Transcript Slide 1

“DOING BUSINESS WITH THE
FEDERAL GOVERNMENT”
PRESENTED BY Helena Koch
U.S. General Services Administration
Mid-Atlantic Regional Office
of Small Business Utilization
U.S. General Services
Administration
GSA is the federal government’s procurement expert.
We help other federal agencies acquire the space,
products, services they need from federal and
commercial sources.
We provide and contract for billions of dollars’ worth
of products and services for federal agencies.
Office of Small Business
Utilization (OSBU)
Mission Statement
As GSA’s small business advocate, OSBU will
engage in strategies that provide opportunities
for small (including small business located in
HUBZones, minority, veteran, and womenowned) businesses in government procurement.
HOW DO I GET INVOLVED??
Internet based systems
REGISTER
- System for Award Management (SAM)
www.sam.gov
*** Vendors must be registered in the SAM database
in order to be awarded a government contract.
- Federal Business Opportunities
www.fbo.gov
System for Award Management
(SAM)
• The System for Award Management (SAM) is a
FREE web site that consolidates the capabilities of
several government databases:
– Central Contractor Registration (CCR),
– Federal Agency Registration (FedReg),
– Online Representations and Certifications
Application (ORCA), and
– Excluded Parties List System (EPLS).
5
System for Award Management
(SAM)
FORMER CCR REGISTRANTS
• If you had an active record in CCR, you have an active record in
SAM. You do not need to do anything in SAM at this time,
unless a change in your business circumstances requires a
change in SAM in order for you to be paid or to receive an
award.
• SAM will send notifications to the registered user via email 60,
30, and 15 days prior to expiration of the record. You can search
for registered entities in SAM by typing the DUNS number or
business name into the search box.
6
System for Award Management
(SAM)
• If you are an entity with an expired record and you need to
activate your record for an impending award opportunity, you
should create your account now and migrate your roles from
CCR.
– NOTE: Once you update your record in SAM, it will take 48
to 72 hours to complete the TIN match and CAGE validation
processes, just like it did in CCR. You will be notified via
email when the process is complete and your record is
active in SAM. SAM cannot expedite this process.
• Future phases of SAM will add the capabilities of other systems
used in Federal procurement and awards processes.
7
Federal Business Opportunities
www.fbo.gov
Advance
d Search
Advanced Search Tools
-Interested Vendors Tab
-Watch this Opportunity Tab
Opportunity/Procurement
•
•
•
•
•
•
Pre-solicitation
Synopsis/Solicitation
Sources Sought
Modification
Amendment
Special Notice
Benefit
• Engage with the buyer
before the solicitation is
issued
• Identify your business as
meeting the procurement
need
• Increase set-asides on
procurements
Advanced Search Tools
NAICS and Classification
Codes
• Match your business
categories to current
projects
• Access complimentary
projects that would
support partnering
Benefit
• See projects new to FBO
• Avoid wasted time self
filtering
• Identify buyers for
marketing campaigns
• Bring projects to the table
to increase partner
interest
Acquisition Central
www.acquisition.gov
Forecast of
Contracting
Opportunitie
s
Forecast
• Meet the Buyer During the Planning
Phase
• Identify challenges and offer solutions
• Know cost estimates for projects
• Influence contract type
• Plan your approach per quarter
Federal Procurement Data
System
https://www.fpds.gov/fpdsng_cms/
Federal Transaction History
Access
Benefits
• Awarded Contracts
• Top 10
•
•
•
•
•
– Buyers
– Vendors
• Award Type
• Contract Price
Market Research
Trend Analysis
Generate Reports
Buyer Trend
Socioeconomic Trend
Federal Information Resources
 Procurement Technical Assistance Centers
(PTAC)
Call a PTAC – They can help!
•
Congress created the Procurement Technical Assistance Program
(PTAP) to help businesses seeking to compete successfully in federal,
state and local government contracting. Funded through Cooperative
agreements between DoD and state/local entities, PTACs provide a
range of expert services at little or no charge. Connect to a Center
near you to get the help you need.
www.aptac-us.org/new
GSA 101
Organization
GENERAL SERVICES
ADMINISTRATION
FEDERAL ACQUISITION
SERVICE (FAS)
PUBLIC BUILDING
SERVICE (PBS)
Public Buildings Service (PBS)

The landlord and real estate organization of
the civilian Federal government




Leases space to Federal customer agencies;
Repairs, alters, and renovates existing buildings;
Designs courthouses, border stations, and
Federal office buildings
Responsible for buildings operations and
maintenance
PUBLIC BUILDING SERVICE
(PBS)
• Congress appropriates money for work
• Agencies issue public notices of specific
requirements
• Contracting offices award and
administer contracts
PBS Selection Considerations
 “Relevant” Good Past Performance
- Similar projects in size and scope
- Ability to work in occupied office space
 Financial stability
 Past GSA or other Federal experience
WHAT IS BEST VALUE?
