Tony L. Gregg Business Specialist Office of Small Business Utilization

U.S. General Services Administration

Tony L. GreggBusiness SpecialistOffice of Small Business Utilization

May 16, 2012

Doing Business with GSA: Part I Overview

Introduction This training was developed to provide a wealth of

knowledge to the small business whether downloading from our website for a quick view, taking notes during a education session or as a reference document for those times you just need to review a section or two.

Our goal is to connect you to opportunities in our agency. Let us know how we are doing and how we can improve.

www.gsa.gov/osbu

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Clarify GSA’s role in the Federal arena

Understand what drives procurement decisions

Learn what GSA buys Learn about Contracting

Programs Provide Marketing Tips Provide advocacy resources Identify GSA sources of support

Purpose

GSA’s role in the Federal Arenawww.gsa.gov

All agencies play an important role in our governments effort to protect, serve and develop our country.

GSA’s role is to make sure those agencies have the tools they need to meet their mission successfully. We design and build the place where they work, provide the technology they use, access to the services and products they need and more. We do all this to achieve efficiencies in the performance of administrative functions as well as savings in the cost of operations.

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Driving Procurement Decisions www.gsa.gov/sustainability

Procurement decisions are directly linked to each agency mission. • What are we trying to accomplish?• Who are we serving?• How can we do the job better?

We also have regulations, policy, Executive Orders and more that affect what and how we purchase.

Currently the E.O. 13514 is requiring that we focus on “sustainable acquisition”. What does this mean for small business?

– It means that when you market to a buyer, we need to consider not only the economical impact, but how the environment and social structure will be affected.

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What GSA Buys www.usaspending.gov

How to Sell to and through GSAwww.gsa.gov/howtoselltothegovernment

All Contract Opportunities Register: Central Contractor Registration (CCR) http://www.ccr.gov Obtain: Dun & Bradstreet Numbers (DUNS)

http://fedgov.dnb.com/webform or call (866) 705-5711. Set-up: Online Representations and Certifications Application

(ORCA) https://orca.bpn.gov. Check-out: Federal Business Opportunities www.fbo.gov Fulfill: Security Requirements

In accordance with Homeland Security Presidential Directive-12 ("HSPD-12"), contractors are required to undergo a FBI fingerprint check and a personnel security investigation at the level of the National Agency Check with written Inquiries (NACI).

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Multiple Award Schedule Programwww.gsa.gov/gettingonschedules, www.gsa.gov/elibrary,

Long-term governmentwide contracts with commercial firms providing access to over 11 million commercial products and services.

Participation

Minimum revenue of $25,000 2 years in business Commercial Products and Services only Contractors required to earn $25,000 after 24 month

grace period to avoid removal from program8

Indefinite Delivery Indefinite Quantity (IDIQ)www.gsa.gov/idiq

Used to procure technical expertise in areas such as cost estimating, architect/engineer services, seismic/structural/blast services, construction management and inspection, general construction, repair and alteration, design-build, demolition and remediation services.

Participation Varies with each contract type Applicable to various industries including construction Purchase amounts vary

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Blanket Purchase Agreements (BPA’s)www.gsa.gov/bpa

Provides easy access to repetitive needs for supplies or services.

Participation: Current GSA Contract Holders Compete for Award with other GSA Contract Holders Annual review of award for Best Value Most compatible with recurring requirements like office

supplies, IT equipment and services, etc.10

Governmentwide Acquisition Contracts (GWACs)www.ga.gov/gwacs

Access to the most innovative task or delivery order information technology contracts.

Participation: Submission dates are limited Subcontracting to contractors encouraged Several contract categories for small business

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GWACS for Small Businesswww.gsa.gov/sbgwac

8(a) STARS II• Follow-on to 8(a) STARS• 8(a) set-aside• Awarded July 31, 2011

Alliant Small Business• Small business set-aside• Allows for cost-reimbursement contracting

VETS• Service Disabled Veteran Owned set-aside

Small Business GWAC Tools/Resourceswww.sbgwacsource.gov

Industry Partner Sales by Agency

Small Business GWAC Tools/Resourceswww.sbgwacsource.gov

Select contract category and contractor

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Steps to GWAC Subcontracting

Home Page•Go to www.gsa.gov/gwacs

Contract Type •Select the Contract Category

•8(a) Stars II, Alliant SB, Vets

Industry Partners •Click on Industry Partners

•Click on List on Contract Holders

Global Supply Programwww.gsa.gov/globalsupply

An easy and flexible requisition-based ordering for office supplies, tools, computer products, safety gear and cleaning products. 

Participation: Current GSA Contractor Commercial Products Off-the-shelf items

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Set-Asideswww.gsa.gov/set-asides

Every federal government purchase anticipated to be valued from $3,000 to $150,000 is automatically set aside for small businesses as long as there are at least two companies that can provide the product or service.

