v gsa schedule: a tool to help win government contracts · 2018-04-04 · • more than 19,000...

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OPEN INsIght guIdE sERIEs 1a: gsa fOR small BusINEss, guIdE 1

•WhatIsSoldUsingtheGSAScheduleListing?,pg. 4

•HowDoAgenciesBuyGoodsandServicesUsingGSA?,pg. 4

•WhatTypesofGSAContractsAreThere?,pg. 5•CanIFindHelptoSimplifytheProcessof

GettingListedwithGSA?,pg. 5•SmallBusinessContractingOpportunities

withGSA,pg. 6•GSAScheduleStreamlinestheBuyingProcess

forGovernmentAgencies,pg. 7•CardmemberProfile:RudyRuiz,Interlex—

FiveTipstoHelpGetontheGSASchedule,pg. 8

•GSASchedulePurchasingandEducationalResources,pg. 9

•GlossaryofKeyTerms,pg. 11

GSASchedule:ATooltoHelpWinGovernmentContracts

tOm BaIlaRdBailard, Inc. Member Since: 1992

Withabudgetofmorethan$500billion,theU.S.governmentisthelargestconsumerofproductsandservicesintheworld.1Federal,stateandregionalagenciesrepresentatremendousmarketforsmallbusinesses.Manybusinesseshavelearnedthatgovernmentcontractingworkcanbeasteadyandreliablesourceofincomesincethegovernmentmustcontinuebusinessinbothgoodtimesandbad.

TheU.S.GeneralServicesAdministration(GSA)isthepurchasingagentforthegovernmentwithanannualprocurementspendoftensofbillionsofdollars.2Theroleoftheagencyistosimplifythebuyingprocessandtoaggregatethegovernment’sbuyingpowertoachievethebestvalueforthehundredsoffederalagencies,aswellasstateandlocalbuyerswhoareeligibletoparticipate.

UsingtheGSASchedulesProgram,GSAestablisheslong-termgovernment-widecontractswithcommercialbusinessestoprovideaccesstomorethan11millionproductsandservices.3Asasmallbusiness,youmaybeabletorealizethebenefitsofgovernmentcontractingbybecominganapprovedvendorontheGSASchedule,whichcanleadtoincreasedvisibilityandcredibilityforyourbusiness.

ThisguidecanhelpyouunderstandhowtousetheGSAScheduleasatoolforobtaininglucrativegovernmentcontracts,including:

•WhyShouldIConsidertheGSASchedule?,pg. 2

•HowCanIGetMyBusinessListedontheGSASchedule?,pg. 2

•WhyShouldIPutintheEfforttoListMyBusinessontheGSASchedule?,pg. 3

•WhoBuysUsingtheGSASchedule?,pg. 3

LearnmoreaboutGovernmentContractingat www.openforum.com/governmentcontracts.

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Why shOuld I CONsIdER thE gsa sChEdulE?

GSAwasestablishedtohelpgovernmentagenciesnegotiateprices.ItdoesthisviatheGSASchedulesProgram,whichliststheamountthegovernmenthasagreedtopay—atafairandreasonableprice—foravendor’sproductsorservices.SmallbusinesseshavethepotentialtodramaticallyexpandtheirrevenuesbygettinglistedontheGSAScheduleofapprovedvendorsfortheproductsandservicesthegovernmentprocures, andthengoingafterandwinningcontracts.

GovernmentagenciescanorderdirectlyfromaGSASchedulecontractorthroughanonlineshoppingandorderingsystemknownasGSAAdvantage!(www.gsaadvantage.gov).Inadditiontoreceivingpreferredvendorstatus,beinglistedonGSAAdvantage!®canalsoaffordyourcompanymarketexposureatGSAevents.

ManyagenciesprefertoworkwithvendorsontheSchedulebecauseiteliminatesmuchofthehassleandpaperworkthatistypicalofgovernmentprocurementprocesses.4AlthoughaGSASchedulecontractisanofficialgovernmentcontract,itdoesnothaveproductsorservicestodeliverimmediatelyandisnotfundeduntilanagencysignsanorder.

GettingontheGSASchedulecanhelpleveltheplayingfieldforsmallbusinessescompetingagainstlargercompanies.Althoughbusinesseswillstillfacecompetition,beingontheGSAScheduleoffersa

competitiveedgebecauseitprovidesvisibilitytomultipleagenciessimultaneously.CompaniesnotlistedintheSchedulehavetopursuegovernmentcontractingopportunitiesusingthetraditionalbiddingmethod,whichcantakeseveralmonthsbeforeacontractisawarded.

