GSA Schedule: A Tool to Help Win Government Contracts

Transcription

1 Government Contracting OPEN Insight Guide GSA Schedule: A Tool to Help Win Government Contracts With a budget of more than $500 billion, the U.S. government is the largest consumer of products and services in the world. 1 Federal, state and regional agencies represent a tremendous market for small businesses. Many businesses have learned that government contracting work can be a steady and reliable source of income since the government must continue business in both good times and bad. The U.S. General Services Administration (GSA) is the purchasing agent for the government with an annual procurement spend of tens of billions of dollars. 2 The role of the agency is to simplify the buying process and to aggregate the government s buying power to achieve the best value for the hundreds of federal agencies, as well as state and local buyers who are eligible to participate. Using the GSA Schedules Program, GSA establishes long-term government-wide contracts with commercial businesses to provide access to more than 11 million products and services. 3 As a small business, you may be able to realize the benefits of government contracting by becoming an approved vendor on the GSA Schedule, which can lead to increased visibility and credibility for your business. This guide can help you understand how to use the GSA Schedule as a tool for obtaining lucrative government contracts, including: Why Should I Consider the GSA Schedule?, pg. 2 How Can I Get My Business Listed on the GSA Schedule?, pg. 2 Why Should I Put in the Effort to List My Business on the GSA Schedule?, pg. 3 Who Buys Using the GSA Schedule?, pg. 3 Tom Bailard Bailard, Inc. Member Since: 1992 What Is Sold Using the GSA Schedule Listing?, pg. 4 How Do Agencies Buy Goods and Services Using GSA?, pg. 4 What Types of GSA Contracts Are There?, pg. 5 Can I Find Help to Simplify the Process of Getting Listed with GSA?, pg. 5 Small Business Contracting Opportunities with GSA, pg. 6 GSA Schedule Streamlines the Buying Process for Government Agencies, pg. 7 Cardmember Profile: Rudy Ruiz, Interlex Five Tips to Help Get on the GSA Schedule, pg. 8 GSA Schedule Purchasing and Educational Resources, pg. 9 Glossary of Key Terms, pg. 11 Learn more about Government Contracting at pg. 1

2 competitive edge because it provides visibility to multiple agencies simultaneously. Companies not listed in the Schedule have to pursue government contracting opportunities using the traditional bidding method, which can take several months before a contract is awarded. How Can I Get My Business Listed on the GSA Schedule? Regency Air LLC David Lomakin Member Since: 1997 Why Should I Consider the GSA Schedule? GSA was established to help government agencies negotiate prices. It does this via the GSA Schedules Program, which lists the amount the government has agreed to pay at a fair and reasonable price for a vendor s products or services. Small businesses have the potential to dramatically expand their revenues by getting listed on the GSA Schedule of approved vendors for the products and services the government procures, and then going after and winning contracts. Government agencies can order directly from a GSA Schedule contractor through an online shopping and ordering system known as GSA Advantage! ( In addition to receiving preferred vendor status, being listed on GSA Advantage! can also afford your company market exposure at GSA events. Many agencies prefer to work with vendors on the Schedule because it eliminates much of the hassle and paperwork that is typical of government procurement processes. 4 Although a GSA Schedule contract is an official government contract, it does not have products or services to deliver immediately and is not funded until an agency signs an order. Getting on the GSA Schedule can help level the playing field for small businesses competing against larger companies. Although businesses will still face competition, being on the GSA Schedule offers a To become an approved supplier under a GSA Schedule, a business must go through the application process, which can take months to complete and be approved by GSA. Once a contract is successfully negotiated, the business is assigned a GSA contract number and placed on a list of approved suppliers for that Schedule contract vehicle, which helps avoid the usual process of bidding on individual government contracts. The GSA Schedules Program is broken down by categories; for example, Schedule 66 Scientific Equipment and Services. Businesses then use the prices listed in their GSA contracts to price orders received from agencies. This is known as the GSA Price List or GSA Advantage! Catalog/Price List. GSA Schedule Fast Facts The GSA Schedule features more than 11 million commercial items available for purchasing More than 19,000 contract holders are on the GSA Schedule 80% of GSA Schedule holders are small businesses A GSA contract can be issued in just 14 days compared with an average 268 days to issue a conventional government contract 40% of the small businesses active on the GSA Schedule are women-owned, according to an American Express OPEN Victory in Procurement SM Small Business Owner survey Source: GSA web site, Getting on Schedule pg. 2

