How To Prepare A GSA Schedule Tim Linker NC PTAC

How To Prepare
A GSA Schedule
Tim Linker
NC PTAC
What Are GSA Schedules?
Indefinite-Delivery, Indefinite-Quantity (IDIQ)
contracts
Contracting vehicles allow contracting officers
to buy goods and services quickly without
going through the traditional solicitation
process
Contracts where prices and offerings have
been agreed to in advance and are
considered “fair and reasonable”
What Can A GSA Schedule Do For
Your Company?
Provides contracting officers a way of buying
from your company in amounts above $25,000
without going to open solicitation
Allows your sales staff to close the deal quicker
because GSA schedules are a preferred
method of contracting
Offers new teaming possibilities with other
schedule holders
Creates sales opportunities through the
establishment of Blanket Purchase
Agreements (BPA)
Assumptions
That you are registered and current in Central
Contractor Registration (CCR) and the
Online Representation and Certification
Application (ORCA)
That you have a base knowledge of federal
contracting, i.e. the FAR
That your company has been in business at
least two years
That your company has actual sales on the
products & services you are offering
What Type of Products & Services
Are Included In The Schedules?
Environmental Services
(899)
Medical Equipment and
Supplies (65 II A)
Office Furniture (71 I)
Mission Orientated
Business Integrated
Services, MOBIS (874)
Information Technology
and Services (70)
Shipping, Packing, and
Packaging Supplies
Language Services (738 II)
(81 1 B)
Office Products Supplies
and Services (75)
Building and Building
Materials (56)
Publication Media (76)
Hardware Superstore (51V)
Getting Started
Main GSA web page
Convenient access to
GSA E-Library web
page
www.gsa.gov
GSA E-Library
One-Stop-Information
web page
Search by contractor,
keyword, schedule, or
Special Item Number
(SIN)
Quick Schedule link
www.gsaelibrary.gsa.gov
Identifying What Schedule Fits
Your Company
Locate the schedule
that best fits your
offerings
Companies that offer
products or services on
two different schedules
can use the
consolidated schedule,
00CORP
The Schedule Summary
Identify which SIN(s)
your company would
like to offer
Review your
competition already on
schedule
Who’s Your Competition & What’s
Their Offerings and Pricing?
Each contractor that is
a particular schedule is
listed
You can review their
SIN(s), corresponding
prices, and other
pertinent information
Remember that not all
pricing is created
equally
Schedule Sales Query (SSQ),
Who’s Selling and How Much?
Enables you to create
various GSA sales
reports
You can search GSA
sales by:
ƒ
Schedule
ƒ
SIN
ƒ
Contractor
ƒ
Fiscal Quarter/Year(s)
http://ssq.gsa.gov/
The Schedule Summary… Again
After reviewing your
competition return to
the schedule summary
web page
Link to the schedule
solicitation on
FedBizOpps to
download the document
FedBizOpps Solicitation
Linked from the GSA
web page
Solicitations are ongoing, with no closing
date
Solicitations may be
taken down periodically
for refreshment
Downloading The Solicitation
Click on “all files” to
ensure that you get
all the necessary
materials
Keep a paper copy
and electronic copy of
the solicitation for
your records
Getting Down To Business, How
To Prepare A Service Proposal
Schedule Sections
I. Administrative Section
- Fill in the blanks
II. Experience Section
- Describes your business and what
services you are offering
III. Pricing Section
- Details your pricing structure and how it
was established
IV. Attachments
Important Points
Read the entire solicitation at least twice
- Most mistakes made during the proposal
preparation process are made because individuals
did not read the entire solicitation package first
Instructions are provided in the solicitation package for
almost all questions
- When in doubt, review the solicitation
Type requested information in Bold Italics
Standard Form 1449
- Only fill out boxes 12, 17a, 17b, 30a, 30b, and 30c
Remember to adhere to all stated page limits
If the section does not apply to you, write in N/A
I. Administrative Section (899)
Proposal Checklist
Delivery & Times
Standard Form 1449
Payment Address
Basic Company
Information
Place of Performance
Accounting System
Credit Card Acceptance
Industrial Funding Fee
Certification
SIN(s) Offered
Contact for Contract
Administration
Representations and
Certifications
8(a) Representation
Service Contract Act
Determination (Attachment 3)
Filling In The Blanks
Offeror’s Name and
Address
Business Size
Authorized Negotiators
Company’s TIN
Security Clearances
Accounting System
Credit Cars Acceptance
SIN(s) Provided
II. Experience Section (899)
A. Financial Capacity
- Provides the contracting officer with evidence
that your company is financially solvent
B. Executive Summary
- Details your company’s expertise, services,
organizational controls, etc
C. Corporate Experience
- Details your company’s past projects
D. Past Performance
- Open Ratings requirement (Attachment 2)
A. Financial Capacity
Provide two years of financial statements
- Profit/loss statements, balance sheets
You must explain all negative financial
information shown, including negative equity
and/or income
Often a Dunn & Bradstreet financial report or
GSA Form 527 will be required
B. Executive Summary
Provides a “snapshot” of your company to the
contracting officer
Explains your field of expertise and specific
services offered for each SIN
Defines your plan for accomplishing any work
Describes your organizational & accounting
controls, quality control, man-power abilities,
types of personnel, and use of
subcontractors
C. Corporate Experience
You must provide three related and similar projects for each
SIN offered that the client found acceptable, usually
within a certain period of time (899, 2-3 years)
Each project must detail:
1. Name
2. Description
3. Dollar Amount
4. Project Duration (actual versus planned)
5. Contact Information (name, phone, email, address, etc)
Services often must provide a professional compensation
plan and letter addressing uncompensated overtime
Dunn & Bradstreet Open Ratings
Report (Attachment 2)
Provides a third-party assessment
of your company
You must provide at least six
references (up to 20)
Make sure that you notify your
references and that they love your
products/services
Submit your request three weeks
before proposal submission
Cost: $125.00
A copy of your request is usually
required in your solicitation
package
Questions
1. Overall, how satisfied do you feel about the performance of
this company during this transaction?