HowCanIGetMyBusinessListedonthe GSASchedule?

TobecomeanapprovedsupplierunderaGSASchedule,abusinessmustgothroughtheapplicationprocess,whichcantakemonthstocompleteandbeapprovedbyGSA.Onceacontractissuccessfullynegotiated,thebusinessisassignedaGSAcontractnumberandplacedonalistofapprovedsuppliersforthatSchedulecontractvehicle,whichhelpsavoidtheusualprocessofbiddingonindividualgovernmentcontracts.TheGSASchedulesProgramisbrokendownbycategories;forexample,Schedule66–ScientificEquipmentandServices.BusinessesthenusethepriceslistedintheirGSAcontractstopriceordersreceivedfromagencies.ThisisknownastheGSAPriceListorGSAAdvantage!Catalog/PriceList.

REgENCy aIR llCDavid LomakinMember Since: 1997

GSA Schedule Fast Facts

•TheGSASchedulefeaturesmorethan 11millioncommercialitemsavailable forpurchasing

•Morethan19,000contractholdersareon theGSASchedule

•80%ofGSAScheduleholdersare smallbusinesses

•AGSAcontractcanbeissuedinjust14dayscomparedwithanaverage268daystoissueaconventionalgovernmentcontract

•40%ofthesmallbusinessesactiveontheGSASchedulearewomen-owned,accordingtoanAmericanExpressOPENVictoryinProcurementSMSmallBusinessOwnersurvey

Source: GSA web site, Getting on Schedule

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Tobegin,youneedtoidentifytheGSASchedulethatcoversyoursuppliesorservices.GototheGSAScheduleseLibrary(www.gsaelibrary.gsa.gov/ElibMain/home.do)andseewhichcompaniessellsimilarproductsorservices.Then,youwillneedtostartfillingoutpaperwork.Foramoredetailedlookattheprocess,seethesecondguideinthisseries,Government Contracting: Getting the Most from the GSA Schedule.

WhyShouldIPutintheEfforttoListMyBusinessontheGSASchedule?

GSAisamajorpurchaserofproductsandservicessoldbysmallbusinessesandiscommittedtoincreasingopportunitiesforsmalldisadvantagedbusinesses,women-ownedsmallbusinesses,HUBZone(HistoricallyUnderutilizedBusinessZone)smallbusinesses,veteran-ownedsmallbusinessesandservice-disabledveteran-ownedsmallbusinesses.Morethan19,000contractholdersare ontheSchedule.5Infact,80%ofGSAScheduleholdersaresmallbusinesses.6

GettingontheGSAScheduleisanimportantsteptowardwinninggovernmentcontracts,particularlyforwomen-ownedbusinesses.Thegovernmenthasagoaltoawardatleast5%ofallcontractstowomen-ownedsmallbusinesses.Accordingtoa2010surveyof1,508smallbusinessownersbyAmericanExpressOPEN®,40%ofthoseactiveontheGSASchedulearewomen-owned.7 (For more opportunities for small businesses, see Small Business Contracting Opportunities with GSA, pg. 6.)

Schedulecontractperiodslastaslongasfiveyears,withuptothreefive-yearoptionstorenew.Thiscanresultina20-yearcontractwiththegovernmentforyourproductsandservices.Duringtherenewalprocess,businessinformationisverified,andpricesandtermscanberenegotiated.

GSApre-negotiatestermsandconditionswithvendors,makingiteasierforagenciestomakepurchases.GSAdoesthelegworktogetthebestvalueforagencies,andultimately,fortaxpayers.Thisgreatlyreducesthetimeneededtoissue

contracts.AGSAcontractcanbeissuedinjust14days,comparedwithanaverage268daystoissueaconventionalgovernmentcontract.8(For more on this, see GSA Schedule Streamlines the Buying Process for Government Agencies, pg. 7)

WhoBuysUsingtheGSASchedule?

