Webinar: Leverage GSA Schedules for State and Local Contracts

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1 Webinar: Leverage GSA Schedules for State and Local Contracts GSA Schedules and Cooperative Purchasing Program Eligibility To Be On A GSA Schedule Winning a GSA Schedule Contract Our featured expert: Michelle L. Hermelee, BH Sky Associates, LLC.

2 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 2

3 Webinar: Leverage GSA Schedules for State and Local Contracts GSA Schedules and Cooperative Purchasing Program Eligibility To Be On A GSA Schedule Winning a GSA Schedule Contract

4 GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Definition: GSA Schedules Long term government-wide contracts Commercial products/services License to hunt Open standing contract IDIQ/Multiple Award Schedule (MAS) Contract vehicle to sell directly to government Authorized users What does GSA buy and not buy? Negotiated contract 4

5 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 5

6 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 6

7 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 7

8 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 8

9 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 9

10 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, Mission Oriented Business $5,107,855, Engineering $2,869,069, Law, Policy, Security $2,597,879, Furniture $1,603,668,142 10

11 GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Cooperative Purchasing Sales Trend 11

12 GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Cooperative Purchasing Sales Trend 12

13 GSA SCHEDULES AND COOPERATIVE PURCHASING PROGRAM Ordering Procedures- Example 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 Micro Purchase Threshold >$3K Micro Purchase Threshold <$3K Receive Product or Services from the contractor Pay the contractor as per the contract agreement 13

14 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 14

15 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. 15

16 Webinar: Leverage GSA Schedules for State and Local Contracts GSA Schedules and Cooperative Purchasing Program Eligibility To Be On A GSA Schedule Winning a GSA Schedule Contract

17 ELIGIBILITY TO BE ON A GSA SCHEDULE 10 Required credentials GSA Schedules Eligibility 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 An adequate accounting system Financial responsibility Verifiable rates Comply with wage regulations Comply with TAA 17

18 ELIGIBILITY TO BE ON A GSA SCHEDULE Trade Agreements Act (TAA) ALL contractors on GSA schedules are required to comply & certify with the TAA The TAA is the enabling statute that implements numerous multilateral and bilateral international trade agreements and other trade initiatives. FAR clause 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 18

19 ELIGIBILITY TO BE ON A GSA SCHEDULE Where are the GSA Schedule sales? 19

20 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 20

21 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 21

22 Webinar: Leverage GSA Schedules for State and Local Contracts GSA Schedules and Cooperative Purchasing Program Eligibility To Be On A GSA Schedule Winning a GSA Schedule Contract

23 WINNING A GSA SCHEDULE CONTRACT GSA Contract Management 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 23

24 WINNING A GSA SCHEDULE CONTRACT GSA Compliance- Sample Cat 1 Report Card 24

25 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 25

26 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 26

27 ABOUT ONVIA Contact us: 27

28 Q&A QUESTIONS? 28

29 THANK YOU! Michelle Hermelee- BH Sky Associates Web: Office: Scott Merrick- Director of Marketing: Onvia Web: Office: 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. 29 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.