3 To begin, you need to identify the GSA Schedule that covers your supplies or services. Go to the GSA Schedules elibrary ( ElibMain/home.do) and see which companies sell similar products or services. Then, you will need to start filling out paperwork. For a more detailed look at the process, see the second guide in this series, Government Contracting: Getting the Most from the GSA Schedule. Why Should I Put in the Effort to List My Business on the GSA Schedule? GSA is a major purchaser of products and services sold by small businesses and is committed to increasing opportunities for small disadvantaged businesses, women-owned small businesses, HUBZone (Historically Underutilized Business Zone) small businesses, veteran-owned small businesses and service-disabled veteran-owned small businesses. More than 19,000 contract holders are on the Schedule. 5 In fact, 80% of GSA Schedule holders are small businesses. 6 Getting on the GSA Schedule is an important step toward winning government contracts, particularly for women-owned businesses. The government has a goal to award at least 5% of all contracts to women-owned small businesses. According to a 2010 survey of 1,508 small business owners by American Express OPEN, 40% of those active on the GSA Schedule are women-owned. 7 (For more opportunities for small businesses, see Small Business Contracting Opportunities with GSA, pg. 6.) Schedule contract periods last as long as five years, with up to three five-year options to renew. This can result in a 20-year contract with the government for your products and services. During the renewal process, business information is verified, and prices and terms can be renegotiated. GSA pre-negotiates terms and conditions with vendors, making it easier for agencies to make purchases. GSA does the legwork to get the best value for agencies, and ultimately, for taxpayers. This greatly reduces the time needed to issue How Government Agencies Purchase Among the ways agencies can make purchases include: Blanket Purchase Agreements (BPAs) fulfill repetitive needs for supplies and/or services Contractor Team Arrangements (CTAs) two or more contractors join together to provide a solution GSA Advantage! an online shopping service for all government customers ebuy an online system within GSA Advantage! Source: GSA web site, Getting on Schedule contracts. A GSA contract can be issued in just 14 days, compared with an average 268 days to issue a conventional government contract. 8 (For more on this, see GSA Schedule Streamlines the Buying Process for Government Agencies, pg. 7) Who Buys Using the GSA Schedule? GSA manages more than 25% of the government s total procurement dollars and negotiates contracts that account for $40 billion of goods and services bought annually from the private sector. It also influences the management of $500 billion in government assets, including 9,300 government-owned or leased buildings and 213,000 vehicles. 9 Following are some of the organizations that currently purchase from the GSA Schedule: All federal and executive agencies Most Department of Defense agencies Government contractors authorized to spend federal dollars, such as fixed-price contractors that purchase security equipment Some institutions, such as Howard University and the National Technical Institute for the Deaf, and international organizations pg. 3

4 State and local agencies that are eligible to participate in cooperative purchasing, 10 disaster recovery purchasing 11 and some law enforcement purchases. 12 For the list of eligible GSA Schedule users, download the PDF at What Is Sold Using the GSA Schedule Listing? The GSA s Schedule Listing, which is located on GSA s elibrary site ( includes 44 categories of products and services. GSA will periodically update or change the listing and provide notice on the elibrary. The elibrary also includes an alphabetical listing of available contractors on the GSA Schedule. Some products mentioned in the GSA Schedule Listing include 13 : Automotive equipment Building materials Computer technology Furniture Law enforcement equipment Medical and pharmaceutical supplies Office supplies Sporting equipment Some services mentioned in the GSA Schedule Listing include: Advertising and marketing Environmental Management consulting Professional engineering Staffing Training and educational Transportation and delivery How Do Agencies Buy Goods and Services Using GSA? GSA includes two departments with separate buying needs. The Federal Acquisition Service (FAS) establishes contracts for commercial products and services, and the Public Buildings Service (PBS) establishes contracts for construction, architecture and interior design products and services. Here are four of the ways that agencies can purchase items, according to the GSA s web site: 1. Blanket Purchase Agreements (BPAs) are used to fulfill repetitive needs for supplies and/or services. 2. Contractor Team Arrangements (CTAs) are agreements in which two or more contractors join together to provide a total solution to meet an agency s needs. GSA and Non-GSA Purchases and Prices Agencies typically submit requests to three vendors on a Schedule and select the winning one based on value considerations. The rules vary as to how agencies can acquire new goods or services, as detailed in the chart below. GSA purchases Purchases over $25,000 Purchases under $25,000 Can be made directly through a GSA vendor without being posted for public bid Can be made directly through a GSA vendor without being posted for public bid Non-GSA purchases Must be posted to Purchases between $3,000 and $25,000 must be posted for public bid on the agency s acquisition web site pg. 4