GSAmanagesmorethan25%ofthegovernment’stotalprocurementdollarsandnegotiatescontractsthataccountfor$40billion ofgoodsandservicesboughtannuallyfromtheprivatesector.Italsoinfluencesthemanagement of$500billioningovernmentassets,including9,300government-ownedorleasedbuildings and213,000vehicles.9Followingaresomeoftheorganizationsthatcurrentlypurchasefrom theGSASchedule:

•Allfederalandexecutiveagencies•MostDepartmentofDefenseagencies•Governmentcontractorsauthorizedtospend

federaldollars,suchasfixed-pricecontractorsthatpurchasesecurityequipment

•Someinstitutions,suchasHowardUniversityandtheNationalTechnicalInstitutefortheDeaf,andinternationalorganizations

How Government Agencies Purchase

Amongthewaysagenciescanmake purchasesinclude:

•BlanketPurchaseAgreements(BPAs)—fulfillrepetitiveneedsforsuppliesand/orservices

•ContractorTeamArrangements(CTAs)—twoormorecontractorsjointogethertoprovideasolution

•GSAAdvantage!—anonlineshoppingserviceforallgovernmentcustomers

•eBuy—anonlinesystemwithinGSAAdvantage!


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•Stateandlocalagenciesthatareeligible toparticipateincooperativepurchasing,10 disasterrecoverypurchasing11andsomelawenforcementpurchases.12

ForthelistofeligibleGSAScheduleusers,downloadthePDFatwww.gsa.gov/eligibility-gsasource.

WhatIsSoldUsingtheGSAScheduleListing?

TheGSA’sScheduleListing,whichislocatedonGSA’seLibrarysite(www.gsaelibrary.gsa.gov),includes44categoriesofproductsandservices.GSAwillperiodicallyupdateorchangethelistingandprovidenoticeontheeLibrary.TheeLibraryalsoincludesanalphabeticallistingofavailablecontractorsontheGSASchedule.

SomeproductsmentionedintheGSAScheduleListinginclude13:

•Automotiveequipment•Buildingmaterials•Computertechnology•Furniture•Lawenforcementequipment•Medicalandpharmaceuticalsupplies•Officesupplies•Sportingequipment

SomeservicesmentionedintheGSASchedule Listinginclude:

•Advertisingandmarketing•Environmental•Managementconsulting•Professionalengineering•Staffing•Trainingandeducational•Transportationanddelivery

HowDoAgenciesBuyGoodsandServices UsingGSA?

GSAincludestwodepartmentswithseparatebuyingneeds.TheFederalAcquisitionService(FAS)establishescontractsforcommercialproductsandservices,andthePublicBuildingsService(PBS)establishescontractsforconstruction,architectureandinteriordesignproductsandservices.

Herearefourofthewaysthatagenciescanpurchaseitems,accordingtotheGSA’swebsite:

1.BlanketPurchaseAgreements(BPAs)areusedtofulfillrepetitiveneedsforsuppliesand/orservices.

2.ContractorTeamArrangements(CTAs)areagreementsinwhichtwoormorecontractorsjointogethertoprovideatotalsolutiontomeetanagency’sneeds.

GSA and Non-GSA Purchases and Prices

AgenciestypicallysubmitrequeststothreevendorsonaScheduleandselectthewinningonebasedonvalueconsiderations.Therulesvaryastohowagenciescanacquirenewgoodsorservices,asdetailedinthechartbelow.

Purchases over $25,000 Purchases under $25,000GSApurchases •Canbemadedirectlythrougha

GSAvendorwithoutbeingposted forpublicbid

•Canbemadedirectlythrougha GSAvendorwithoutbeingposted forpublicbid

Non-GSApurchases

•Mustbepostedto https://www.fbo.gov

•Purchasesbetween$3,000and $25,000mustbepostedforpublicbid ontheagency’sacquisitionwebsite

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3.GSAAdvantage!isanonlineshoppingserviceforallgovernmentcustomers.Onceabusinessis putontheGSASchedule,addingcompanyandpricinginformationtoGSAAdvantage!isarequirement.Thisgivesthebusinessthepotential tobeseenbyhundredsofagenciesthatmaybeinneedofitsofferings.

4.eBuy(www.ebuy.gsa.gov)isanonlinesystemwithinGSAAdvantage!thatallowsgovernmentagenciestoprepareandpostrequestsforquotes andreceiveresponsesfromvendors.Byreceivingopenrequests,businessescansavetimeandmoneyinfindingnewgovernmentcontracts.

WhatTypesofGSAContractsAreThere?

