Transcript No Slide Title

U.S. General Services Administration
Doing Business with GSA: Part I
Overview
Tony L. Gregg
Business Specialist
Office of Small Business Utilization
May 16, 2012
Introduction
 This training was developed to provide a wealth of
knowledge to the small business whether downloading
from our website for a quick view, taking notes during a
education session or as a reference document for those
times you just need to review a section or two.
 Our goal is to connect you to opportunities in our agency.
Let us know how we are doing and how we can improve.
 www.gsa.gov/osbu
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Purpose
 Clarify GSA’s role in the Federal
arena
 Understand what drives
procurement decisions
 Learn what GSA buys
 Learn about Contracting
Programs
 Provide Marketing Tips
 Provide advocacy resources
 Identify GSA sources of support
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GSA’s role in the Federal Arena
www.gsa.gov
 All agencies play an important role in our governments
effort to protect, serve and develop our country.
 GSA’s role is to make sure those agencies have the tools
they need to meet their mission successfully. We design
and build the place where they work, provide the
technology they use, access to the services and products
they need and more. We do all this to achieve efficiencies
in the performance of administrative functions as well as
savings in the cost of operations.
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Driving Procurement Decisions
www.gsa.gov/sustainability
Procurement decisions are directly linked to each agency mission.
• What are we trying to accomplish?
• Who are we serving?
• How can we do the job better?
 We also have regulations, policy, Executive Orders and more that
affect what and how we purchase.
 Currently the E.O. 13514 is requiring that we focus on “sustainable
acquisition”. What does this mean for small business?
– It means that when you market to a buyer, we need to consider not
only the economical impact, but how the environment and social
structure will be affected.
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What GSA Buys
www.usaspending.gov
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How to Sell to and through GSA
www.gsa.gov/howtoselltothegovernment
 All Contract Opportunities
 Register: Central Contractor Registration (CCR) http://www.ccr.gov
 Obtain: Dun & Bradstreet Numbers (DUNS)
http://fedgov.dnb.com/webform or call (866) 705-5711.
 Set-up: Online Representations and Certifications Application (ORCA)
https://orca.bpn.gov.
 Check-out: Federal Business Opportunities www.fbo.gov
 Fulfill: Security Requirements
 In accordance with Homeland Security Presidential Directive-12
("HSPD-12"), contractors are required to undergo a FBI fingerprint
check and a personnel security investigation at the level of the
National Agency Check with written Inquiries (NACI).
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Multiple Award Schedule Program
www.gsa.gov/gettingonschedules, www.gsa.gov/elibrary,
 Long-term governmentwide contracts with commercial
firms providing access to over 11 million commercial
products and services.

 Participation
 Minimum revenue of $25,000
 2 years in business
 Commercial Products and Services only
 Contractors required to earn $25,000 after 24 month
grace period to avoid removal from program
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Indefinite Delivery Indefinite Quantity (IDIQ)
www.gsa.gov/idiq
 Used to procure technical expertise in areas such as cost
estimating, architect/engineer services,
seismic/structural/blast services, construction management
and inspection, general construction, repair and alteration,
design-build, demolition and remediation services.
 Participation
 Varies with each contract type
 Applicable to various industries including construction
 Purchase amounts vary
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Blanket Purchase Agreements (BPA’s)
www.gsa.gov/bpa
 Provides easy access to repetitive needs for supplies or
services.
 Participation:
 Current GSA Contract Holders
 Compete for Award with other GSA Contract Holders
 Annual review of award for Best Value
 Most compatible with recurring requirements like office
supplies, IT equipment and services, etc.
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Governmentwide Acquisition Contracts
(GWACs)
www.ga.gov/gwacs
 Access to the most innovative task or delivery order
information technology contracts.
 Participation:
 Submission dates are limited
 Subcontracting to contractors encouraged
 Several contract categories for small business
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GWACS for Small Business
www.gsa.gov/sbgwac
 8(a) STARS II
• Follow-on to 8(a) STARS
• 8(a) set-aside
• Awarded July 31, 2011
 Alliant Small Business
• Small business set-aside
• Allows for cost-reimbursement contracting
 VETS
• Service Disabled Veteran Owned set-aside
Small Business GWAC Tools/Resources
www.sbgwacsource.gov
Industry Partner Sales by Agency
Small Business GWAC Tools/Resources
www.sbgwacsource.gov
Select contract
category and contractor
Steps to GWAC Subcontracting
Home Page
• Go to www.gsa.gov/gwacs
Contract
Type
• Select the Contract Category
• 8(a) Stars II, Alliant SB, Vets
Industry
Partners
• Click on Industry Partners
• Click on List on Contract Holders
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Global Supply Program
www.gsa.gov/globalsupply
 An easy and flexible requisitionbased ordering for office supplies,
tools, computer products, safety gear
and cleaning products.
 Participation:
 Current GSA Contractor
 Commercial Products
 Off-the-shelf items
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Set-Asides
www.gsa.gov/set-asides
 Every federal government purchase
anticipated to be valued from $3,000 to
$150,000 is automatically set aside for
small businesses as long as there are at
least two companies that can provide the
product or service.
 Participation:
 Small Business
 Special Certification
– Woman Owned
– 8(a) Disadvantaged
– HUBZone
– Service Disabled Veteran
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Set-Asides
www.gsa.gov/set-asides
 The current government acquisition goals are:
 25 percent of prime contracts for small
businesses (40% subcontracts)
 5 percent of prime and subcontracts for womenowned small businesses
 5 percent of prime and subcontracts for Small
Disadvantaged Businesses
 3 percent of prime and subcontracts for
HUBZone small businesses
 3 percent of prime and subcontracts for servicedisabled veteran-owned small businesses