•
•
•
•
•
•
•
Technical Solution
Corporate Experience
Delivery Date
Location
Warranty
Price
Etc.
PAST PERFORMANCE
Can be used as a factor for determining
best value.
Past performance on earlier orders
under the contract, including quality,
timeliness, and cost control.
GHG
GSA will increase its investment in energy and water
conservation projects across its inventory of owned Federal buildings
in order to reduce facility energy intensity by FY 2020. Energy intensity is
measured as the average energy consumed in British thermal units (BTU)
per gross square foot (GSF) of space.
GSA will design all new Federal buildings to deliver energy
performance at least 30 percent below industry standards for energy
efficiency in non-residential buildings, achieve the U.S. Green Building
Council's Leadership in Energy and Environmental Design (LEED)
Gold certification, and meet Energy Star standards.
GSA will introduce new education and awareness initiatives to
motivate tenants, GSA contractors, and GSA employees to make
behavioral changes to reduce energy and water consumption.
Subcontracting as a
Contract Option
Type
Subcontracting
Benefits
•Large Business Required at $650,000 or above
•New Opportunities
•Past Performance Not Always Required
•Mentor Protégé
How to participate:
 Open to all business sizes
 Take turns being the prime
 Bring the opportunities to the table
 Highlight your partnerships as your government experience
A Plan is Required: Large Business and revenue is $650,000 or greater
($1.5M for construction) including all options
Contractor Teaming
Arrangements
“Contractor team arrangement, "means an
arrangement in which—
– (1) Two or more companies form a partnership
or joint venture to act as a potential prime
contractor; or
– (2) A potential prime contractor agrees with
one or more other companies to have them
act as its subcontractors under a specified
Government contract or acquisition program.
Helpful Guidance
• Put everything in writing
• Consider
o Rotating Prime Representation
o Length of Commitment
o Terms and Conditions for Exiting the Partnership
• Track FBO for Government Trends
• Veteran Set-Asides
• Sustainability Requirements
• Women Owned Small Business Set-Asides
Successful Partnering
• Introduce - Use every opportunity to meet new potential
partners
• Exchange Information – Never leave home without
your business cards and a pen
• Go to breakfast/lunch/dinner– Set up a time within the
first two weeks
• Go to other things together– meet at events of
mutual interest
• Determine value add – both sides
should benefit from the partnership
Value-Add Checklist
(assess in the first 2-3 meetings)
•
•
•
•
•
•
•
•
Positive Reputation? (birds of a feather)
Successful Contracts? (not dependent on your success)
Accessible Location? (services more than products)
Appealing Niche? (complement your company)
Certifications? (for set-asides and other benefits)
Memberships? (networking advantage)
Past Performance? (positive or negative)
Steady Growth? (past to current accomplishments)
Federal Acquisition Service (FAS)
• Home of the GSA Schedules Program
• Provider of over one million commercial
off-the-shelf products and services
ranging from pencils and paper to trucks
to maintenance services and travel
services.
• Value exceeds $40 Billion in sales yearly
•
GSA Schedules Program
• Governmentwide contracts with multiple
commercial firms
• Allows firms to receive direct orders for
products and/or services from Federal
agencies
• Saves time and money
• Helps agencies meet socioeconomic
goals
SERVICES NOT INCLUDED IN
MULTIPLE AWARD SCHEDULES
 Construction and Architect-Engineering
services as set forth in FAR Part 36 (including
construction, alteration or repair of buildings,
structures or other real property) are outside
the scope of all GSA Schedules, including
Professional Engineering Schedule (PES).
What About Construction
Management?
• Construction Management, a niche area
related to design and construction, is
considered to be neither design nor
construction, but engineering project
management or oversight on a
construction project. Therefore, it may
be contracted under the GSA Multiple
Award Schedule for Professional
Engineering Services (PES).
GSA Schedule Contracts
Schedule Contracts are:
- Five year contracts for approved
vendors to provide products or
services to government agencies.
Authorized users include: DC Government,
charitable/international organizations, and
authorized government prime contractors can
order from schedules contractors.