GSAawardsseveraltypesofcontracts,including:

•MultipleAwardSchedule(MAS)ProgramContractsareamongthelargestofGSA’spurchasingagreements.Contractsareawardedtomultiplevendorswithsimilarproductsorservicestoenablemorechoiceforgovernmentbuyers.WhenabusinesshasaMAScontract,itcanselltoanygovernmentagencywithonesourceinsteadofhavingseparatecontractswitheachagency.

•GovernmentwideAcquisitionContracts(GWAC)aresimilartotheMASprogrambutareusedexclusivelyforpurchasinginformationtechnologysolutions.Forexample,the8(a)StreamlinedTechnologyAcquisitionResourcesforServices

(STARS)GWACisacontractsetasidetopromotesmallbusinessutilizationforITpurchases.

CanIFindHelptoSimplifytheProcessofGettingListedwithGSA?

ThereisnolegalrequirementtohiresomeonetohelpprepareandnegotiateyouroffertoGSA,butsomebusinesseschoosethisroutebecausetheydon’twanttodedicatetheirowntimeandresources.Becauseoftheirexperience,consultantsmightalsohelpavoidcostlyordamagingerrors.Tofindaconsultant,searchonlineforonesthatspecialize ingovernmentcontractingandtheGSAScheduleandreviewlistsfromprofessionalsocieties.Here aresomequestionstoaskpotentialconsultants:

•Whoareyourcurrentclients?•Howlonghaveyouworkedfortheseclients?•Whattypesofservicesdoyouoffer?•Whatwastheextentofyourrole?•Whatisyoursuccessrateinhelpingclients

getontheGSASchedule?•MayIcontactyourcurrentclientsfor

areference?

GSA’spurposeistoprovidefastercontractingservicesatlowerpricessogovernmentagenciescanfocusontheircoremissions.14GettingontheGSAScheduleisamulti-stepprocess,buttheopportunitiesingeneratingnewsalesopportunitiescanmorethanmakeuptheeffortformanybusinesses.n1Small Business Administration web site, Contracting Opportunities 2GSA web site, Budget Report3GSA web site, Getting on Schedule 4SBA web site, Contracting Opportunities5GSA web site, Getting on Schedule 6GSA web site, Schedules 7American Express OPEN® Victory in Procurement Small Business Owner Survey: 1,508 small business owners responded to an online survey January 19-February 2, 2010 8Federal Contracts Report, Vol. 71, No. 7, February 15, 19999GSA web site, FY 2010 Budget Request 10GSA web site, Cooperative Purchasing Program 11GSA web site, Disaster Recovery Program 12GSA web site, 1122 Program 13GSA web site, Schedule Products and Services Listing14GSA web site, Mission, Vision and Goals

Two Types of GSA Contracts

Typesofcontractsinclude:

•MultipleAwardSchedule(MAS)ProgramContracts–awardedtomultiplevendorswithsimilarproductsorservicestoenablemorechoiceforgovernmentbuyers

•GovernmentwideAcquisitionContracts(GWAC)–similartoMAS,butusedexclusivelyforpurchasingITsolutions


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TheSmallBusinessAdministration(SBA)stronglysupportstheparticipationofsmallbusinessesintheGSASchedulesProgram.ThedollarvalueofordersexpectedtobeplacedagainstGSASchedulecontractsallowsgovernmentagenciestoincludethesepurchasesintheiracquisitionbaseandgoals.

Withthegovernmentincreasingitsspending,agenciesareseekingmoresmallbusinessestocontract.Becauseoftheirsmallbusinessstatus,thosecontractorsontheGSASchedulecanhave anedgeoverothersmallbusinessesbecausethey arecompetingwithinalimitedpool.

GSA’sAcquisitionGoals

ThougheverygovernmentagencymaypurchaseproductsandservicesfromtheGSAScheduleprogram,GSAisalsoafederalagencywithitsownacquisitiongoals.Infiscalyear2009,itwastheonlyfederalagencytomeetallofitssmallbusinesscontractinggoals.AccordingtotheSBA’sannualsmallbusinessprocurementscorecard,GSAsent14.48%oftheagency’scontractingdollarstosmallanddisadvantagedbusinessesand/or8(a)certifiedsmallbusinesses.That’snearlytripleits5%goal.

GSAalsomorethandoubleditsgoalsforcontractingwithsmallbusinessesineconomicallydepressedareas,orHistoricallyUnderutilizedBusinessZones(HUBZone),byreaching6.45%onits3%goal,totalingover35%ofcontractawardstosmallbusinessesinFY2009.