5 Two Types of GSA Contracts Types of contracts include: Multiple Award Schedule (MAS) Program Contracts awarded to multiple vendors with similar products or services to enable more choice for government buyers Governmentwide Acquisition Contracts (GWAC) similar to MAS, but used exclusively for purchasing IT solutions Source: GSA web site, Getting on Schedule 3. GSA Advantage! is an online shopping service for all government customers. Once a business is put on the GSA Schedule, adding company and pricing information to GSA Advantage! is a requirement. This gives the business the potential to be seen by hundreds of agencies that may be in need of its offerings. 4. ebuy ( is an online system within GSA Advantage! that allows government agencies to prepare and post requests for quotes and receive responses from vendors. By receiving open requests, businesses can save time and money in finding new government contracts. What Types of GSA Contracts Are There? GSA awards several types of contracts, including: Multiple Award Schedule (MAS) Program Contracts are among the largest of GSA s purchasing agreements. Contracts are awarded to multiple vendors with similar products or services to enable more choice for government buyers. When a business has a MAS contract, it can sell to any government agency with one source instead of having separate contracts with each agency. Governmentwide Acquisition Contracts (GWAC) are similar to the MAS program but are used exclusively for purchasing information technology solutions. For example, the 8(a) Streamlined Technology Acquisition Resources for Services (STARS) GWAC is a contract set aside to promote small business utilization for IT purchases. Can I Find Help to Simplify the Process of Getting Listed with GSA? There is no legal requirement to hire someone to help prepare and negotiate your offer to GSA, but some businesses choose this route because they don t want to dedicate their own time and resources. Because of their experience, consultants might also help avoid costly or damaging errors. To find a consultant, search online for ones that specialize in government contracting and the GSA Schedule and review lists from professional societies. Here are some questions to ask potential consultants: Who are your current clients? How long have you worked for these clients? What types of services do you offer? What was the extent of your role? What is your success rate in helping clients get on the GSA Schedule? May I contact your current clients for a reference? GSA s purpose is to provide faster contracting services at lower prices so government agencies can focus on their core missions. 14 Getting on the GSA Schedule is a multi-step process, but the opportunities in generating new sales opportunities can more than make up the effort for many businesses. 1 Small Business Administration web site, Contracting Opportunities 2 GSA web site, Budget Report 3 GSA web site, Getting on Schedule 4 SBA web site, Contracting Opportunities 5 GSA web site, Getting on Schedule 6 GSA web site, Schedules 7 American Express OPEN Victory in Procurement Small Business Owner Survey: 1,508 small business owners responded to an online survey January 19-February 2, Federal Contracts Report, Vol. 71, No. 7, February 15, GSA web site, FY 2010 Budget Request 10 GSA web site, Cooperative Purchasing Program 11 GSA web site, Disaster Recovery Program 12 GSA web site, 1122 Program 13 GSA web site, Schedule Products and Services Listing 14 GSA web site, Mission, Vision and Goals pg. 5

