the gsa multiple award schedule (mas) program · 2019-12-10 · 6 multiple award schedule overview...
TRANSCRIPT
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The GSA Multiple Award Schedule (MAS) ProgramPresented By: Jody Franklin
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Mr. Jody FranklinVP, Director of GSA Accounts
Global Services
80 M Street, SE – 1st FloorWashington, DC 20003
(202) 234-8933
Workshop Instructor
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Your Team for Winning Federal Contracts:
«Federal Market Analysis
«GSA Schedule Assistance
«Proposal Development
«Business Development Mentoring
«Training
Global Services
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What is a GSA Schedule?
« A GSA Schedule Is a Contract Vehicle That Has Been Awarded by GSA That Can Be Used by All Federal Agencies to Order Goods and Services
« It Mirrors Commercial Buying Practices
« Past Performance Based Contract
« Facilitates Government Procurement • Over 10,000,000 Commercial Items and a Multitude of Services
Can Be Purchased From Over 17,000 Companies Worldwide
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GSA Schedule Sales FY15-18
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Multiple Award Schedule Overview
« On October 1, 2019, GSA released their Consolidated Multiple Award Schedule, consolidating 24 Schedules into 1.
« Benefits of Simplification• Improve Customer Service with Easier Small Business Access to Schedules• Single Storefront and Set of Terms and Conditions for Purchasers• Less Administrative Burden and Easier Compliance for Contractors• Reduce Duplication of Product and Services under Different Schedules/SINs
« Major Change• Move from Special Item Number to new NAICS-Forward SIN Codes
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GSA Schedules Overview
« Govt. Wide Acquisition Contract (GWAC) with optional Worldwide Scope
« Open Season Solicitations« 5 Year Period of Performance (Three 5 Year Renewals)*« No Selling Caps« No FedBizOpps Posting Requirements« 3 Requests For Quotations (RFQs) then Best Value Award« Pricing is Already Determined “Fair and Reasonable”« Federal Spot Discounting Permissible With No Repercussions« 0.75% Industrial Funding Fee (IFF)« Quarterly Reporting Only (GSA is not involved in orders)
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New Multiple Award Schedule Structure
« Part of the GSA’s Federal Marketplace Strategy
« 12 Large Categories• Follows Category Management
« 83 Subcategories• Ease in understanding the right fit
« 318 Special Item Numbers • Now based in NAICS• Compared to over 900 previously
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Which GSA Schedule Is Right For Us?
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Large Categories
1. Office Management2. Facilities3. Furniture & Furnishings4. Human Capital5. Industrial Products
and Services6. Information Technology7. Miscellaneous8. Professional Services
9. Scientific Management Solutions
10. Security and Protection11. Transportation and Logistics
Services12. Travel
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Subcategories
1. Office Management• Audio Visual Products• Audio Visual Services• Document Services• Mail Management• Office Management Maintenance and
Repair• Media Products• Media Services• Office Services• Office Supplies• Printing and Photographic Equipment• Records Management
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Subcategories
2. Facilities• Facilities Maintenance and Repair• Facilities Services• Facilities Solutions• Facilities Supplies• Food Service Equipment• Structures
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Subcategories
3. Furniture and Furnishings• Flooring• Furniture Services• Healthcare Furniture• Household Dormitory & Quarters
Furniture• Miscellaneous Furniture• Office Furniture• Packaged Furniture• Signs • Fitness Solutions
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Subcategories
4. Human Capital• Background Investigation• Compensation and Benefits• Human Resources• Social Services• Temporary Help Services
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Subcategories
5. Industrial Products and Services• Cleaning Supplies• Fire/Rescue/Safety/Env. Protection Equip.• Fuel Management• Hardware and Tools• Industrial Products• Machinery and Components• Industrial Products and Services
Maintenance and Repair• Packaging• Test and Measurement Supplies
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Subcategories
6. Information Technology• Electronic Commerce• IT Hardware• IT Services• IT Software• IT Solutions• IT Training• Telecommunications
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Subcategories
7. Miscellaneous• Awards• Flags• Musical Instrument• Personal Hair Care Items• Apparel• Complimentary SINs