FindingInformation

GSASchedulecontractors’catalogs/pricelists, GSAAdvantage!andGSAeLibrarycontainvaluable

SmallBusinessContracting OpportunitieswithGSAByLourdesMartin-Rosa

informationona rangeofproductsand servicesofferedbysmall businesses.Agenciesusethisinformationto helpmeettheirrequiredsmallbusinessgoals.

SmallbusinessGSASchedulecontractorsalsohavetheopportunitytoteamwithlargerScheduleholders.Everycontractgreaterthan$550,000(forproducts/services)or$1million(forconstructionservices)shouldhaveasmallbusinesssubcontractingplanattachedtoit.SincebusinessesareabletoviewtheGSAAdvantagePricingCatalog,they’remoreeasilyabletofindteamingpartners.

SmallBusinessSuccesses

CrystalClearTechnologies(CCT),Gulfport,Florida,isoneexampleofasuccessfulGSASchedulecontractor.OwnedbyJosephCulbertson,aservice-disabledveteranandAmericanExpressOPENCardmember,CCTdeliversITproductsandservicestocommercial,federal,stateandlocalgovernmentclients.

Frustratedwiththetraditionalmethodoffederalcontracting,CulbertsondecidedtopursuetheGSASchedulesProgramandbecameaGSASchedulecontractorin2007.CCTqualifiedfortheGSASchedule70forInformationTechnologiesandSchedule66forScientificEquipmentandServices.SincetheGSASchedulewasawarded,CCT’sgovernmentsaleshaveincreasedfrom$130,000 in2007tomorethan$3millionin2009.

AnothersuccessfulcontractorisBlueskyMast ofTampa,Florida,whichprovidesmulti-purpose mastsystemsformilitaryandcommercialuses.

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Withtheamountofmoneybeingspentonresearch,BlueskyownerScottVanover,anAmericanExpressOPEN®Cardmember,realizedthatamastcould beaninvaluabletooltoassisttoday’smission- criticalapplications.

In2005,BlueskyacquireditsGSASchedule 84–TotalSolutionsforLawEnforcementcontract.Annualsaleshaveincreasedfrom$300,000tomorethan$1.78millionin2009.“HavingtheSchedulecontracthasincreasedourabilitytoofferthefederalgovernmentquickersolutionstotheircontractrequirements,”Vanoversays.n

After more than 10 years of lobbying in Washington, DC, Lourdes Martin-Rosa founded Government Business Solutions (http://govbizsolutions.com). 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.

thE sOlutIONs! gROuPKathleen Simon Member Since: 1985

GSA Schedule Streamlines the Buying Process for Government Agencies

GovernmentagenciesthatbuyfromGSASchedule-approvedvendorshelpstreamlinewhatcanbealengthypurchasingprocess,accordingtoGSA’swebsite.OnceavendorisontheGSASchedule,anagencyknowsthatitwillreceivethebestvalueandthatthevendorhasbeenvettedandhascompletedthecompetitivebiddingrequirementsoffering“fairandreasonable”pricesforitsproductsandservices.

AgenciesarealsoabletoacquirenewgoodsandservicesfasterthroughtheGSASchedulethanthroughtraditionalpurchasingcontracts,whichcanleadtoshorterleadtimes,loweradministrativecostsandreducedinventoriesforthegovernment.

Deliveryandleadtimesarereducedbecausetheagencyiscontractingdirectlywithavendor.Thisway,theagencycangenerallyawardacontractinamatterofdaysinsteadofmonths.OtherbenefitsofbuyingfromtheGSAScheduleinclude:

•Purchasingoptions.Comprehensivepurchaseagreementshelpsavetheagencytimeandmoney.

•Noorderlimitations.Theagencycanplaceanorderforanydollaramount.

•Credittowardsmallbusinessgoals. Eachagencyhasasetgoaldictating thatacertainpercentageofprocurementdollarsbeusedinpurchasingfrom smallbusinesses.

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Havingworkedwithgovernmentagenciesforseveralyears,executivesatHispanic-ownedadagencyInterlexrealizedthatgettingontheGSASchedulewaskeytobecomingaleadcontractorforthefederalgovernment.Afterpartneringwithaconsultantversedintheprocess,Interlex,whichspecializesinadvocacy,cause-relatedandcorporatesocialmarketing,succeededingettingontheGSAScheduleinAugust2009.