6 Small Business Contracting Opportunities with GSA By Lourdes Martin-Rosa The Small Business Administration (SBA) strongly supports the participation of small businesses in the GSA Schedules Program. The dollar value of orders expected to be placed against GSA Schedule contracts allows government agencies to include these purchases in their acquisition base and goals. With the government increasing its spending, agencies are seeking more small businesses to contract. Because of their small business status, those contractors on the GSA Schedule can have an edge over other small businesses because they are competing within a limited pool. GSA s Acquisition Goals Though every government agency may purchase products and services from the GSA Schedule program, GSA is also a federal agency with its own acquisition goals. In fiscal year 2009, it was the only federal agency to meet all of its small business contracting goals. According to the SBA s annual small business procurement score card, GSA sent 14.48% of the agency s contracting dollars to small and disadvantaged businesses and/or 8(a) certified small businesses. That s nearly triple its 5% goal. GSA also more than doubled its goals for contracting with small businesses in economically depressed areas, or Historically Underutilized Business Zones (HUBZone), by reaching 6.45% on its 3% goal, totaling over 35% of contract awards to small businesses in FY Finding Information GSA Schedule contractors catalogs/pricelists, GSA Advantage! and GSA elibrary contain valuable information on a range of products and services offered by small businesses. Agencies use this information to help meet their required small business goals. Small business GSA Schedule contractors also have the opportunity to team with larger Schedule holders. Every contract greater than $550,000 (for products/services) or $1 million (for construction services) should have a small business subcontracting plan attached to it. Since businesses are able to view the GSA Advantage Pricing Catalog, they re more easily able to find teaming partners. Small Business Successes Crystal Clear Technologies (CCT), Gulfport, Florida, is one example of a successful GSA Schedule contractor. Owned by Joseph Culbertson, a servicedisabled veteran and American Express OPEN Cardmember, CCT delivers IT products and services to commercial, federal, state and local government clients. Frustrated with the traditional method of federal contracting, Culbertson decided to pursue the GSA Schedules Program and became a GSA Schedule contractor in CCT qualified for the GSA Schedule 70 for Information Technologies and Schedule 66 for Scientific Equipment and Services. Since the GSA Schedule was awarded, CCT s government sales have increased from $130,000 in 2007 to more than $3 million in Another successful contractor is Bluesky Mast of Tampa, Florida, which provides multi-purpose mast systems for military and commercial uses. pg. 6

7 With the amount of money being spent on research, Bluesky owner Scott Vanover, an American Express OPEN Cardmember, realized that a mast could be an invaluable tool to assist today s missioncritical applications. In 2005, Bluesky acquired its GSA Schedule 84 Total Solutions for Law Enforcement contract. Annual sales have increased from $300,000 to more than $1.78 million in Having the Schedule contract has increased our ability to offer the federal government quicker solutions to their contract requirements, Vanover says. After more than 10 years of lobbying in Washington, DC, Lourdes Martin-Rosa founded Government Business Solutions ( With over 40 years of combined government management consulting experience, she and her team help companies succeed in acquiring certifications, GSA Schedules and winning government marketing techniques. Martin-Rosa also serves as advisor on Government Contracting for American Express OPEN. GSA Schedule Streamlines the Buying Process for Government Agencies Government agencies that buy from GSA Schedule-approved vendors help streamline what can be a lengthy purchasing process, according to GSA s web site. Once a vendor is on the GSA Schedule, an agency knows that it will receive the best value and that the vendor has been vetted and has completed the competitive bidding requirements offering fair and reasonable prices for its products and services. Agencies are also able to acquire new goods and services faster through the GSA Schedule than through traditional purchasing contracts, which can lead to shorter lead times, lower administrative costs and reduced inventories for the government. Delivery and lead times are reduced because the agency is contracting directly with a vendor. This way, the agency can generally award a contract in a matter of days instead of months. Other benefits of buying from the GSA Schedule include: the SOLUTIONS! Group Kathleen Simon Member Since: 1985 Purchasing options. Comprehensive purchase agreements help save the agency time and money. No order limitations. The agency can place an order for any dollar amount. Credit toward small business goals. Each agency has a set goal dictating that a certain percentage of procurement dollars be used in purchasing from small businesses. pg. 7

8 Cardmember Profile: Rudy Ruiz, Interlex Five Tips to Help Get on the GSA Schedule Having worked with government agencies for several years, executives at Hispanic-owned ad agency Interlex realized that getting on the GSA Schedule was key to becoming a lead contractor for the federal government. After partnering with a consultant versed in the process, Interlex, which specializes in advocacy, cause-related and corporate social marketing, succeeded in getting on the GSA Schedule in August President and CEO Rudy Ruiz shares five tips for small businesses looking to get on the GSA Schedule. 1. Gather Experience In the agency s early days, Ruiz and his team started out small, working with municipal and state government agencies. For our first foray into federal contracts, we sought out prime contractors until we felt we had the experience a track record to compete for national opportunities, he says. 2. Partner with an Expert Realizing that the government has its own language and culture, Ruiz and his team decided to bring in a consultant to advise them on the complex GSA Schedule application process. They looked for one who could translate their marketing information into the procurement terms the government understood. It s a huge advantage to hire a consultant who has worked as a procurement professional for the federal government or, better yet, has worked at GSA, because they know what the agency is really looking for, Ruiz says. An experienced consultant can organize your responses, submit your application and help manage the phases of additional information requests in a timely manner. If you decide that you want to hire a consultant, make sure you interview potential candidates and ask for references, as well as their success rates with getting other businesses on the GSA Schedule. 3. Do Your Homework Interlex created a new business team to regularly study government budgets and identify upcoming opportunities with target agencies. It s very labor-intensive, but it s essential to identify where we should focus our resources, Ruiz says. 4. Organize Your Financials Ruiz says GSA officials will send back applications if they find discrepancies in financial statements. Businesses have only a short window to respond to these queries. If they miss the deadline, they have to start the process all over again. Avoid these problems by having your financial records reviewed by a CPA beforehand, he says. This way when you begin the GSA submission process, you know your documentation is in order. 5. Gain Experience as a Subcontractor Working with a company that s already on the GSA Schedule is a great way to lay the groundwork, Ruiz says. You can learn a lot about the documentation that GSA requires and help set expectations. Plus, the government values strong partnerships that are put together to meet their needs. pg. 8