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Subcategories
8. Professional Services• Business Administrative Services• Environmental Services• Financial Services• Identity Protection Services• Language Services• Legal Services• Logistical Services• Marketing and Public Relations• Technical and Engineering Services
(Non IT)• Training
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Subcategories
9. Scientific Management & Solutions• Laboratory Animals• Laboratory Equipment• Medical Equipment• Scientific Services• Search and Navigation• Testing and Analysis
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Subcategories
10. Security and Protection• Marine and Harbor• Protective Equipment• Security Animals and Related
Services• Security Services• Security Systems• Testing Equipment
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Subcategories
11. Transportation and Logistics Services• Automotive Body Maintenance and Repair• Motor Vehicles (non-Combat)• Package Delivery• Packaging Services• Transportation of Things
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Subcategories
12. Travel• Employee Relocation• Lodging• Travel Agent and Misc. Services
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Advantages for Government
« Millions of State-of-the-Art Commercial Products and Services
« Orders Can Be Placed by Any Government Employee With Purchase Authority
« Built-In Time and Money-Saving Tools For the Agency • Teaming Arrangements• Blanket Purchase Agreements• Pricing is “Fair and Reasonable”
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Advantages for Industry
« Priority Source of Supply Under FAR Part 8
« Direct Customer Relationship (GSA is not involved in the order process)• Best Value Decision
• Customization Possible
« Limited Competition
« Small and Large Business Participation
« Speed
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Just How Fast?
« It Takes an Average of 13-15 Days to Issue a GSA Schedule Order
VERSUS
« This Compares to an Average 268 Days to Put a Contract in Place with Full and Open Competition
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What’s the Plan?
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Getting Started…
« Download the Appropriate Solicitation• www.beta.sam.gov (FBO resides here now)• http://www.gsaelibrary.gsa.gov
« Determine Appropriate Special Item Number(s) (SIN)
« Analyze RFP and Attachments
« Determine Eligibility to Prime GSA Schedule
« Allocate Resources for the GSA Schedule Proposal Process
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Past Performance Requirements« Minimum Technical Requirement:
• Two years in business running revenue• Relevant Project Experience for Services:
– Must have completed one (two for any IT SIN) project per Special Item Number within the last two years or ongoing project must have base year completed
– Tasks must be of a similar complexity to the work solicited under each SIN
« Minimum Pricing Requirement:• A pricing structure consistent with your commercial practices &
supporting documentation for EACH proposed service/product
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Past Performance Requirements« CPARs
• Provide 3 or more reports• Completed within 3 years of offer SUBMISSION, 3 distinct orders/contracts,
and features work similar in scope to products/services in Solicitation
« Open Ratings (if CPARs not possible)• Provide 6-20 customer references • Submit final report and order form before 1-year expiration date
« Past Performance Narrative (if Open Ratings not possible)• Provide Past Performance Narrative, including a list of relevant customer
references• Narrative should explain lack of references required to order the ORI Past
Performance Evaluation and list all customer references (up to 5) for work similar in scope
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Global Services’ Process
NOTICE: The GSA Multiple Award Schedule (MAS) program has experienced a significant and sustained increase in new offers over the past several years. Due to the large number of new offers currently in process, it may take up to 12 months or longer before an offer is evaluated. Historically, GSA's practice was to evaluate offers in the order in which they were received. GSA now processes offers in the manner that is determined to be most effective, considering strategic or tactical priorities, customer requirements, available personnel resources, complexity and/or quality of the offers received, and other factors of relevance to the MAS program.
Week 1? Week 2 Week 3Data Collection Prop. Development Review & Submit WAIT
•Representations & Certifications; Labor Category Descriptions; Pricing; Supplemental Information; Technical Proposal; Resumes.
