Brenda Pollock Socio Economic Program Division

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Multiple Award Schedule (MAS) Offer
PresentationPathway To Success.
Brenda PollockSocio Economic Program Division
NeoCon October 28, 2009
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Building Your Pathway To Success
Is an MAS Contract A Good Fit?
Three Questions To Answer
Not A Good Fit At This Time
Making An Offer
Pursue Other Opportunities
MAS Training
Reevaluate When To Make An Offer
Read, Locate, Understand The MAS Solicitation
Develop an MAS Contract Specific Business Plan
Prepare And Submit An Offer
MAS Contract Award
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TOTAL SALES OF ALL SCHEDULES OCTOBER 1, 2008 -
APRIL 30, 2009
TOTAL NATIONAL SALES 28,412,611,634
CATEGORY TOTAL MAS SALES PERCENT OF TOTAL
Large 18,054,768,558 63.544
All Small 10,357,843,076 36.455
VOSB 878,960,526 3.093
SDVOSB 655,170,301 2.305
HUBZ 199,177,519 .701
SDB 2,095,021,984 7.373
WOSB 1,918,718,779 6.753
Note These sales are reported quarterly.
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SOCIOECONOMIC BREAKDOWN OF FAS MULTIPLE AWARD
SCHEDULES
NUMBER OF CONTRACTS PERCENT OF MAS
Large Business 3,634 20
Small Business 14,330 80
TOTAL 17,964
Of the 14,330 Small Businesses, 7,096 belong to
at least one socioeconomic category, 7,234 are
just small. The following numbers belong to
corresponding socioeconomic Sub-categories.
VOSB 2,462
SDVOSB 943
HUBZ 564
SDB 2,186
WOSB 3,807
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MAS CONTRACTS WITH LESS THAN 25,000

• Of the 17,964 MAS contracts 5,140 have reported
  less than 25,000 in sales on those contracts in
  the most recent 4 quarters.
• 3,518 with 0 sales
• 1,622 with between 46 and 24,995
• 5,140 total with less than 25,000
• Some of these contractors may have actually had
  sales, but are delinquent in reporting or have
  under reported sales.
• Some of these contracts are in the process of
  being cancelled.

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MAS Contract Rewards

• Dependable And Reliable Business
• Innovative
• Fast Growing Commercial Acquisition Program
• Government-Wide Contract

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• Is an MAS Contract A Good Fit?

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Federal Procurement Data SystemNext Generation
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Federal Business Opportunities
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Opportunities

• Dept. Of Health And Human Services
• www.hhs.gov
• Dept. Of Agriculture www.usda.gov
• Dept. Of Justice www.usdoj.gov
• Dept. Of the Interior www.interior.gov
• Dept. Of Education
• www.ed.gov

• Dept. Of Defense
• www.dod.gov
• Dept. Of Energy
• www.doe.gov
• National Aeronautics And Space Admin.
• www.nasa.gov
• Dept. Of Veterans Affairs
• www.va.gov
• U.S. General Services Admin.
• www.gsa.gov

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More Opportunities

• Government Executive Magazine
• Federal Computer Week
• Government Computer News
• Washington Technology
• Federal Times

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Forecast Of Contracting Opportunities

• List Of Proposed Contracts For The Fiscal Year
• Points Of Contact For Specific Departments
• Posted On Federal Websites
• Free To Any Company Seeking Government
  Procurements
• For GSA Go To www.gsa.gov/sbu

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Competition

• GSA Schedules e-Library www.gsaelibrary.gsa.gov
• GSA Advantage!
• www.gsaadvantage.gov
• GSA Schedule Sales Query
• ssq.gsa.gov

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Schedules e-Library
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Schedule 70 (Example)
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Schedule Sales Query
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Preparation

• Devote Resources
• Develop Expertise
• Prepare an MAS Contract Specific Business Plan

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Open Market Opportunities
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Subcontracting Opportunities
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Finding Subcontracting Opportunities
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Socio-Economic Opportunities

• The U.S. Small Business Administration Provides
  Various Procurement Programs For Socio-Economic
  Concerns
• Additional Assistance Is Available Through The
  Following Websites
• SBAs Procurement Center Representatives Program
  www.sba.gov
• GSA Headquarters And Regional Small Business
  Centers
• www.gsa.gov/sbu

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Re-evaluate When To Make An Offer

• Periodically Re-evaluate When Your Organization
  Wants To Make An Offer
• If Now Is The Right Time, Follow The Next Steps

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Contractor Team Arrangements

• Teaming Can Expand The Number Of Opportunities
  Available For Quote Submission
• Plan Ahead And Identify Other MAS Contractors As
  Possible Teaming Partners

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Developing A Contract Compliance Plan

• Areas Of Consideration
• Pricing
• Trade Agreements Act
• Scope Of Contract
• Subcontracting
• Labor Laws
• Sales Reporting And Industrial Funding Fee
  Remittance
• Administrative Compliance
• Note This Is Not An Exhaustive List Of Areas To
  Consider When Developing A Compliance Plan

