Reporting All MAS Contract Sales And Remitting The IFF
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Administrative Compliance
Keeping The MAS Contract Current
Records Retention
Payment
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Section V
MAS Proposal Process Electronic Vs. Paper
Offer Completing an MAS
Solicitation MAS Proposal
Evaluation Process
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Electronic Vs. Paper MAS Offer
eOffer Submit Proposal Electronically
Paper Offer Submit Paper Proposal Directly To The Acquisition
Center That Manages That Particular MAS Solicitation
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Getting Started With eOffer
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Completing an MAS Solicitation
Before Beginning:
Data Universal Number System Number (DUNS)
Central Contract Registration (CCR)
Dun & Bradstreet (D&B) Open Ratings Past Performance Evaluation Report
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Completing an MAS Solicitation Con’t
Cover Letter SF 1449 Special Item Numbers
(SINs) Complete Solicitation
Provisions Online Representations and
Certifications Application (ORCA)
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Completing an MAS Solicitation Con’t
MAS Proposed Pricing:
Provision GSAR 552.212-70 Preparation Of Offer
Complete Commercial Sales Practices (CSP-1)
Proposed MAS Pricelist In Accordance With Clause I-FSS-600
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How Does GSA Evaluate an MAS Offer?
Completeness ScopeResponsibilitySubcontractingProposed MAS Pricing And Price-
Related Terms and Conditions
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Completeness
GSAR 552.212-73 Evaluation – Commercial Items (Multiple Award Schedule)
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Scope Of MAS Solicitation
Procuring Contracting Officers (PCO) Will Review The Offer To Ensure It Is Within The Scope Of The MAS Solicitation
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Demonstrating Responsibility
Procuring Contracting Officers (PCO) Must Make An Affirmative Responsibility Determination
Three Broad Categories Of Responsibility
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Integrity And Business Ethics
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Financial Capability
Offeror Must Demonstrate Adequate Financial Resources Or The Ability To Obtain Them
Procuring Contracting Officers (PCO) Reviews All Readily Available Financial Information
Additional Information May Be Requested
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Experience And Performance Capability
Offeror Must Demonstrate A Satisfactory Performance Record And Capability To Perform
Multiple Sources Of Information May Be Used
Non-Responsibility Determinations
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Small BusinessSubcontracting Plan
Required If:
Large Business Estimated MAS Sales Over $550,000
Procuring Contracting Officers (PCO) Will Review 11 Elements Of The Plan For Acceptability
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Evaluating Proposed MAS Pricing And Price-Related Terms And Conditions
Procuring Contracting Officers (PCO) Are Required To:
Conduct Price Analysis Make A Fair And Reasonable Pricing
Determination Seek Most Favored Customer (MFC)
Pricing
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Information Used In Conducting Price Analysis
The Following Are Examples: Commercial Sales Practices (CSP) Information
– Full And Complete Disclosure Pricing/Discount Information From Current Or
Prior Contracts Anticipated Overall Volume Of Government
Purchases Under The Resultant Contract Recommendations From Pre-award Audits And
Pricing Specialists
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MAS Contract Formation Process
Step 1 –
Fact Finding/
Clarifications
Step 2 – Negotiations
Step 3 –Request For Final
Proposal Revisions (FPR)
Step 4 –Decision Of Award Or
No Award
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Web Addresses
Forecast of GSA Opportunities www.gsa.gov/sbu Center for Acquisition Excellence Training https://cae.gsa.gov Pathway to Success Training http://vsc.gsa.gov Federal Procurement Data System (FPDS) www.fpds.gov Federal Business Opportunities (FBO) www.fbo.gov GSA Schedules e-Library www.gsaelibrary.gsa.gov GSA Advantage! www.gsaadvantage.gov GSA Schedule Sales Query ssq.gsa.gov GSA eOffer www.gsa.gov/eoffer MAS Express Program www.gsa.gov/masexpress Small Business Administration (SBA) http://sba.gov