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Global Services’ Process
Week 1? Week 2 Week 3Data Collection Prop. Development Review & Submit WAIT
•Representations & Certifications; Labor Category Descriptions; Pricing; Supplemental Information; Technical Proposal; Resumes.
~ Week 6 ~ Week 9+ ~ Week 12+
Financial Review Admin. Review Negotiations
Pass / Reject Compliant?? Accurate??
Price Justification
WAIT
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GSA’s Pricing Goal
« Offeror acknowledges GSA’s pricing goal is to obtain equal to or better than the offeror’s Most Favored Customer pricing under the same or similar terms and conditions. Pricing that is not determined by the Government to be highly competitive will not be determined to be fair and reasonable and will not be accepted.
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MFC vs. BOA
« Most Favored Customer• Who receives your best pricing/best concessions?• A Customer or a Class of Customer?
« Basis of Award• Set at the time of award• Used to track your GSA discount relationship• Not always the same as MFC
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Who is my Most Favored Customer?
Program Manager
Hourly Rate
200
0
$150 Prime A
$125 Prime B
$105 Subcontractor A
$100 Subcontractor B
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MFC vs. GSA
Program Manager
Hourly Rate
150
0
$100 Non-GSA/Commercial Floor
$90 Awarded GSA (Ceiling) Rate
$85 Spot Discount
Established Discount Relationship (10%)
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Price Reduction Clause
« All MAS contracts remain subject to contract clauses GSAR 552.238-75, “Price Reductions”; and 552.215-72, “Price Adjustment -- Failure to Provide Accurate Information:
« Before award of a contract, the Contracting Officer and the Contractor will agree upon the customer (or category of customers) which will be the basis of award, and the Government’s price or discount relationship to the identified customer (or category of customers)
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Price Reduction Clause
« This relationship shall be maintained throughout the contract period. Any change in the Contractor’s commercial pricing or discount arrangement applicable to the identified customer (or category of customers) which disturbs this relationship shall constitute a price reduction
« The Contractor shall notify the Contracting Officer of any price reduction subject to this clause as soon as possible, but not later than 15 calendar days after its effective date
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Price Reduction Clause
Program Manager
Hourly Rate
150
0
$100 Non-GSA/Commercial Floor
$90 Awarded GSA (Ceiling) Rate
Established Discount Relationship (10%) New Discount
Relationship (10%)
5%
5%
$95 New Commercial Rate
$85.50 New GSA Ceiling Rate
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Transactional Data Reporting (TDR)« The TDR Categories/Subcategories and SINs are:
LargeCategory Subcategory Description SINs Offerings
Facilities
FacilitiesMaintenanceandRepair CompleteFacilitiesMaintenanceandManagement 561210FAC Services
FacilitiesServicesSurfacePreparation 238320 Services
EnergyConsultingServices 541690E ServicesGroundsMaintenance 561730 Services
FacilitiesSolutionsSmartBuildingsSystemsIntegration 541513 Services
MachineandEquipmentMaintenanceRepair 811310MR Services
FacilitiesSupplies
RestroomProducts 322291 ProductsWasteandRecyclingContainersandReceptacles-
OutdoorandIndoorUse326199 Products
HandFloorCleaningEquipment 339994 ProductsFloorCareCleaningandEquipment 333318F ProductsHandFloorCleaningEquipment 339994 Products
Gloves 339113G Products
FoodServiceEquipment
NonPerishablefoods 311423 ProductsFoodPreparationEquipment 333241 Products
SanitationandWarewashingEquipment 335220 ProductsFoodCenterConcepts 336999 Products
