leveraging gsa schedules for government contracts

Michelle L. Hermelee, BH Sky Associates, LLC.

Webinar: Leverage GSA Schedules for State and Local Contracts

Winning a GSA Schedule Contract

Eligibility To Be On A GSA Schedule

GSA Schedules and Cooperative Purchasing Program

Our featured expert:

http://www.BHSkyAssociates.com

ABOUT MICHELLE HERMELEE Summary

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Founded BH Sky Associates in 2006

Headquartered in Princeton, NJ and Washington DC.

Nationwide consulting services to help companies effectively position their

products to local, state, and federal government

Serve clients across industry sectors:

AEC O&M IT & Consulting Other

General Construction Janitorial Information Technology Medical Supplies & Services

Environmental Services Pest Control Insurance Manufacturing

HVAC & Electrical Law Enforcement Staffing


GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM

Definition: GSA Schedules

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• Long term government-wide contracts

• Commercial products/services

• License to hunt

• Open standing contract

• Negotiated contract

• IDIQ/Multiple Award Schedule (MAS)

• Contract vehicle to sell directly to government

• Authorized users

• What does GSA buy and not buy?



Definition: Cooperative Purchasing Program

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“Authorized by statute, allows state and local governments to

purchase a variety of commercial supplies and services under

specific GSA Schedule contracts”



Benefits of Using Schedule for Cooperative Purchasing

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• Contract stability

• Priority source of supply under FAR Part 8

• Simplified access to thousands of ordering agencies

• Online ordering through GSA advantage

• Savings related to reduced lead time

• Payment received quickly through credit card purchases

• Helps agencies meet socio economic goals

• Access to GSA e-buy

• Government-wide contract – you can sell to all government agencies

• Sell to any agency with just one source


GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Cooperative Purchasing Program-Scope

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Schedule 70 • General Purposed Commercial Information Technology Equipment

• Software & Services

Schedule 84 • Total Solutions for Law Enforcement

• Security Facilities Management

• Fire, Rescue, Marine Craft

• Emergency/ Disaster Response


GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Cooperative Purchasing Program-Schedule 70

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Schedule 70: Commercial IT products & services include:

• IT Equipment, software and maintenance

• IT professional services

• Wireless and electronic commerce services

• Cloud computing services

• IT Training

• Virtualization services

• IPv6 services

• Cyber security services

• Access Certificates for Electronic Services (ACES)

Program

• PKI Shared Service Provider (SSP) Program

• HSPD-12 Product and service components


GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Cooperative Purchasing Program-Schedule 84

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Schedule 84 Law enforcement products & services include:

• Alarm and signal systems

• Facility management systems

• Firefighting and rescue equipment

• Law enforcement and security equipment

• Marine craft and related equipment

• Special purpose clothing


GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM GSA Schedule Sales- FY 11

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In 2011, total GSA Schedule Sales was over $35 Billion

Schedule Description Sales Amount

70 Information Technology $15,723,563,644

874 Mission Oriented Business $5,107,855,428

871 Engineering $2,869,069,272

84 Law, Policy, Security $2,597,879,517

87 Furniture $1,603,668,142


GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Cooperative Purchasing Sales Trend

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GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Cooperative Purchasing Sales Trend

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Ordering Procedures- Example

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Define the scope

of Requirements

Acquisition Research with

GSA’s online tools, GSA Advantage and

eLibrary

Send a Request for

Quote (RFQ) to a Selected

Contractor

Evaluate Proposals and make a selection

Use the GSA Schedule Contract as a

Model

Customers negotiate their respective contracts with

the selected Vendor with mutually agreed-on

modifications

Receive Product

or Services from the

contractor

Pay the contractor as per

the contract agreement

Micro – Purchase Threshold >$3K

Micro – Purchase Threshold <$3K



GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Ordering Procedures- Best Value

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Determination based on many factors; not limited to lowest price

• Price Reasonableness

• Technical Solution

• Environmental Considerations

• Past Performance

• Delivery Date

• Warranty

• As Determined by Requiring Office


GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Disaster Recovery Purchasing

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“State and local government entities may purchase from

contracts awarded under GSA FSS in advance of a major

disaster declared by the President, as well as to facilitate

recovery from a major disaster, terrorism, or nuclear, biological,

chemical, or radiological attack”.


