FSS Personnel

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CARE MAINTENANCE OF YOUR GSA MULTIPLE AWARD
SCHEDULE (MAS) CONTRACT
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Two key factors in your success

• Maximizing Rewards - marketing yourself and
  getting task/delivery orders
• Minimizing Risks - following the rules - often
  very different than the commercial marketplace

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Contractor Assistance Visit (CAV)

• Industrial Operations Analyst (IOA)
• Liaison between Administrative Contracting
  Officer (ACO) / Procuring Contracting Officer
  (PCO) and contractors
• Conducts Contractor Assistance Visits (CAV)
• Objectives of CAV
• Explain the Terms and Conditions of your contract
• Assist with your questions or concerns
• Identify and correct potential problems
• Gather contractor data

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Whos Who

• Procurement Contracting Officer (PCO)
• negotiates and awards your contract
• Administrative Contracting Officer (ACO)
• responsible for the 72A sales reporting and
  Industrial Funding Fee (IFF) payment

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Administrative Report Card

• A snapshot in time
• To assess if you are following the terms and
  conditions of your contract
• Used to determine whether or not to exercise
  option periods
• Example Report Card at Vendor Support Center
  under Contract Administration
  http//vsc.gsa.gov/reportcard/

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Administrative Report Card Frequency

• Mid-term
• Sometime in 3rd year of each 5 year contract
  period
• primarily for your own edification
• leaves time to address any problems before
  renewal and potential audit.
• Expiring
• between 6-12 months prior to 5 year contract
  period end
• one of many things the PCO will consider in
  evaluating the option

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Administrative Report Card

• Question Categories
• Category 1 - Critical
• Category 2 - Mandatory
• Category 3 - Above and Beyond
• Ratings
• Exceptional
• Very Good
• Satisfactory
• Marginal
• Serious Concerns Exist

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Key Report Card topic Price lists

• An authorized contract price list shows ordering
  agencies what you have to offer.
• Potential customers rely on your price list when
  doing market research.
• Always use your current approved price list
• Update and distribute with each applicable
  modification
• Keep copies of all versions throughout your
  contract term for at least 3 years after contract
  expiration

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GSA e-Library

• Online source for contract SIN and Schedules
  information
• Keep your information current
• Address Update Central Contractor Registration
  (CCR) www.ccr.gov
• Phone Number Update GSA Advantage! file
• Web address and email Address Update GSA
  Advantage! File
• Market research tool
• Ordering activities can find you
• You can research your competition and find
  potential teaming partners or subcontractors

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GSA Advantage!

• Online shopping and ordering system
• Provides online access to thousands of customers
• You are required to upload your price list to GSA
  Advantage! no later than 6 months after award
• Pique the customers interest
• Utilize images (photos, logos, etc.)
• Write detailed product descriptions
• Use generic terms that customers can understand
• Provide a link to your company website

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GSA Advantage!

• Keep your GSA Advantage! information up-to-date
• Government can use GSA Advantage! to
• Search for items/services/suppliers
• Perform market research
• Compare features, prices, and delivery
• Place orders
• Contractors can use GSA Advantage! to
• Research competition
• Sell to the federal marketplace

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Key Report Card topic Environmental icons

• Critical Report Card question - Is the contractor
  accurately identifying products that have
  Environmental attributes?
• applies to icons loaded in GSA Advantage! by the
  contractor
• Possess competent and reliable evidence to
  substantiate.
• EPEAT and Energy Star icons are loaded directly
  into GSA Advantage! from EPA and Federal
  Electronics databases and dont require
  contractor self-certification

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eBuy

• An electronic Request For Quote (RFQ) / Quote
  system
• Notifies you of new government requirements
• Increases sales potential
• Not FedBizOpps

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eBuy continued

• Provides valuable information on the Federal
  marketplace
• Saves you time since business opportunities may
  be sent directly to you via e-mail and quotes can
  be sent electronically
• For more information about eBuy
• GSA eBuy for Vendors, Session 6 Wednesday
  at 230pm or Session 9 on Thursday at
  230pm.

