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
ABOUT MICHELLE HERMELEE
Summary
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
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
GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM
Definition: GSA Schedules
• 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?
GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM
Definition: Cooperative Purchasing Program
“Authorized by statute, allows state and local governments to
purchase a variety of commercial supplies and services under
specific GSA Schedule contracts”
GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM
Benefits of Using Schedule for Cooperative Purchasing
• 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
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
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
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
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
GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM
Cooperative Purchasing Sales Trend
Ordering Procedures- Example
Define the scope of
RequirementsAcquisition Research
withGSA’s online tools, GSA Advantage and eLibrary
Send a Request for Quote (RFQ)
to a Selected ContractorEvaluate 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
Pay the contractor
Micro – Purchase Threshold >$3K
GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM
GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM
Ordering Procedures- Best Value
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
“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”.
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
ELIGIBILITY TO BE ON A GSA SCHEDULE
10 Required credentials
•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)
•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
ELIGIBILITY TO BE ON A GSA SCHEDULE
Where are the GSA Schedule sales?
ELIGIBILITY TO BE ON A GSA SCHEDULE
Preparing a GSA Proposal
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
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
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
WINNING A GSA SCHEDULE CONTRACT
GSA Contract Management
GSA Contact:
Contract is assigned. Client may start to pursue government opportunities against contractPost Award:
Verify eLibrary listing; Prepare & distribute FSS pricelist, register with VSCMarket your contract:
Client uploads approved GSA Schedule Pricelist and T&C’s on GSA eLibrary & Advantage. Utilize GSA eBuyContractor Responsibilities:
Submit 72A & IFF; meet sales requirements, submit mods, comply with federal regulations & PRCWINNING A GSA SCHEDULE CONTRACT
GSA Compliance- Sample Cat 1 Report Card
GOVERNMENT TERM CONTRACTS
Contract Marketing
• 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
GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM
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
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