9 GSA Schedule: Purchasing and Educational Resources The government offers businesses the opportunity to sell billions of dollars worth of products and services each year. Use these resources to learn more about government contracting and getting on the GSA Schedule. American Express OPEN for Government Contracts: Victory in Procurement SM This site provides training, articles and practical advice to help businesses enter the government contracting market. It also has news about upcoming events. American Express OPEN Forum OPEN Forum has resources, videos and information to help guide your business in researching and securing government contracts. Acquisition Central Geared for government agencies and contractors, this site provides centralized shared services to streamline the purchasing process. Contractor Team Arrangements This site provides guidance for creating partnerships between two vendors working together to increase visibility and meet GSA requirements. FedBizOpps This site is the online entry point for government procurement opportunities over $25,000. Buyers are allowed to publicize their opportunities directly on the site. For contracting opportunities, call or General Services Administration (GSA) Here you ll find information, training opportunities and resources for potential GSA contractors. Find the GSA staff directory at Read the GSA guide Doing Business with GSA at Read the GSA guide Steps to Success Make the Most of Your GSA Contract at GSA Advantage! This is a one-stop shop for agencies looking to purchase goods and services from GSA-approved businesses. pg. 9

10 GSA Schedule: Purchasing and Educational Resources, cont d. GSA s Mentor-Protégé Program GSA s Mentor-Protégé Program is designed to encourage GSA prime contractors to assist small businesses and enhance their capability of performing successfully on GSA contracts and subcontracts. GSA s Vendor Support Center (VSC) This site is the online source for vendors to obtain information and review and report sales. Give Me 5 A partnership between Women Impacting Public Policy (WIPP) and American Express OPEN, Give Me 5 advises women business owners on how to apply for government contracts. The program includes webinars and events to help business owners grow their businesses through government contracting. Multiple Award Schedule (MAS) Express Program This site outlines how to participate in the MAS Express Program, which was designed to simplify, streamline and accelerate the process of obtaining MAS contracts. Through this site, businesses can participate in the Pathway to Success education seminar, which is a prerequisite to participate in the MAS Express Program. Office of Small Business Utilization (OSBU) GSA s OSBU also conducts outreach activities to counsel small businesses on the procurement process and make introductions to key contracting experts. OSBU also conducts one-on-one counseling sessions to help companies understand and participate in the government procurement process. Recovery.gov This is the federal government s official web site providing access to data related to the American Recovery and Reinvestment Act of 2009 (ARRA). It also includes information on ARRA spending related to GSA. Teaming USA SM Teaming USA helps small business owners find partners and learn the advantages of working together to win government contracts. Teaming USA is a joint partnership between OPEN and Business Matchmaking. Women Impacting Public Policy (WIPP) A bipartisan public policy group that advocates for and on behalf of women and minorities in business in the legislative processes. WIPP is a partner of American Express OPEN. pg. 10