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Key Report Card topic - Scope

• What is Scope?
• On an order referencing your GSA contract number
• Services or products have been approved by the
  PCO and authorized under your GSA contract
• Why is it important?
• You must only sell those products and services
  awarded under your contract
• To maintain the integrity of the schedules
  program
• To protect you from any unintended consequences

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Scope

• Only sell products and services that have been
  approved by your PCO
• If products and services are being sold, and they
  are not on your Schedules contract, do not
  represent them as such
• Identify those as Open Market or
• Non-Schedule

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Key Report Card topic - Trade Agreements Act
(TAA)

• The TAA implements various international trade
  agreements and other trade initiatives
• TAA is applicable to all Schedules contracts
  (including services)
• Trade Agreements clause (FAR 52.225-5) included
  in contracts via the standard commercial items
  clause (FAR 52.212-5(b))
• TA Certificate (FAR 52.212-3(g)(4))
• Contractors must only provide U.S.-made or
  designated country end products
• Refer to FAR 25.003, Definitions, for a complete
  list of designated countries

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TAA Your Responsibilities

• Remain compliant!
• Review your price list and GSA Advantage! file
  for accuracy and any possible noncompliant items
• Notify your PCO to delete those items from your
  contract if noncompliance is uncovered
• Ensure that you have a control system and/or
  process in place to track the country of origin
  of all productsits not required, but its a
  good idea!

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TAA Your Responsibilities

• The IOA will
• evaluate your process
• review country of origin information during the
  CAV
• Why is TAA compliance so important?
• Federal customers must follow the regulations
• They depend on GSA to help them be in compliance.

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Key Report Card topic - Basis of Award

• Decreases The Price Reduction Clause 552.238-75
• Schedules contract prices are based upon a Basis
  of Award Category of Customer(s),
• The negotiated discount ratio must be maintained
  throughout the contract term

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Key Report Card topic - Basis of Award

• Contractors should have a system or process in
  place to monitor the discount relationship.
• The IOA will be verifying the contractor has a
  system or procedures in place to ensure the
  discount relationship is maintained.

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What is a Schedules Sale?

• When an order issued by an eligible user fits
  within the Schedules contract parameters, it is
  considered to be a Schedules sale unless the
  ordering activity indicates otherwise. Such as
• Contracts clearly awarded under FAR parts 12, 13,
  14, or 15
• Establish with your customer at time of order
  placement whether a sale is being conducted under
  or outside the Schedules contract
• List your Schedules contract number on invoices

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How do I know if it will be a GSA sale?

• Ask the customer!
• Document the conversation
• No misunderstanding - you know, they know
• Everyone is on the same path

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Identifying Schedules Sales

• The customer pays with the government purchase
  card for items on your contract
• The pricing is at or below the contract price
• The order is over 3000 and there is no
  indication of any other procurement vehicle being
  used

• The GSA contract number is stated on the purchase
  or task order
• The ordering information and terms are the same
  as your GSA contract
• The customer made contact with you through GSA
  Advantage! or e-Buy

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Seventh Inning Stretch
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Key Report Card topic - Sales Tracking System

• Identifies, tracks, and reports GSA sales
  accurately and completely
• Reports all transactions within the proper period
• Retrieves data easily
• Separates Schedules sales from other federal
  sales and commercial sales

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Key Report Card topic - Sales Tracking System

• No correct sales tracking system
• Need to isolate GSA Schedules sales
• Automation is not required but may be
  necessarycomplexity usually depends on the
  number of sales transactions

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Sales Reporting

• Report sales at the Vendor Support Center
  http//vsc.gsa.gov/
• All Schedules sales must be reported in U.S.
  dollars and rounded to the nearest whole dollar
• Only GSA contract items and services should be
  reported
• Open market (noncontract) items, travel, and
  Other Direct Costs should not be reported as GSA
  contract sales
• Sales must be reported on a quarterly basis
• January 1 to March 31
• April 1 to June 30
• July 1 to September 30
• October 1 to December 31

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Industrial Funding Fee (IFF)

• The IFF of .75 is included in your awarded
  pricing
• The contract prices youve been awarded and bill
  a customer already include the IFF
• The IFF is submitted by you on a quarterly basis

