Gsa Sales Execution It 2

GSA Sales Execution in Information Technology

Rob Heuermann 314 737 7518

•Overview

•Offer Preparation

•Post Award

•Key Contacts

Contents

•Eliminates need for agency to write own RFP

•Ordering agency selects products/services based on best value to the end user

•Contractor offers products/services that meet definition of commercial item per FAR Part 12

•Optional use of Schedules program by ordering agencies

•Direct relationship between ordering agency and contractor

What is the Schedule Program?

Customer Overview

•Federal agencies and DC government

•Cooperative Purchasing/State and local governments (for Schedule 70 only)www.gsa.gov/cooperativepurchasing

•See www.gsa.gov/schedules-ordering under the section “Eligibility to use GSA sources” for list of eligible users

GSA Acquisition Centers

IT Acquisition Center

Automotive Center

NationalFurnitureCenter

Office Supplies &Administrative Services

General Products(National Disaster Support)

Center forFacilities Maintenance &Hardware

Management Services Center

Schedule 70 Sales Trend

6.617.1 17.8 •Over 5000

Vendors

•Over 3400 CP Vendors

FY ‘10 $239+Mfor COOP Sales

80%-85% of all GSA contracts (including IT) are held by small businesses

Over 35% of schedule sales are to small businesses

IT Schedule & Small Business

When preparing an offer, GSA Determines...

•Responsiveness–Read all documents in entirety–Filled in completely–No blanks filled in with “N/A”

•Responsibility–Viable product/service–History of satisfactory performance–Financial resources

•Fair and Reasonable Pricing–Most favored customer pricing–Compared against your previously offered prices

Prepared in accordance with FAR Part 12, “Acquisition of Commercial Items”

Variable contract period effective 5 years from date of award with three optional 5 year periods to extend

Standing Solicitation (no closing date for receipt of offers)

Past Performance Evaluation by Dun & Bradstreet c/o Open Ratings

Mandatory Acceptance of Government Purchase Card For payments equal to or less than the micro-purchase threshold,

for oral or written delivery orders

Solicitation Features

Are You Ready To Commit to Obtaining a

GSA Schedule Contract?

Before You Start:

•Time and effort

•Financial Resources & Finances

•Scope of Contract (Domestic & Overseas) (Section C.4)

Are You Ready…?

•Past Performance Evaluation (Section F.2)

•Meet GSA Schedules Sales Criteria- Exceed $25,000 within the1st 24 months, and are expected to exceed $25,000 in sales each 12-month period thereafter. If sales do not succeed, contract may be cancelled. (Section C.41)

Are You Ready…?

Register with the Central Contractor

Registration (CCR). (www.ccr.gov)

•If applicable, obtain SBA certification for your business size category. (www.sba.gov)

Are You Ready…?

•Know you NAICS Codes for your product or service. (Section A.3)

•Obtain Dun & Bradstreet Number. (www.dnb.com)

Are You Ready…?

Complete Online Representations & Certifications Application (ORCA). (www.bpn.gov/orca)

•Develop Market Strategy targeted to Govt. Sales.

*See Schedule 70’s “Market Express” and “GSA/MAS Program & Marketing Strategies Training Guide for Small Business”

Where to Start•Obtain Solicitation

Download off Internet into word file document. Go to www.gsa.gov/schedule70solicitation, Under the GSA Schedule 70 Solicitation box, click on the “Information Technology Solicitation” Link

or Obtain all solicitations at www.fedbizopps.gov

•Identify products & services within the scope of the Solicitation

Go to www.gsaelibrary.gsa.gov

The Make Up of an Offer

1. Solicitation: Sections A thru G(2 MS Word files)

2. Attachment 1: Pricelist with Terms and Conditions

3. Attachment 2: Past Performance (Dun & Bradstreet report)

4. Attachment 3: Subcontracting Plan (for Large Businesses only) *Estimated MAS sales over $550,000

*When submitting your offer, you must send back the full text of these documents whether or not they apply to your company.

Section A: Continuation of Standard Form 1449.

* This section assist Offerors to determine business size

* Requires offerors to indicate their NAICS codes for each Special Item Number (SIN) being offered

Sections of the Solicitation

Section B: Schedule of Items.

* This section require Offerors to indicate if they would like to participate in Cooperative Purchasing

Cooperative Purchasing/State and local governments (for Schedule 70 only)www.gsa.gov/cooperativepurchasing

* Requires Offerors to identify what SINs are being offered

Sections of the Solicitation

Special Item Numbers (SIN’s)Covered under Schedule 70

132-3 Leasing of Products

132-4 Daily/Short Term Rental

132-8 Purchase of Equipment

132-12 Maintenance of Equipment, Repair Service, and Repair Parts/Spare Parts

132-32 Term Software Licenses

132-33 Perpetual Software Licenses

132-34 Maintenance of Software

Special Item Numbers (SIN’s)Covered under Schedule 70

132-50 Training Courses

132-51 IT Professional Services

132-52 EC Services

132-53 Wireless Services

132-60 Access Certificates for Electronic Services (ACES) Program 132-61 Public Key Infrastructure (PKI) Shared Service Provider (SSP) Program

132-62 HSPD-12 Product & Services Components

Submission of Offer•Read the entire solicitation

•Respond to all requirements

•Have a corporate officer sign all required documents

•Submit two copies of offer to the GSA Acquisition Center

Or

•Submit Electronic Offer

eOffer / eMod

“eOffer” / “eMod” is the web-based application that helps companies electronically prepare and submit Multiple Award Schedule contract proposals and modification requests to FSS.