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Set-Asides
www.gsa.gov/set-asides
 The most recent set-aside category, established in 2011, is women-owned small
businesses. Program pages on the site also include a compliance guide and details on
certification. Learn more about the program at www.sba.gov.
 To learn how to acquire a certification in a particular business category, visit
http://www.sba.gov/category/navigation-structure/contracting/working-withgovernment .

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Partnering
 Contractor Teaming Arrangements and Joint Ventures
create prime opportunities for both business partners.
(FAR 9.6)
FAR References can
 www.gsa.gov/cta
be reviewed at
 Subcontracting is a great opportunity for developing
your business to prepare for prime contract
opportunities by working for current GSA Prime
Contractors (FAR 19.7)
 www.gsa.gov/subdirectory
 http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
www.acquisition.gov/far
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Mentor Protégé Program
www.gsa.gov/mentorprotegeprogram
GSA’s Mentor-Protégé Program is designed to encourage and motivate
GSA prime contractors to assist small businesses and enhance their
capability of performing successfully on GSA contracts and subcontracts.
 Participation:
• Current GSA Contractor
• Mentor Required
Tony Eiland
• Protégé Optional
Program Manager
1-855-OSBUGSA (672-8472)
• Mentor or Protégé
• Self-Matching
• Complete Application and Agreement
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Marketing to GSA
www.gsa.gov/market2feds, www.gsa.gov/vendorsupportcenter,
www.gsa.gov/osbu
Don’t:
 Take a check-list approach and miss the
details
 Misuse templates and other standard practices
 Focus too heavily on giveaways and
brochures to shine
 Put your trainees on the front line
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Marketing to GSA
www.gsa.gov/market2feds, www.gsa.gov/vendorsupportcenter,
www.gsa.gov/csd, www.gsa.gov/osbu
Do:
 Know your customers needs
 Provide solutions
 Read between the lines
 Be better than their last experience
 Understand every interaction is
marketing
 Utilize GSA’s Customer Service
Directors
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Small Business Advocates in GSA
www.gsa.gov/osbu, www.gsa.gov/smallbizevents, www.gsa.gov/smallbizguide
 Each Federal agency has an Office of Small Business Utilization
put in place by congress “…to promote the maximum practicable
use of all designated small business categories within the
Federal Acquisition process…” These advocates report to the
head of their agency on the success of this partnership.

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Finding creative new ways to educate
Sponsoring and delivering business development training
Integrating low-cost networking events into established venues
Providing free counseling and more…
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Access!
www.gsa.gov/osbu
 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)
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Access!
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)
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GSA Partners Advocating for Small Business
 Small Business Administration
 SBA provides business counseling, training and business development
specialists providing free and low-cost services in your area.
www.sba.gov 1-800-U-ASK-SBA (1-800-827-5722)

 The Association of Procurement Technical Assistance Centers
PTACs are dedicated to assisting businesses seeking to compete
successfully in federal, state and local government
contracting. http://www.aptac-us.org/new
 Federal OSBU Agency Offices
 The Small Business Act as amended by Public Law 95-507 established
the Office of Small and Disadvantaged Business (OSDBU) to promote
the maximum practicable use of all designated small business
categories within the Federal Acquisition process.
 http://www.osdbu.gov
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GSA Sources of Support
• PBS Industry Relations
866-727-8363
[email protected]
www.gsa.gov/pbs
• National Customer
Service Center (NCSC)
(800) 488-3111
[email protected]
www.gsa.gov/fas
• Construction, Real Estate,
Architecture, Interior Design
Public Building
Service
• Office of Small Business
Utilization
855-OSBUGSA
[email protected]
www.gsa.gov/osbu
• Commercial Products and
Services
• gsa.gov/smallbizsupport
• www.osdbu.gov
Federal
Acquisition
Service
Office of
Small Business
Utilization
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We want to hear from you. Please share your
success stories, comments, questions and
concerns.
General Services Administration
Office of Small Business Utilization
www.gsa.gov/osbu
1-855-OSBUGSA (672-8472)
SMALL BUSINESS SOLUTIONS
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