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Remitting the IFF

• Payment must be received within 30 calendar days
  after the quarter ends
• GSA encourages you to pay the IFF via credit card
  or electronic check (ePay).
• eliminates the expense and inconvenience of
  processing paper checks
• No delays or uncertainty of mail deliveries
• Electronically Pay Online Now to pay
  immediately after reporting sales, or return at a
  later date to Pay Online Later

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Marketing e-Tools

• e-Library
• www.gsaelibrary.gsa.gov
• GSA Advantage!
• Go to www.gsaadvantage.gov, then select
  Tutorial
• e-Buy
• Go to https//www.ebuy.gsa.gov, then select eBuy
  Training
• More information (tutorials, statistics, etc.)
• GSA - Power Up e-Tools

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Vendor Support Center
http//vsc.gsa.gov
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Under the Publications tab
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Schedule Sales Query Report (SSQ)

• Research your competitors
• Visit http//ssq.gsa.gov
• Or at the Vendor Support Center under the
  Business Opportunities tab
• Click Create Report

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http//ssq.gsa.gov
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USA Spending.gov

• See what customers are buying from your
  competition
• Visit http//www.usaspending.gov
• Go to the Contracts tab and click (Awards)
• Enter the company you wish to research

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USA Spending.gov
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USA Spending.gov
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Other Resources

• Armed Forces Network
• A list of military installations worldwide
• www.armedforces.net
• Procurement Technical Assistance Centers (PTAC)
• Local resource available at no or nominal cost to
  help you market to the government
• www.dla.mil/db/procurem.htm

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Other Resources

• USAgov (formally FirstGov)
• Wide array of general information
• www.usagov.gov
• Federal Procurement Data Systems (FPDS-NG)
• Detailed information on all federal contract
  actions over 25,000
• Identifies who bought what, from whom, for how
  much, when, and where
• https//www.fpds.gov/

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Other Resources

• FedBizOpps (FBO)
• Single source for federal government procurement
  opportunities
• www.fedbizopps.gov
• DoD Procurement Gateway
• Allows detailed RFQ searches
• https//progate.daps.dla.mil/home/

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Small Business Resources

• Office of Small Business Utilization (OSBU)
• Forecast of contracting opportunities
• Training
• Publications
• National calendar of events
• And so much more
• Federal Acquisition Jumpstation
• Your link to a host of federal acquisition
  opportunities

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Advertising Opportunities

• Military Times (www.militarycity.com)
• Armed Forces Journal (www.armedforcesjournal.com)
  
• Stars Stripes (www.estripes.com)
• Government Executive (www.govexec.com)
• MWR Today (www.imcea.com)
• Federal Computer Weekly (www.fcw.com )

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GSA Marketing Partnership

• GSAs Office of Customer Accounts and Research
  provides news and information about shows, expos,
  and other marketing opportunities
• Booth _at_ Expo addl. Steps to Success booklets
  available
• Go to www.gsa.gov/quicklinks
• MarkeTips magazine
• Vendor Support Center
• http//vsc.gsa.gov

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GSA Logo Identifiers

• Youre encouraged to place the GSA identifier
  (logo) on your web site for those supplies or
  services covered by your contract
• Visit GSA Logo
• Or http//vsc.gsa.gov
• FAS Marketing Efforts
• Brand/Logo Guidance

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Summary

• In review, weve talked about
• Price lists and GSA Advantage!
• Sales and reporting
• Scope, Trade Agreements Act, and Environmental
  Products
• Marketing resources and e-Tools
• Other contractual requirements

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Contacts

• Vincent Romano Jr.
• vince.romano_at_gsa.gov
• Supervisory Industrial Operations Analyst
• GSA FAS Office of Acquisition Management
• Supplier Management Division, Northeast
  Operations
• 301-514-1707
• Stefan O. Krajec
• stefan.krajec_at_gsa.gov
• Industrial Operations Analyst
• GSA FAS Office of Acquisition Management
• Supplier Management Division, Midwest Operations
• 734-266-6987