CookingUtensils 332215T ProductsRefrigerationEquipment 333415REM Products
Furniture&Furnishings
Flooring
CarpetFlooring 314110 ProductsCommercialFlooring 321918 Products
CarpetFlooring(SBSA) 314110SBSA Products
Household,Dormitory&Quartersfurniture CommercialOfficeFurnishings(SBSA) 3FURNISH Products
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Transactional Data Reporting (TDR)
LargeCategory Subcategory Description SINs Offerings
IndustrialProductsandServices
CleaningSuppliesCleaningProducts 325611 Products
Disinfectants,SterilantsandDeodorizers 325612 Products
HardwareandTools
HardwareManufacturing(HardwareStoreServices) 332510 Services
LawnandGardenEquipment,Machinery,Implements,Tools,ProductsandAccessories 333112 Products
RentalandLeasingofHardwareStoreProducts 532310 Services
HardwareStore,HomeImprovementCenter,IndustrialorGeneralSupplyStore,orIndustrial
MaintenanceRepairandOperations(MRO)Distributor- Catalog
332510C Services
HardwareStore,HomeImprovementCenter,IndustrialorGeneralSupplyStore,orIndustrialMaintenanceRepairandOperations(MRO)
Distributor- StoreFront
332510S Services
Tools(PoweredandNon-Powered),ToolKits,ToolBoxesandAccessories 333TOOL Services
IndustrialProducts
LodgingandHospitalitySuppliesandServices 314120 ServicesPropane 324110 Products
CommercialCoatings,Removers,Adhesives,SealantsandLubricants,PetroleumandWaxes 324191 Products
PestandAnimalControlProducts 325320 ProductsChemicalAdditives 325998 Products
WaterTreatmentProductsandSystems 325998W ProductsDomesticAppliances 335220D ProductsExportAppliances 335220E Products
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Transactional Data Reporting (TDR)
LargeCategory Subcategory Description SINs Offerings
InformationTechnology
ITHardware Purchasingofnewelectronicequipment 33411 Products
ITSoftwareSoftwareMaintenanceServices 54151 Services
SoftwareLicenses 511210 Products
TelecommunicationsCommercialSatelliteCommunicationsSolutions
(COMSATCOM) 517410 Services
Miscellaneous
Apparel Uniforms 315210 Products
ComplimentarySpecialItemNumbers(SINs) AncillarySuppliesandServices ANCILLARYProducts/Services
ComplimentarySpecialItemNumbers(SINs) IntroductionofNewSuppliesandServices NEWProducts/Services
PersonalHairCareItems PersonalCareItems 335210 Products
OfficeManagement
AudioVisualServices ProfessionalAudio/VideoServices 541990AV Services
OfficeSupplies
OfficeProducts 339940 ProductsOS4OfficeProductsandSupplies 339940OS4 Products
OS4OverseasOfficeProductsandSupplies339940OVE
R Products
ProfessionalServices TechnicalandEngineeringServices(non-IT)
EngineeringServices 541330ENG ServicesEngineeringSystemDesignandIntegration
Services 541420 Services
IntegratedLogisticsSupport 541690 ServicesEngineeringResearchandDevelopmentand
StrategicPlanning 541715 Services
ScientificManagementandSolutions TestingandAnalysis TestingLaboratoryServices 541380 Services
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« Transactional Data Reporting (TDR) Rule • Program for specific SINs - Optional• Produces market intelligence that GSA and its partner agencies can use
to make smarter acquisition decisions and save even more taxpayer dollars
• Monthly reporting of sales• Sales reported as sold - by item, category or service
« Please contact [email protected] for questions specifically related to the TDR program.
Transactional Data Reporting
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Global Services’ Process
~ Week 14+ ~ Week 15+ ~ Week 16+FPR Award Final Paperwork SALES
Week 1? Week 2 Week 3Data Collection Prop. Development Review & Submit WAIT•Representations & Certifications; Labor Category Descriptions; Pricing; Supplemental Information; Technical Proposal; Resumes.
~ Week 6 ~ Week 9+ ~ Week 12+Financial Review Admin. Review Negotiations
Pass / Reject Compliant?? Accurate??