ELIGIBILITY TO BE ON A GSA SCHEDULE 10 Required credentials

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•A schedule that covers your product and services

•In business for at least 1- 3 years

•Gross sales of at least $100-$150K

•Good past performance

•Minimum of 6-10 client references

GSA Schedules Eligibility

•An adequate accounting system

•Financial responsibility

•Verifiable rates

•Comply with wage regulations

•Comply with TAA


ELIGIBILITY TO BE ON A GSA SCHEDULE Trade Agreements Act (TAA)

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•The TAA is the enabling statute that implements numerous multilateral and

bilateral international trade agreements and other trade initiatives.

•FAR clause 52.225-5 - requires the purchase of products or services that are

of US domestic origin or from a “designated country” that has signed a FTA

with the US

ALL contractors on GSA schedules are required to comply & certify with the TAA

https://www.acquisition.gov/far/html/52_223_226.html




ELIGIBILITY TO BE ON A GSA SCHEDULE Where are the GSA Schedule sales?

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http://www.recovery.gov/

https://www.fpds.gov/

http://www.usaspending.gov/

https://ssq.gsa.gov/

ELIGIBILITY TO BE ON A GSA SCHEDULE Preparing a GSA Proposal

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Identify GSA Schedule and SINs

Administrative Proposal [CCR/ORCA, VRD, LoS,

Subcontracting & Financials]

Technical Proposal [ Open Ratings, Corporate &

Project Experience, Past Performance, Quality

Control]

Pricing Proposal [ CPL, CSP1, Proposed pricing,

Labor categories, Supporting Documents &

SCA WD’s]

Final Review Submission of

Offer


ELIGIBILITY TO BE ON A GSA SCHEDULE GSA Clarification and Negotiations

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CS/CO Assignment

CS/CO is assigned a Primary POC

Clarification

CS/CO may contact client

regarding administrative

omissions and/or clarifications

Negotiation

Conduct negations. Be

ready to negotiate your

best offer

Final Proposal Revision

Offer is Awarded


WINNING A GSA SCHEDULE CONTRACT GSA Contract Management

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GSA Contact: Contract is assigned. Client may start to pursue government opportunities against contract

Post Award: Verify eLibrary listing; Prepare & distribute FSS pricelist, register with VSC

Market your contract: Client uploads approved GSA Schedule Pricelist and T&C’s on GSA eLibrary & Advantage. Utilize GSA eBuy

Contractor Responsibilities: Submit 72A & IFF; meet sales requirements, submit mods, comply with federal regulations & PRC

Options: Base contact is five- year plus 3 five-year options


WINNING A GSA SCHEDULE CONTRACT GSA Compliance- Sample Cat 1 Report Card

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GOVERNMENT TERM CONTRACTS Contract Marketing

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• Identifying target market

• Prepare and distribute MAS authorized price list

• Maximize presence on GSA advantage

• Maximize advertising opportunities

• Seize opportunities in GSA ebuy

• Participating at procurement events

• Limited time pricing

• Utilize competitive market intelligence



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Summary

• GSA Schedule Program is a long term government wide contract vehicle

• Do your products/services fall within the scope of the GSA Schedule –

cooperative purchasing program

• Are you eligible to meet the contract requirements and be a successful

GSA contractor?

• Prepare, submit and market your GSA Schedule contract


ABOUT ONVIA

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Contact us:

[email protected] | www.onvia.com

mailto:[email protected]

Q&A

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QUESTIONS?

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Copyright: This document is copyrighted by BH Sky Associates. All rights reserved. No part of this

document may be reproduced, modified, or transmitted in any form or by any means, electronic,

mechanical or otherwise without prior written permission.

Not Legal Advice: The opinions, information, and interpretations provided in this document are the

personal opinions of Michelle Hermelee, are for educational and informational purposes only, and do not

represent legal advice. When appropriate, readers of this document are encouraged to consult with an

attorney to obtain legal advice.

THANK YOU! Michelle Hermelee- BH Sky Associates Email: [email protected] Web: www.BHSkyassociates.com

Office: 866.468.7420

Scott Merrick- Director of Marketing: Onvia Email: [email protected] Web: www.onvia.com

Office: 206.373.9415

http://www.bhskyassociates.com/

http://www.bhskyassociates.com/