Doing Business With GSA: Contracting Without A GSA Schedule

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U.S. General Services AdministrationDoing Business with GSA:Contracting without a GSA ScheduleMildred QuinleyOSBU Manager, Region 4Office of Small Business Utilization

Introduction While GSA’s main role in the government is to ensure our buyers havethe best choices when spending tax payer dollars, we are also here tohelp buyers identify small businesses who can meet their requirements. In order to ensure buyers see small businesses as a resource we educateour vendors on GSA programs and initiatives so that they can beprepared for new opportunities. To learn more about the resources GSA provides to small businesses,please visit www.gsa.gov/osbu2

Purpose Learn about options to partneringwith GSA Review steps to successfulpartnering relationships Learn how to locate newopportunities Highlight tools for success Provide Helpful Guidance Provide support and access to moreinformation3

Subcontracting as a Contract OptionTypeBenefitsChallengesSubcontracting Large Business Required at 650,000 or above New Opportunities Past Performance Not AlwaysRequired Mentor Protégé Identifying Primes Getting Credit for Work Second Hand Payments Growing into PrimeHow to participate: Open to all business sizes Take turns being the prime Bring the opportunities to the table Highlight your partnerships as your government experienceA Plan is Required: Large Business and revenue is 650,000 orgreater ( 1.5M for construction) including all options

Subcontracting Planwww.acquisition.gov “Individual contract plan” means a subcontracting plan that covers the entirecontract period (including option periods), applies to a specific contract, and hasgoals that are based on the offeror’s planned subcontracting in support of thespecific contract, except that indirect costs incurred for common or joint purposesmay be allocated on a prorated basis to the contract. “Master plan” means a subcontracting plan that contains all the required elementsof an individual contract plan, except goals, and may be incorporated intoindividual contract plans, provided the master plan has been approved. “Subcontract” means any agreement (other than one involving an employeremployee relationship) entered into by a Government prime contractor orsubcontractor calling for supplies and/or services required for performance of thecontract, contract modification, or subcontract.

Contracting Teaming Arrangements as a Contract OptionTypeBenefitsChallengesContractor TeamingArrangements Both serve as Prime Vendors usually decide terms One solution but separate pay Break into new markets Learn from others Deciding who leads Agreeing on Process Knowing the rules for eachkind of teaming Bad association is possible (ifpartner performs poorly)How to participate: GSA Schedule Contractors Find a GSA Schedule Project (Fedbizopps, Forecast) Invite other GSA Contractors to Participate Highlight your team as your government experienceAn agreement is required: All team members should work out thedetails like team lead etc. The buyer must accept the agreement.There are non-GSA Schedule teaming arrangements to consider.

Contractor Teaming Arrangementswww.acquisition.gov“Contractor team arrangement, "means an arrangement inwhich— (1) Two or more companies form a partnership or jointventure to act as a potential prime contractor; or (2) A potential prime contractor agrees with one ormore other companies to have them act as itssubcontractors under a specified Government contractor acquisition program.

Joint Venture as a Contract OptionTypeBenefitsChallengesJoint Venture Joint Past Performance Limited Partnership Prep Process Provides betterpositioning Sharing cost Shared Resources Limited Partnership Time and Effort Upfront and Future Cost Extensive rules regarding“Affiliation” for variousSDB’s, 8(a)’s, SDVOSB’s, etc Legal and AccountingSupport recommendedHow to participate: Open to all business sizes Formal agreement to merge assets CommitmentAn agreement is required: All parties should weigh heavily themagnitude of this commitment and involve legal counsel.

Joint Ventures* What is a Joint Venture?A joint venture is when two or more businesses enter a temporarypartnership. This partnering is usually associated with a specificcontract or product that it is mutually beneficial to both businesses.Partnerships may be formed for a variety of reasons. A business may hold a specific patent or process that anotherbusiness wants to utilize. A business may have market penetration in a special area. Both businesses may have complementary products.*See Slide Notes and www.acquisition.gov9

Successful Partnering Introduce - Use every opportunity to meet new potential partners Exchange Information – Never leave home without yourbusiness cards and a pen Go to breakfast/lunch/dinner– Set up a time within the first twoweeks Go to other things together– meet at events of mutual interest Determine value add – both sides should benefit from thepartnership

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)

Successful Partnering Propose a collaboration – Once you find anopportunity invite them to the table Develop the terms/promises – If both sides see thepotential, determine the rules to the game Sign an agreement/contract – put everything inwriting Begin the Journey – work hard and enjoy the success Implement short and long term goals – Determine ifthere is a real future and if so, make plans of attack Check in often to make sure both sides areexperiencing success– re-evaluate the partnership every6 months to a year to make sure you continue to growand prosper.