Price Justification
WAIT
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GSA Schedule Ordering
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Ordering Methodologies
PRODUCTS SERVICES
FEDERAL ACQUISITION REGULATION 8.405-1
GSA ESTABLISHED PROCEDURES FAR 8.405-2
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« Under Micro Purchase Threshold ($10,000) • The Government Can Order From Any Schedule Contractor
« Over $10,000 and Under the Simplified Acquisition Threshold ($150,000) • The Government Should Get Three Quotes Before Ordering
« Over the Simplified Acquisition Threshold • The Government Follows the Same Procedures for Orders
Over $10,000, Looks at Additional Pricelists and Seeks Price Reductions Before Ordering
Orders for Products
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Orders for Services
GSA’S INSTRUCTIONS TO GOVERNMENT
Prepare RFQ
Transmit RFQ Award
Outlines 3 simple steps
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«Prepare a Performance Based Statement of Work That Outlines, at a Minimum:
• Work to Be Performed• Location of Work• Period of Performance • Applicable Standards
«Government of Contractor?
Step 1: Preparing the RFQ
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« Send to 3 - If Order Is Between $10,000 and the Simplified Acquisition Threshold
« Orders Over the Simplified Acquisition Threshold Should Be Sent to Additional Contractors
Step 2: Transmitting the RFQ
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« The Ordering Office, at a Minimum, Should Document Orders by Identifying the Contractor the Services Were Purchased From, the Services Purchased, and the Amount Paid
« If Other Than a Firm-fixed Price Order Is Placed, Such Documentation Should Include the Basis for the Determination to Use a Labor-hour or Time-and-materials Order
« As the Contractor You Must Be Prepared to “Hand-hold” the Government Through this Process
Step 3: Making the Award
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« Under $10,000 - Order from any GSA Schedule holder« Over $10,000 - Evaluate 3 RFQs - Make Best Value Award« SOW is between Ordering Agency and Contractor
(GSA is not involved in any way.)
GSA Services Order Summary
AGENCY CONTRACTOR
Task
Who? T.O
Best Value
GSA 0.75%
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« Blanket Purchase Agreements (BPAs):• FAR 8.405-3• Not a Contract - Simplified Method for Filling Repetitive Needs
for Supplies And/or Services• BPAs Have Recently Been in the Hundreds of Millions of Dollars
When Issued in Connection With GSA Schedules
« Teaming Agreements: (2 Scenarios)• Prime Signs 1 (+) Subcontractors Under a Specified GSA
Schedule• 2 (+) Companies Form GSA Contractor Teaming Arrangement to
Act as Prime
BPAs and Teaming
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Scenario 1: Subs
BPA $
Prime
Contractor 1
Contractor 2
Contractor 3
Contractor 5
Contractor 5
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Scenario 2: Contracting Teaming
Task Order $
Contractor 1
Contractor 2
Contractor 3
Logistics
IT/MOBIS Products
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GSA Schedule Maintenance and Administration
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« Contractors are required to have a digital certificate to access the eOffer/eMod applications
« Digital Certificates:• Asserts the identity of an individual• Create digital signatures which are verifiable• Is a packet of information that is stored on a web browser or on
a token• IGC or ECA?
« Additional Information can be found at http://eoffer.gsa.gov/
eOffer/eMod & Digital Certificates
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« Reporting to Be Done Quarterly Via VSC Web Site. This Information Was Provided to You Upon Contract Award. Http://VSC.GSA.Gov
« Payment of IFF to Be Made Within 30 Days of End of Calendar Quarter
« Reporting/Payment to Follow Your Standard Accounting Practices
« Implement Systems to Assign Task Orders as GSA or Non-GSA (Annual GSA Audit)
« Track by Each Special Item Number (SIN)
Reporting and Payment of the IFF
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« Additions Will Require:• Pricing Justification - Historical Sales Data, Invoices,
Commercial Pricelist
« Deletions Can Be Done at Any Time By Simple Request
« You Will Not Be Allowed to Delete a Service/Product and Then Later Add the Same Service/Product Back at a Higher Rate. Once You Submit Pricing Data to GSA Your Hands Are Largely Tied
Additions/Deletions of Services/Products
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« Can be found in FAR 52.225-5
« Only U.S.-made or designated country end products can be offered using your schedule contract
« Items from non-designated countries must undergo substantial transformation into a new and different article of commerce with a name, character, or use distinct from that of the article or articles from which it was transformed.