PresidentandCEORudyRuizsharesfive tipsforsmallbusinesseslookingtogetonthe GSASchedule.

1.GatherExperience

Intheagency’searlydays,Ruizandhisteamstartedoutsmall,workingwithmunicipaland stategovernmentagencies.“Forourfirstforayintofederalcontracts,wesoughtoutprimecontractorsuntilwefeltwehadtheexperience—atrack record—tocompetefornationalopportunities,” hesays.

2.PartnerwithanExpert

Realizingthatthegovernmenthasitsownlanguageandculture,Ruizandhisteamdecided tobringinaconsultanttoadvisethemonthecomplexGSAScheduleapplicationprocess.Theylookedforonewhocouldtranslatetheirmarketinginformationintotheprocurementtermsthegovernmentunderstood.

“It’sahugeadvantagetohireaconsultantwhohasworkedasaprocurementprofessionalforthefederalgovernmentor,betteryet,hasworkedatGSA,becausetheyknowwhattheagencyisreallylookingfor,”Ruizsays.“Anexperiencedconsultant

canorganizeyourresponses,submityourapplicationandhelpmanagethephasesofadditionalinformationrequestsinatimelymanner.”

Ifyoudecidethatyouwanttohireaconsultant,makesureyouinterviewpotentialcandidatesandaskforreferences,aswellastheirsuccessrateswithgettingotherbusinessesontheGSASchedule.

3.DoYourHomework

Interlexcreatedanewbusinessteamto regularlystudygovernmentbudgetsandidentifyupcomingopportunitieswithtargetagencies.“It’sverylabor-intensive,butit’sessentialtoidentifywhereweshouldfocusourresources,”Ruizsays.

4.OrganizeYourFinancials

RuizsaysGSAofficialswillsendbackapplicationsiftheyfinddiscrepanciesinfinancialstatements.Businesseshaveonlyashortwindowtorespondtothesequeries.“Iftheymissthedeadline,theyhavetostarttheprocessalloveragain.AvoidtheseproblemsbyhavingyourfinancialrecordsreviewedbyaCPAbeforehand,”hesays.“ThiswaywhenyoubegintheGSAsubmissionprocess,youknowyourdocumentationisinorder.”

5.GainExperienceasaSubcontractor

“Workingwithacompanythat’salready ontheGSAScheduleisagreatwaytolaythegroundwork,”Ruizsays.“Youcanlearnalot aboutthedocumentationthatGSArequiresand helpsetexpectations.Plus,thegovernmentvaluesstrongpartnershipsthatareputtogethertomeettheirneeds.”n

CardmemberProfile: RudyRuiz,InterlexFiveTipstoHelpGetontheGSASchedule

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GSA Schedule: Purchasing and Educational Resources

Thegovernmentoffersbusinessestheopportunitytosellbillionsofdollarsworthofproductsandserviceseachyear.Usetheseresourcestolearnmoreaboutgovernmentcontractingandgettingon theGSASchedule.

AmericanExpressOPEN®forGovernmentContracts:VictoryinProcurementSM

www.open.com/governmentcontractsThissiteprovidestraining,articlesandpracticaladvicetohelpbusinessesenterthegovernmentcontractingmarket.Italsohasnewsaboutupcomingevents.

AmericanExpressOPENForum® www.openforum.com/governmentcontractsOPENForumhasresources,videosandinformationtohelpguideyourbusinessinresearchingandsecuringgovernmentcontracts.

AcquisitionCentralwww.acquisition.govGearedforgovernmentagenciesandcontractors,thissiteprovidescentralizedsharedservicestostreamlinethepurchasingprocess.

ContractorTeamArrangementswww.gsa.gov/ctaThissiteprovidesguidanceforcreatingpartnershipsbetweentwovendorsworkingtogethertoincreasevisibilityandmeetGSArequirements.

FedBizOpps www.fbo.gov Thissiteistheonlineentrypointforgovernmentprocurementopportunitiesover$25,000.Buyers areallowedtopublicizetheiropportunitiesdirectlyonthesite.Forcontractingopportunities,call [email protected].

GeneralServicesAdministration(GSA)www.gsa.gov/gettingonschedule Hereyou’llfindinformation,trainingopportunitiesandresourcesforpotentialGSAcontractors. FindtheGSAstaffdirectoryatwww.gsa.gov/Portal/gsa/ep/contactus.do.