2. How reliably do you think this company follows through on
its commitments?
3. How closely did your final total costs correspond to your
expectations at the beginning of the transaction?
4. How well do you think the product/service delivered
matched your order specifications?
5. How satisfied do you feel about the timeliness of the
product/service delivery?
6. How satisfied do you feel about the quality of the
product/service provided by this company?
7. How easy do you think this company is to do business with?
8. How satisfied do you feel about the attitude, courtesy, and
professionalism of this company’s staff?
9. How satisfied do you feel about the customer support you
received from this company?
10 How responsive do you think this company was to
information requests, issues, or problems that arose in
the course of the transaction?
11. What is the average purchase amount you made with this
supplier in the past 12 months? (US$)
12. How long have you been doing business with this
company?
III. Pricing Section (899)
Prices must be “fully burdened” and include the
Industrial Funding Fee (IFF)
- Currently ¾ of 1 percent (.0075%)
- VA (medical supplies) ½ of 1 percent (.005%)
Provide SIN labor categories with corresponding
duties, education, experience, etc
Offerors may provide both onsite and offsite rates
There are different pricing requirements based on
whether you are using a commercial price or
market price
Commercial Price List
Requirements
Two copies of your Commercial Price List (CPL)
- must be dated
One copy of your GSA pricing that contains your first year pricing
only
- increase is subject to the Economic Price Clause
Adjustment (552.216.70)
Submit the Commercial Sales Practices Format
-CSP-1 (Attachment 4)
Invoices supporting your Commercial Price List prices
Notation describing why your prices are fair and reasonable and
how it relates to your “Most Favored Customers”
Rationale of your proposed annual sales through the schedule
Commercial Sales Practice
Format (CSP-1, Attachment 4)
Offeror & SIN(s)
Sales in previous
year and the dates
Estimated GSA
schedule sales
Pricing better than
or equal to your
Most Favored
Customer (MFC)?
Any other discounts
or concessions?
CSP-1 Pricing Example
GSA Price List
January 1, 2007
Commercial
Labor
Category
Commercial
Rates Per
Hour
Most
Favored
Customer(s)
MFC
Labor
Categories
MFC
Rates
Per Hour
MFC
Commercial
Discount
GSA
Labor
Categories
GSA
Rates
Per Hour
GSA
Discount off
MFC Rates
Biologist
$60.00
Wake County
Parks
Biologist I
$54.00
10%
Biologist
$48.6
10%
Senior Biologist
$80.00
Wake County
Parks
Biologist II
$72.00
10%
Senior Biologist
$64.8
10%
Hydrologist
$45.00
Wake County
Parks
Hydrologist I
$41.50
10%
Hydrologist
$37.35
10%
Senior
Hydrologist
$65.00
Wake County
Parks
Hydrologist
II
$58.85
10%
Senior
Hydrologist
$52.65
10%
Environmental
Technician
$35.00
Wake County
Parks
Environmental
Technician
$31.50
10%
Environmental
Technician
$28.35
10%
Survey
Technician
$28.00
Wake County
Parks
Survey
Technician
$25.20
10%
Survey
Technician
$22.68
10%
Soil
Analyzer
$60.00
Per Day
Wake County
Parks
Soil
Analyzer
$48.00
Per Day
20%
Soil
Analyzer
$45.6 Per
Day
5%
The Service Contract Act (SCA)
Wage Determinations
McNamara-O’Hara Service Contract Act of 1965
Provides a minimum wage rate and fringe
benefits for federal service contracts provided
through service employees
All service contracts above $2,500 must provide
the minimum wage and fringe benefits as
detailed by the applicable wage determination
Consider what areas you feel that your GSA
schedule work will take place and find the
highest wage determination for that area
The Service Contract Act (SCA)
Wage Determinations
Search by category or
alphabetically for similar
titles or jobs
You may also search for
wage determinations
on-line, as your area may
have been updated since
the GSA solicitation was
last posted
www.dol.gov/esa/regs/compliance/whd/wage/main.htm
The Service Contract Act, Doing
The Math
30090: Environmental Technician
Wage Determination: Mecklenburg County, NC
US Dept. of Labor: No. 205-2391, 11-21-06
Wage:
$19.09
Health & Welfare: $3.01
Vacation:
¢.85 (10 days per year)
Holidays:
+ ¢.85 (10 days per year)
Total Hourly Rate:$23.80
GSA Hourly Rate:$28.35
Attachments
1. Proposal Checklist
- required for submission in many schedules
2. Dunn & Bradstreet Open Ratings Report
3. Wage Determinations (SCA)
4. Commercial Sales Practice Format (CSP-1)
5. Small Business Subcontracting Plan
- not required for small businesses
Putting It All Together
Follow all the instructions in the solicitation,
often multiple copies of various sections are
required
Write a cover letter that introduces your
company and any unforeseen issues that are
lurking in your proposal
Create a table of contents and appendix
Put your proposal in a three-ring binder, unless
you are told not to do so
Ship your proposal by courier and make sure
that you get a notice of receipt
Got Questions?
Tim Linker
919.424.4453
[email protected]