11 Glossary of Key Terms Understanding relevant terminology can assist in the process of getting on the GSA Schedule. Use this glossary to better understand the acronyms, abbreviations and vocabulary associated with government contracting and the GSA Schedules Program. 8(a) Business Development Program: Named after a section of the Small Business Act, the 8(a) program provides business development assistance to companies owned by socially and economically disadvantaged individuals. The SBA requires businesses to document how they are socially or economically disadvantaged in their applications. Blanket Purchase Agreement (BPA): An agreement between the government and a supplier that allows for repetitive purchases during a specified period. Contractor Team Arrangement (CTA): An agreement in which two or more contractors join together to provide a total solution to meet an agency s needs. ebuy: An online tool within GSA Advantage! that facilitates requests for quotes for goods and services offered by GSA Schedule and Governmentwide Acquisition Contract contractors. Federal Acquisition Regulation (FAR): FAR outlines the policies for executive agencies to acquire goods and services. Federal Acquisition Service (FAS): FAS establishes contracts for commercial products and services in the areas of products and services, technology, motor vehicle management, transportation, travel and procurement and online acquisition tools. Federal Supply Schedules (FSS) Program: Large contracts through which government agencies can acquire products and services from more than 8,000 suppliers. General Services Administration (GSA): GSA oversees the business of the U.S. government. GSA s acquisition solutions supply government purchasers with products and services from commercial vendors. Governmentwide Acquisition Contracts (GWAC): GWACs help agencies purchase IT products exclusively. GSA Advantage!: An online shopping service for government customers. Once a business is put on the GSA Schedule, it is required to add company and pricing information to GSA Advantage! GSA Contract Number: A number assigned to an approved GSA Schedule vendor. An agency may purchase your GSA-approved products and services through this GSA Schedule contract number. GSA Schedule: Lists the prices the government has agreed to pay for a vendor s commercial products and services. GSA Schedule Number: The breakdown of program categories; for example, Schedule 70 Information Technology and Schedule 72 Furnishings and Floor Coverings. pg. 11

12 Glossary of Key Terms, cont d. HUBZone Small Business: A certified small business with its principal office located in a Historically Underutilized Business Zone and with at least 35% of its employees residing in a HUBZone, as defined by Federal Acquisition Regulation. Mentor: An individual or business that creates a program to advance strategic relationships with a less experienced business. Minority-Owned Business: A small business that is at least 51% owned and operated by a U.S. citizen whose ancestry is Asian-Pacific American, Black American, Hispanic American, Native American, Subcontinent Asian American, Indian Tribe or Native Hawaiian, as defined by Federal Acquisition Regulation. Multi-Agency Contracts: Contracts established by one agency for use by government agencies to obtain a variety of supplies and services. Multiple Award Schedules (MAS): One of GSA s largest purchasing vehicles. Contracts are awarded to multiple vendors with similar products or services to enable more choices for government buyers. Protégé: An individual or developing business who cooperates with another more experienced individual or company to improve its capabilities. Public Buildings Service (PBS): PBS acquires space on behalf of the government through new construction and leasing. It also acts as a caretaker for 9,300 government properties around the United States. Service-Disabled Veteran-Owned Small Business: A small business that is at least 51% owned by a qualified disabled veteran whose disability is service-related and whose management and daily business operations are controlled by a qualified service-disabled veteran, as defined by Federal Acquisition Regulation. Single Award Schedules (SAS): Contracts made with one supplier for a specific product at a stated price for delivery to a geographical area defined in the Schedule. Small Business Administration (SBA): An independent government agency chartered to protect the interests of small businesses and maintain free competitive enterprise. Small Disadvantaged Business: A small business that is at least 51% owned and controlled by a socially and economically disadvantaged individual, as defined by Federal Acquisition Regulation. Teaming: An arrangement in which two or more businesses join forces to pursue and win specific government contracts. Veteran-Owned Small Business: A small business that is at least 51% owned by a qualified veteran and whose management and daily business operations are controlled by a qualified veteran, as defined by Federal Acquisition Regulation. Women-Owned Business (WOB): A small business that is at least 51% owned and controlled by a woman, as defined by Federal Acquisition Regulation. pg. 12

13 Visit American Express OPEN: Victory in Procurement SM (VIP) Learn more about government contracting at a web site from American Express OPEN. This site offers practical advice that can help increase your business through government contracting. The VIP web site features: Step-by-step insight guides to help identify and apply for government contracts Upcoming events and webinars dedicated to government contracting New articles and resources highlighting success stories and procurement tips Newsletter sent monthly with upcoming events, expert advice and timely articles To learn more about our products and services, call NOW-OPEN or visit us at For more about growth opportunities in government contracting, visit For more OPEN Insight Guides, and other resources to help you grow your business, visit Copyright 2010 American Express Company. All Rights Reserved. The information contained in this document is meant for advisory purposes only. American Express accepts no liability for any outcome of its use. pg. 13