Locate Partnering Opportunitieswww.gsa.gov/smallbizevents Attend Industry matchmaking events Small Business Conferences Follow social media Support small business groups Actively participate in events Celebrate achievements in the small businesscommunity

Locate Partnering Opportunitieswww.fbo.gov, www.gsa.gov/elibrary, ssq.gsa.gov, www.usaspending.gov Use and Analyze Reputable Database Services. Maximize Functions to increase the quality ofinformation Fedbizopps (advanced search) Schedule Sales Query (Generate reports, review contractorssuccess for partnering potential)– Schedules e-Library (Contract information, GSAAdvantage database)

Tools for Successful Partneringinteract.gsa.gov, www.gsa.gov/osbu Social Media – join special groups looking for the samekind of business opportunities Subcontracting Registry Sources Most Federal Agencies have an updated directory Many large business have registration for their directory Prime Contractor list Most Federal Agencies have an updated directory

Tools for Successful Partneringwww.osdbu.gov, www.gsa.gov/mentorprotege Small Business Incubators Designed to support small business by providing businesssupport and other helpful resources OSDBU – Every Federal Agency has one Consulting, Project information Mentor Protégé Programs (GSA, DOD, SBA, etc.) Bringing business together Sharing knowledge and opportunities Give and Take

Helpful Guidance Put everything in writing Considero Rotating Prime Representationo Length of Commitmento Terms and Conditions for Exiting the Partnership Track FBO for Government Trends Veteran Set-Asides Sustainability Requirements Women Owned Small Business Set-Asides

Helpful Guidance Look for Synopsis without a Solicitation Build with Government Rep Learn about Agency Goals Support the development of the procurement Develop social connections with potential partners Consider providing samples of your capabilities through smallprojects Be prepared to sum up your capabilities and past performancein less than a minute.

Small Business Advocates in GSAwww.osdbu.gov Each Federal agency has an Office of Small Business Utilizationput in place by congress “ to promote the maximum practicableuse of all designated small business categories within theFederal Acquisition process ” These advocates report to thehead of their agency on the success of this partnership. Finding creative new ways to educateSponsoring and delivering business development trainingIntegrating low-cost networking events into established venuesProviding free counseling and more 19

www.gsa.gov/osbu Office of Small Business Utilization Publications Fact Sheets Forecast and more www.gsa.gov/smallbizevents GSA National Small Business EventsInteract.gsa.gov Interact Join the Small Business Solutions Group Blogs Discussion boards, Polls Small Business Feedback onimportant government issues www.twitter.com/gsaosbu (information and feedback changingsmall business procurements) www.facebook.com GSA, Office of Small BusinessUtilization (Fan Page with lots of updates)20

OSBDU Partners Advocating for Small Business Small Business Administration SBA provides business counseling, training and business developmentspecialists providing free and low-cost services in your area. www.sba.gov ,www.green.sba.gov 1-800-U-ASK-SBA (1-800-827-5722) The Association of Procurement Technical Assistance Centers PTACs arededicated to assisting businesses seeking to compete successfully in federal,state and local government contracting. http://www.aptac-us.org/new MBDA (Minority Business Development Agency) MBDA, a part of the U.S. Department of Commerce is an entrepreneuriallyfocused organization committed to wealth creation in minority communities.The Agency's mission is to actively promote the growth and competitiveness oflarge, medium and small minority business enterprises (MBEs). http://www.mbda.gov 21

GSA Sources of Support PBS Industry gsa.gov/pbs Construction, Real Estate,Architecture, Interior DesignPublic BuildingService National CustomerService Center (NCSC)(800) s Office of Small ww.gsa.gov/osbu Commercial Products andServices gsa.gov/smallbizsupport www.osdbu.govFederalAcquisitionServiceOffice ofSmall BusinessUtilization22

We want to hear from you. Please share yoursuccess stories, comments, questions andconcerns.General Services AdministrationOffice of Small Business Utilizationwww.gsa.gov/osbuContact form: www.gsa.gov/askosbu1-855-OSBUGSA (672-8472)SMALL BUSINESS SOLUTIONS23

U.S. General Services Administration Mildred Quinley OSBU Manager, Region 4 Office of Small Business Utilization Doing Business with GSA: Contracting without a GSA Schedule. . ssq.gsa.gov, www.usaspending.gov Use and Analyze Reputable Database Services. Maximize Functions to increas

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