•ReadtheGSAguideDoing Business with GSAatwww.gsa.gov/smallbizguide •ReadtheGSAguideSteps to Success — Make the Most of Your GSA Contract at

http://vsc.gsa.gov/stepstosuccess.pdf

GSAAdvantage!www.gsaadvantage.govThisisaone-stopshopforagencieslookingtopurchasegoodsandservicesfromGSA-approvedbusinesses.

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GSA Schedule: Purchasing and Educational Resources, cont’d.

GSA’sMentor-ProtégéProgramwww.gsa.gov/mentorprotegeGSA’sMentor-ProtégéProgramisdesignedtoencourageGSAprimecontractorstoassistsmall businessesandenhancetheircapabilityofperformingsuccessfullyonGSAcontractsandsubcontracts.

GSA’sVendorSupportCenter(VSC)www.gsa.gov/vscThissiteistheonlinesourceforvendorstoobtaininformationandreviewandreportsales.

GiveMe5www.giveme5.comApartnershipbetweenWomenImpactingPublicPolicy(WIPP)andAmericanExpressOPEN,GiveMe5adviseswomenbusinessownersonhowtoapplyforgovernmentcontracts.Theprogramincludeswebinarsandeventstohelpbusinessownersgrowtheirbusinessesthroughgovernmentcontracting.

MultipleAwardSchedule(MAS)ExpressProgramwww.gsa.gov/masexpressThissiteoutlineshowtoparticipateintheMASExpressProgram,whichwasdesignedtosimplify,streamlineandacceleratetheprocessofobtainingMAScontracts.Throughthissite,businessescanparticipateinthe“PathwaytoSuccess”educationseminar,whichisaprerequisitetoparticipateintheMASExpressProgram.

OfficeofSmallBusinessUtilization(OSBU)www.gsa.gov/sbuGSA’sOSBUalsoconductsoutreachactivitiestocounselsmallbusinessesontheprocurementprocessandmakeintroductionstokeycontractingexperts.OSBUalsoconductsone-on-onecounselingsessionstohelpcompaniesunderstandandparticipateinthegovernmentprocurementprocess.

Recovery.govwww.recovery.gov Thisisthefederalgovernment’sofficialwebsiteprovidingaccesstodatarelatedtotheAmericanRecoveryandReinvestmentActof2009(ARRA).ItalsoincludesinformationonARRAspendingrelatedtoGSA.

TeamingUSASM www.teamingusa.comTeamingUSAhelpssmallbusinessownersfindpartnersandlearntheadvantagesofworking togethertowingovernmentcontracts.TeamingUSAisajointpartnershipbetweenOPENandBusinessMatchmaking.

WomenImpactingPublicPolicy(WIPP)http://www.wipp.orgAbipartisanpublicpolicygroupthatadvocatesforandonbehalfofwomenandminoritiesin businessinthelegislativeprocesses.WIPPisapartnerofAmericanExpressOPEN.

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Glossary of Key Terms

UnderstandingrelevantterminologycanassistintheprocessofgettingontheGSASchedule.Usethisglossarytobetterunderstandtheacronyms,abbreviationsandvocabularyassociatedwithgovernmentcontractingandtheGSASchedulesProgram.

8(a)BusinessDevelopmentProgram:NamedafterasectionoftheSmallBusinessAct,the8(a)programprovidesbusinessdevelopmentassistancetocompaniesownedbysociallyandeconomicallydisadvantagedindividuals.TheSBArequiresbusinessestodocumenthowtheyaresociallyoreconomicallydisadvantagedintheirapplications.

BlanketPurchaseAgreement(BPA):Anagreementbetweenthegovernmentandasupplierthatallowsforrepetitivepurchasesduringaspecifiedperiod.

ContractorTeamArrangement(CTA):Anagreementinwhichtwoormorecontractorsjointogethertoprovideatotalsolutiontomeetanagency’sneeds.

eBuy:AnonlinetoolwithinGSAAdvantage!thatfacilitatesrequestsforquotesforgoodsandservicesofferedbyGSAScheduleandGovernmentwideAcquisitionContractcontractors.

FederalAcquisitionRegulation(FAR):FARoutlinesthepoliciesforexecutiveagenciestoacquiregoodsandservices.