Participation: Small Business Special Certification

– Woman Owned– 8(a) Disadvantaged– HUBZone– Service Disabled Veteran 17

Set-Asideswww.gsa.gov/set-asides

The current government acquisition goals are: 25 percent of prime contracts for small

businesses (40% subcontracts) 5 percent of prime and subcontracts for women-

owned small businesses 5 percent of prime and subcontracts for Small

Disadvantaged Businesses 3 percent of prime and subcontracts for

HUBZone small businesses 3 percent of prime and subcontracts for service-

disabled veteran-owned small businesses

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Set-Asideswww.gsa.gov/set-asides

The most recent set-aside category, established in 2011, is women-owned small businesses. Program pages on the site also include a compliance guide and details on certification. Learn more about the program at www.sba.gov.

To learn how to acquire a certification in a particular business category, visit http://www.sba.gov/category/navigation-structure/contracting/working-with-government .

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Partnering Contractor Teaming Arrangements and Joint Ventures

create prime opportunities for both business partners. (FAR 9.6) www.gsa.gov/cta

Subcontracting is a great opportunity for developing your business to prepare for prime contract opportunities by working for current GSA Prime Contractors (FAR 19.7) www.gsa.gov/subdirectory http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm

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FAR References can be reviewed at

www.acquisition.gov/far

Mentor Protégé Programwww.gsa.gov/mentorprotegeprogram

GSA’s Mentor-Protégé Program is designed to encourage and motivate GSA prime contractors to assist small businesses and enhance their capability of performing successfully on GSA contracts and subcontracts.

Participation:• Current GSA Contractor

• Mentor Required• Protégé Optional

• Mentor or Protégé• Self-Matching• Complete Application and Agreement

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Tony EilandProgram Manager

1-855-OSBUGSA (672-8472)

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Marketing to GSAwww.gsa.gov/market2feds, www.gsa.gov/vendorsupportcenter, www.gsa.gov/osbu

Don’t: Take a check-list approach and miss the

details Misuse templates and other standard practices Focus too heavily on giveaways and

brochures to shine Put your trainees on the front line

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Marketing to GSAwww.gsa.gov/market2feds, www.gsa.gov/vendorsupportcenter, www.gsa.gov/csd, www.gsa.gov/osbu

Do: Know your customers needs Provide solutions Read between the lines Be better than their last experience Understand every interaction is

marketing Utilize GSA’s Customer Service

Directors

Small Business Advocates in GSAwww.gsa.gov/osbu, www.gsa.gov/smallbizevents, www.gsa.gov/smallbizguide

Each Federal agency has an Office of Small Business Utilization put in place by congress “…to promote the maximum practicable use of all designated small business categories within the Federal Acquisition process…” These advocates report to the head of their agency on the success of this partnership. Finding creative new ways to educate Sponsoring and delivering business development training Integrating low-cost networking events into established venues Providing free counseling and more…

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Access!www.gsa.gov/osbu

www.gsa.gov/smallbizguide (publications, video, fact sheets…)

www.gsa.gov/smallbizevents (GSA events around the country just for small

business) Want all events? www.gsa.gov/events

Interact.gsa.gov Small Business Solutions Group (blogs, discussion boards, and more)

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Access!www.gsa.gov/osbu

www.twitter.com/gsaosbu (information and feedback changing small

business partnerships)

www.facebook.com GSA, Office of Small Business Utilization (Fan Page with lots of updates)

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GSA Partners Advocating for Small Business

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Small Business Administration SBA provides business counseling, training and business development

specialists providing free and low-cost services in your area. www.sba.gov 1-800-U-ASK-SBA (1-800-827-5722)

  The Association of Procurement Technical Assistance Centers

PTACs are dedicated to assisting businesses seeking to compete successfully in federal, state and local government contracting.   http://www.aptac-us.org/new

 Federal OSBU Agency Offices The Small Business Act as amended by Public Law 95-507 established

the Office of Small and Disadvantaged Business (OSDBU) to promote the maximum practicable use of all designated small business categories within the Federal Acquisition process.

http://www.osdbu.gov

GSA Sources of Support

• PBS Industry [email protected] www.gsa.gov/pbs

• Construction, Real Estate, Architecture, Interior Design

Public Building Service

• National Customer Service Center (NCSC)(800) [email protected]/fas

• Commercial Products and Services

Federal Acquisition Service

• Office of Small Business [email protected] www.gsa.gov/osbu

• gsa.gov/smallbizsupport• www.osdbu.gov

Office of Small Business Utilization

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SMALL BUSINESS SOLUTIONS

General Services AdministrationOffice of Small Business Utilizationwww.gsa.gov/osbu1-855-OSBUGSA (672-8472)

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We want to hear from you. Please share your success stories, comments, questions and concerns.