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Pricing Compliance

• Most Favored Customer And Basis of Award Pricing
  Concepts
• Various MAS Contract Clauses Affect The Basis of
  Award Pricing Relationship
• Questions To Consider In Developing A Compliance
  Plan

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Trade Agreements Act (TAA) Compliance

• Trade Agreements Act (TAA)
• The Relationship Between The TAA and The MAS
  Program
• Questions To Consider In Developing A Compliance
  Plan

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Scope Compliance

• MAS Contractors Must Comply With The Scope Of
  Their Contract
• Areas To Consider
• Education
• Contractor Teaming Arrangements
• Open Market Procedures
• Management Controls

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Subcontracting Compliance

• Subcontracting Plans Are Required If
• Large Business
• Estimated MAS Sales Over 550,000
• Electronic Subcontracting Reporting System (eSRS)
• Good Faith Effort
• Compliance Planning Considerations

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Sales Reporting And IFF Remittance Compliance

• GSAR 552.238-74 Industrial Funding Fee (IFF) And
  Sales Reporting
• MAS Contractors Are Responsible For Reporting All
  MAS Contract Sales And Remitting The IFF

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Administrative Compliance

• Keeping The MAS Contract Current
• Records Retention
• Payment

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• MAS Proposal Process
• Electronic Vs. Paper Offer
• Completing an MAS Solicitation
• MAS Proposal Evaluation Process

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Electronic Vs. Paper MAS Offer

• eOffer
• Submit Proposal Electronically
• Only Available On Five MAS Solicitations
• Paper Offer
• Submit Paper Proposal Directly To The Acquisition
  Center That Manages That Particular MAS
  Solicitation

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Getting Started With eOffer
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How Does GSA Evaluate an MAS Offer?

• Completeness
• Scope
• Responsibility
• Subcontracting
• Proposed MAS Pricing And Price-Related Terms and
  Conditions

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Demonstrating Responsibility

• Procuring Contracting Officers (PCO) Must Make An
  Affirmative Responsibility Determination
• Three Broad Categories Of Responsibility

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Financial Capability

• Offeror Must Demonstrate Adequate Financial
  Resources Or The Ability To Obtain Them
• Procuring Contracting Officers (PCO) Reviews All
  Readily Available Financial Information
• Additional Information May Be Requested

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Experience And Performance Capability

• Offeror Must Demonstrate A Satisfactory
  Performance Record And Capability To Perform
• Multiple Sources Of Information May Be Used
• Non-Responsibility Determinations

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Evaluating Proposed MAS Pricing And
Price-Related Terms And Conditions

• Procuring Contracting Officers (PCO) Are Required
  To
• Conduct Price Analysis
• Make A Fair And Reasonable Pricing Determination
• Seek Most Favored Customer (MFC) Pricing

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MAS Express Program

• Pathway to Success assist vendor with
• Making an informed business decision
• Submitting a quality offer
• Managing expectations
• Piloted October 2006
• Web-based available December 2006
• SPEED Desk assist GSA with
• Conducting initial offer review
• Implementing standardized and simplified process
• Reducing evaluation efforts and negotiation times
• Rolled-out January 2007
• Eligibility Criteria Core requirements for Toll
  Lane
• Has been in business for at least two years
• Has a minimum of 100,000 in sales during the
  last two years
• Determined financially solvent via financial
  ratio analysis
• Has either positive or neutral past performance

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Getting Started

• Take GSAs MAS Training Courses
• Locate, Read, And Understand The MAS Solicitation
• Develop an MAS Contract Specific Business Plan
• (NOTE Not A Solicitation Requirement)

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Planning For Success

• Failing To Plan Is Planning To Fail
• The Plan Should At Least Cover Two Major Areas
• Business Development
• Contract Compliance

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Creating A Business Development Plan

• Identifying Your Target Market
• Distributing Your MAS Pricelist
• Maximizing Your Presence On GSA Advantage!
• Seizing Opportunities In e-Buy
• Expanding Opportunities Through Teaming
• Participating In GSAs Marketing Partnership
• Maximizing Advertising Opportunities

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Capturing Your Target Market

• As Part Of Your Business Development Strategy
  Consider
• Developing A Business Opportunities Database
• Building Relationships With Potential Customers

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Brenda PollockSocio Economic Program Division
pathwaytosuccess_at_gsa.gov
Questions
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Web Addresses

• Forecast of GSA Opportunities www.gsa.gov/sbu
• Center for Acquisition Excellence Training
  https//cae.gsa.gov
• Pathway to Success Training http//vsc.gsa.gov
• Federal Procurement Data System (FPDS)
  www.fpds.gov
• Federal Business Opportunities (FBO) www.fbo.gov
• GSA Schedules e-Library www.gsaelibrary.gsa.gov
• GSA Advantage! www.gsaadvantage.gov
• GSA Schedule Sales Query ssq.gsa.gov
• GSA eOffer www.gsa.gov/eoffer
• MAS Express Program www.gsa.gov/masexpress
• Small Business Administration (SBA)
  http//sba.gov