FederalAcquisitionService(FAS):FASestablishescontractsforcommercialproductsandservicesintheareasofproductsandservices,technology,motorvehiclemanagement,transportation,travelandprocurementandonlineacquisitiontools.

FederalSupplySchedules(FSS)Program:Largecontractsthroughwhichgovernmentagenciescanacquireproductsandservicesfrommorethan8,000suppliers.

GeneralServicesAdministration(GSA):GSAoverseesthebusinessoftheU.S.government.GSA’sacquisitionsolutionssupplygovernmentpurchaserswithproductsandservicesfromcommercialvendors.

GovernmentwideAcquisitionContracts(GWAC):GWACshelpagenciespurchaseITproductsexclusively.

GSAAdvantage!:Anonlineshoppingserviceforgovernmentcustomers.OnceabusinessisputontheGSASchedule,itisrequiredtoaddcompanyandpricinginformationtoGSAAdvantage!

GSAContractNumber:AnumberassignedtoanapprovedGSASchedulevendor.AnagencymaypurchaseyourGSA-approvedproductsandservicesthroughthisGSASchedulecontractnumber.

GSASchedule:Liststhepricesthegovernmenthasagreedtopayforavendor’scommercialproductsandservices.

GSAScheduleNumber:Thebreakdownofprogramcategories;forexample,“Schedule70–InformationTechnology”and“Schedule72–FurnishingsandFloorCoverings.”

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Glossary of Key Terms, cont’d.

HUBZoneSmallBusiness:AcertifiedsmallbusinesswithitsprincipalofficelocatedinaHistoricallyUnderutilizedBusinessZoneandwithatleast35%ofitsemployeesresidinginaHUBZone,asdefinedbyFederalAcquisitionRegulation.

Mentor:Anindividualorbusinessthatcreatesaprogramtoadvancestrategicrelationshipswithalessexperiencedbusiness.

Minority-OwnedBusiness:Asmallbusinessthatisatleast51%ownedandoperatedbyaU.S.citizenwhoseancestryisAsian-PacificAmerican,BlackAmerican,HispanicAmerican,NativeAmerican,SubcontinentAsianAmerican,IndianTribeorNativeHawaiian,asdefinedbyFederalAcquisitionRegulation.

Multi-AgencyContracts:Contractsestablishedbyoneagencyforusebygovernmentagenciestoobtainavarietyofsuppliesandservices.

MultipleAwardSchedules(MAS):OneofGSA’slargestpurchasingvehicles.Contractsareawardedtomultiplevendorswithsimilarproductsorservicestoenablemorechoicesforgovernmentbuyers.

Protégé:Anindividualordevelopingbusinesswhocooperateswithanothermoreexperiencedindividualorcompanytoimproveitscapabilities.

PublicBuildingsService(PBS):PBSacquiresspaceonbehalfofthegovernmentthroughnewconstructionandleasing.Italsoactsasacaretakerfor9,300governmentpropertiesaroundtheUnitedStates.

Service-DisabledVeteran-OwnedSmallBusiness:Asmallbusinessthatisatleast51%ownedbyaqualifieddisabledveteranwhosedisabilityisservice-relatedandwhosemanagementanddailybusinessoperationsarecontrolledbyaqualifiedservice-disabledveteran,asdefinedbyFederalAcquisitionRegulation.

SingleAwardSchedules(SAS):ContractsmadewithonesupplierforaspecificproductatastatedpricefordeliverytoageographicalareadefinedintheSchedule.

SmallBusinessAdministration(SBA):Anindependentgovernmentagencycharteredtoprotecttheinterestsofsmallbusinessesandmaintainfreecompetitiveenterprise.

SmallDisadvantagedBusiness:Asmallbusinessthatisatleast51%ownedandcontrolledbyasociallyandeconomicallydisadvantagedindividual,asdefinedbyFederalAcquisitionRegulation.

Teaming:Anarrangementinwhichtwoormorebusinessesjoinforcestopursueandwinspecificgovernmentcontracts.

Veteran-OwnedSmallBusiness:Asmallbusinessthatisatleast51%ownedbyaqualifiedveteranandwhosemanagementanddailybusinessoperationsarecontrolledbyaqualifiedveteran,asdefinedbyFederalAcquisitionRegulation.

Women-OwnedBusiness(WOB):Asmallbusinessthatisatleast51%ownedandcontrolledbyawoman,asdefinedbyFederalAcquisitionRegulation.

pg. 13


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