For Information : www.eoffer.gsa.gov or For Technical Assistance with eOffer or Digital Certificates contact: 1-866-472-9114

Small Business Subcontracting Plan (if applicable)

*Please refer to Attachment III for guidelines.

One copy of current published pricelist

Two copies of Proposed IT Schedule Pricelist per Refresh #19

* Please refer to Attachment I for guidelines

Duns & Bradstreet Open Rating Report

Submission of Offer

After Submittal of Offer•Contracting Officer(CO)/Contracting Specialist(CS) assigned

•Contacted by assigned CO/CS

–Clarifications/deficient data defined

–Timeframe for response established

•Once negotiations begin, submit additional data as requested

– Accurate, complete and current – Be timely with responses

Preparation for Award•Final Proposal Revision

–Basis for award clearly identified

–Price reduction clause

–Government discounts

–Delivery time

–Industrial funding fee

–CO gives guide to write FPR

•GSA Contract Number issued

IT Solicitation Training Seminars

•Online Registration at:www.gsa.gov/itcenter

Cost: None

POINT OF CONTACT:STEPHANIE TURNER (703) 605-2765

Or Call

Customer Service at:

(703) 605-2700

Develop a Market StrategyStrategies for targeting government buyers:

Widely distribute your price list Get familiar with peak government buying times Maximize web presence - provide links to GSA Advantage! Networking via Government-oriented events

Networking Cultivating relationships with potential customers is

a powerful marketing toolFSS Events link on IT Center’s homepage www.gsa.gov/it

centerGSA Events at www.gsa.gov/s

mallbusinessAgency events on

respective agency websitesGSA Expo every year

Partnering with GSAThere are many opportunities through GSA to

maximize business potential:GSA Marketing PartnershipLocal GSA Customer Service

DirectorsContractor Teaming ArrangementsVendor Support CenterGSA’s electronic systems:

GSA Advantage! e-Buy Schedules e-Library

GSA sponsored events

Local GSA Customer Service Directors

An excellent resource for information and points of contact to help you build your business with the federal government Located all over the world,

listed at the Customer ServiceDirectors webpage Assist government buyers

in their region

Vendor Support Center The VSC is your gateway to GSA. Center representatives are available

online, in person and by phone to help you: Report Sales View RFQs on eBuy

Access at http://vsc.gsa.gov

877-495-4849

[email protected]

Contractor Teaming Arrangements

Teaming can make expanding number opportunities available to you

Plan ahead of which MAS contractors can be possible team partners

GSA Advantage!The online ordering system of GSA. Every

schedule contractor is represented on GSA Advantage! Benefits for vendors:Include a picture along with product listingQuick and easy identification of itemsIncreases potential for strong salesProvides instant visibility and ability to broadcast price

changes easilyProvides a direct link to your company’s homepageReduces catalog printing and mailing costs

GSA’s eBuy Electronic Request for quote solution designed to facilitate and

maximize competition.

eBuy provides vendors with a greater opportunity to offer quotes and increase business. To learn more about eBuy, visit the tutorial on the website, or contact

Antoinette Scott at [email protected]

Schedules eLibrary The online source for GSA and VA Federal Supple Schedule contract

award info Can search vendor and product availability Perform searches by SIN, contract number, contractor name, schedule

number, or keyword Research other vendors on Schedule in your industry

Marketing OpportunitiesEvents:

GSA ExpoGSA Outreach Europe

Other Resources:MarkeTips, Advertising POC: Vincent Violandi 1-571-259-9919IT Acquisition Center Resources

Customer visits Pamphlets and brochures Customer Services

More Opportunities

Government Executive Magazine

Federal Computer Week

Government Computer News

Washington Technology

Federal Times

Other Useful Marketing Resources GSA Office of Small Business Utilization www.gsa.gov/smallbusiness

Small Business Program Advocate

Small Business Administration Pro-Net

Associations Government Electronics and IT Association Information Technology Association of America Coalition for Government Procurement

Conferences and Expositions AFCEA Technology Forums

Advertising in Government Publications MarkeTips (FREE) Government Executive

Web Resources

Federal Business Opportunities www.fedbizopps.gov

Federal Procurement Data System - Next Generation (FPDS-NG) - https://www.fpds.gov/

Forecasting Government Spending - www.gsa.gov/smallbusiness

Vendor Support Center http://vsc.gsa.gov

GSA Advantage! and eBuy www.gsaadvantage.gov

Contractor Team Arrangements www.gsa.gov/schedules

US Business Advisor www.business.gov

GSA Office of Small Business Utilization www.gsa.gov/smallbusiness

Small Business Administration www.sba.gov

SBA Women’s Business Center www.onlinewbc.gov

Minority Business Development Agency www.mbda.gov

Need More Info?

• IT Acquisition Center Customer Service Line: 703-605-2700

• Getting on Schedule: www.gsa.gov/schedules

• Solicitation and Related Downloads: www.gsa.gov/schedule70solicitation

• Web address: http://www.gsa.gov/itCenter

• E-mail: [email protected]

• Fax: 703-605-9839

• Mailing Address:

IT Acquisition Center

2200 Crystal Drive

Crystal Plaza 4

Arlington, VA 22202

THANK YOU!