Trade Agreement Act
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« Prices Must Be Held for Twelve Months From Date of Award for Most Schedules
« Thereafter Adjustable 3 Times Each 12 Month Per Contract up to Max of 4 or 10%
« Price Adjustments Based on 3 Possibilities:• Increase in Commercial Pricelist• A Market Price Indicator Negotiated Prior to Contract
Award• Pre-negotiated Set Escalation Factor
« You Can Always Lower Your Price
Price Adjustments
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« As a Reseller Anytime a Manufacturer Changes Prices You Must Update Your GSA Schedule. In Some Cases If the Manufacturer Increases Pricing Substantially, You May Have to Pull the Product off Your Schedule If You Can Not Negotiate a Price Increase With GSA (or If You Are Within Your First 12 Months After Award.)
« Outdated Pricing Is Cause for Contract Termination by GSA.
Reseller/Manufacturer Changes
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Other GSA Schedule Items
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« Ordering Activity Contracting Officers May• Set Aside Orders or BPAs for Small Business Concerns
Listed in FAR 19.000(a)(3)• 8(a), HUBZone, Woman-Owned, Veteran-Owned, SDVOB,
Small Disadvantaged Business Concerns
« Regulations Requires Contractors Only to RecertifyBusiness Size When Exercising Option Instead of Annually• Currently Certified When GSA Proposal is Submitted• Recertification Not Required or Permitted Until First
Contract Option Has Expired
Small Business Eligibility
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« GSA Advantage! is the Online Ordering Systems for GSA Schedule Purchases
« All GSA Schedule Holders are Required to Post Their Current GSA Schedule Pricelists to the GSA Advantage! System
« www.gsaadvantage.gov
GSA Advantage!
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« Contractors on GSA Advantage Are Automatically Registered on e-Buy
« RFQs Can Be Sent to All or Selected Vendors by SIN
« Contractors Respond Directly to RFQ on e-Buy• http://vsc.fss.gsa.gov/fss/global_verification.cfm?ID=ebuy
GSA e-Buy
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« For GSA Schedule Orders for Services Over $100,000The CO Must EITHER:
• Issue the Notice to As Many Schedule Holders asPracticable, Consistent With Market Research Appropriate to the Circumstances, to Reasonably Ensure That Proposals Will Be Received From at Least 3 Sources That Offer the Required Work.
• Or Contact All Schedule Holders That Offer the Required Work by Informing Them of the Opportunity for Award
• e-Buy Considered Section 803 Compliant
Section 803 Compliance
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« Cooperative Purchasing granted to State and Local Governments
« Effective for Schedules 70 & 84 Only• This Does Not Ensure That Local Entities WILL Use the Contract• “How Good are the Prices?”• Sales Counted Towards IFF Reporting• Discussion of Adding the Clause to Other GSA Schedules
« State and Local Means:• States, Counties, Municipalities, Cities, Towns, Townships, Tribal
Governments, Public Authorities, School Districts, Colleges and Other Institutions of Higher Education, Council of Governments
Cooperative Purchasing
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«The Defense Authorization ACT of 2007• Permits State and Local Use in Response to a Presidential
Declaration of a Major Disaster• Facilitates Recovery From Terrorism or Nuclear, Biological,
Chemical or Radiological Attack
« Limited Authority• Only Purchase in Instances of Disaster• Does Include Advance Purchasing and Pre-positioning in
Preparation for a Disaster
Recovery Purchasing
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Mr. Jody FranklinGlobal Services
80 M Street, SE – 1st FloorWashington, DC 20003
(202) 234-8933
Q&A
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