Cooperative Purchasing
E-Gov Act of 2002
- Enabled State & Local Governments to use
IT Schedule
- Schedule prices, terms and speed make
use of FSS IT Schedule attractive
- Over $8 Million in sales in the first few
weeks
The Local Preparedness
Acquisition Act
(expansion of Cooperative Purchasing Act)
•
•
•
•
•
•
The Local Preparedness Acquisition Act, signed June 26, 2008,
authorizes state and local governments to purchase through GSA
Schedule 84 -- TOTAL SOLUTIONS FOR LAW ENFORCEMENT,
SECURITY, FACILITIES MANAGEMENT, FIRE, RESCUE,
CLOTHING, MARINE CRAFT AND EMERGENCY/DISASTER
RESPONSE
(www.gsa.gov/firesecurity)
alarm and signal systems,
facility management systems,
firefighting and rescue equipment,
law enforcement and security equipment,
marine craft and related equipment,
special purpose clothing, and related services
Disaster Recovery Purchasing
Section 833 of the John Warner National Defense Authorization Act for
fiscal year 2007 (Public Law 109-364) amended 40 U.S.C. 502 to
authorize the Administrator of General Services to provide for the use
of
Federal Supply Schedules by state and local
governments for the purchase of products and services
to be used to facilitate recovery from major disasters,
terrorism, or nuclear, biological, chemical, or
radiological attacks.
The Department of Homeland Security has determined that all of the
products and services available under GSA Schedules could potentially be
used for recovery from a disaster or a terrorist attack. State and local
government entities may use GSA Schedule contracts to purchase
products and services in advance of a major disaster declared by the
president, as well as in the aftermath of an emergency event.
GSA Schedules Contracts Are…...
• Synonymous with “GSA Number” or
“Getting on the GSA List”.
• “License to hunt” for opportunities in the
federal government.
• Over 75% of the contract holders are
small business owners.
Rules for Applying for GSA
Schedule
• Obtain a copy of the Schedule
solicitation from Internet
– Read the Solicitation
– Read the Solicitation again
– Read the Solicitation again
Complete
• Send completed package to appropriate
Acquisition Center
Successful Schedules Offer
Checklist
• Open Ratings Past Performance evaluation
(formerly Dun and Bradstreet)
• GSA Standard Form 1449 (cover sheet)
• Administrative proposal
• Technical proposal
• Price proposal
• Commercial sales practice format
• Representations and certifications
Schedule Contractor Benefits:
• Simplified access to thousands of ordering activities.
• Contract stability (5-year contract period and three 5year options to renew).
• Online ordering through GSA Advantage website.
• Savings related to reduced lead time.
• Payment received quickly through credit card
purchases
www.gsa.gov/elibrary
(enter keywords, Contract Number, Contractor/Manufacturer
name, Schedule # or SIN #)
GSA Federal Supply Schedules
Find out more about the GSA Schedules
(Multiple Award Schedule Program
VA Federal Supply Schedules
For more information about the
VA Schedules Program
GSA Advantage!
 On-line shopping network that Federal
agencies access to buy products/services
from FSS Schedule Contract Holders
 You may wish to browse GSA Advantage! To
review current contractors and their pricing.
www.gsaadvantage.gov
Hints for Success
Make sure your business has all applicable SBA
certifications and multiple contracting vehicles in
place
•
Business cards:
- indicate any special criteria (i.e. small, woman
owned, GSA Schedule holder, etc.)
- should indicate what your company does
•
Accept the Government Purchase Card
•
Attend GSA Small Business Outreach events
•
GSA webpage: www.gsa.gov/smallbusiness
•
Network, network, network
Access
OSBU
www.gsa.gov/osbu
• www.twitter.com/gsaosbu
• (information and feedback
changing small business
partnerships)
• www.facebook.com
• GSA, Office of Small Business
Utilization
• (Fan Page with lots of updates)
43
Access
OSBU
www.gsa.gov/osbu
•
•
•
•
•
•
•
•
44
www.gsa.gov/smallbizguide
(publications, video, fact sheets…)
www.gsa.gov/smallbizevents
(GSA events around the country just for
small business)
Want all events? www.gsa.gov/events
Interact.gsa.gov
Small Business Solutions Group
(blogs, discussion boards, and more)
Listen Up!
What matters?
– Customers Concerns
– Customers Budget
– Customers Support System
– Customers Resources
– Customers Vision
– Customers Last Experience
Be the Solution !
45
Mid-Atlantic Regional Office of
Small Business Utilization
20 NORTH EIGHTH STREET
Philadelphia , PA 19107-3191
www.gsa.gov/r3smallbusiness
[email protected]
(215) 446-4918
[email protected]
(215) 446-4934