U.S. General Services Administration

Mildred QuinleyOSBU Manager, Region 4Office of Small Business Utilization

Mildred QuinleyOSBU Manager, Region 4Office of Small Business Utilization

Doing Business with GSA:Contracting without a GSA Schedule

Doing Business with GSA:Contracting without a GSA Schedule

Introduction While GSA’s main role in the government is to ensure our buyers have

the best choices when spending tax payer dollars, we are also here to help buyers identify small businesses who can meet their requirements.

In order to ensure buyers see small businesses as a resource we educate our vendors on GSA programs and initiatives so that they can be prepared for new opportunities.

To learn more about the resources GSA provides to small businesses, please visit www.gsa.gov/osbu

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Learn about options to partnering with GSA Review steps to successful

partnering relationships Learn how to locate new

opportunities Highlight tools for success Provide Helpful Guidance Provide support and access to more

information

Purpose

Subcontracting as a Contract OptionType Benefits ChallengesSubcontracting •Large Business Required at

$650,000 or above•New Opportunities•Past Performance Not Always Required•Mentor Protégé

•Identifying Primes•Getting Credit for Work•Second Hand Payments•Growing into Prime

How to participate: Open to all business sizes Take turns being the prime Bring the opportunities to the table Highlight your partnerships as your government experience

A Plan is Required: Large Business and revenue is $650,000 or greater ($1.5M for construction) including all options

Subcontracting Plan www.acquisition.gov

“Individual contract plan” means a subcontracting plan that covers the entire contract period (including option periods), applies to a specific contract, and has goals that are based on the offeror’s planned subcontracting in support of the specific contract, except that indirect costs incurred for common or joint purposes may be allocated on a prorated basis to the contract.

“Master plan” means a subcontracting plan that contains all the required elements of an individual contract plan, except goals, and may be incorporated into individual contract plans, provided the master plan has been approved.

“Subcontract” means any agreement (other than one involving an employer-employee relationship) entered into by a Government prime contractor or subcontractor calling for supplies and/or services required for performance of the contract, contract modification, or subcontract.

Contracting Teaming Arrangements as a Contract OptionType Benefits ChallengesContractor Teaming Arrangements

•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 each kind of teaming•Bad association is possible (if partner 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 experience

An agreement is required: All team members should work out the details like team lead etc. The buyer must accept the agreement. There are non-GSA Schedule teaming arrangements to consider.

Contractor Teaming Arrangements www.acquisition.gov

“Contractor team arrangement, "means an arrangement in which— (1) Two or more companies form a partnership or joint

venture to act as a potential prime contractor; or (2) A potential prime contractor agrees with one or

more other companies to have them act as its subcontractors under a specified Government contract or acquisition program.

Joint Venture as a Contract OptionType Benefits ChallengesJoint Venture •Joint Past Performance

•Limited Partnership•Prep Process Provides better positioning•Sharing cost•Shared Resources

•Limited Partnership•Time and Effort•Upfront and Future Cost•Extensive rules regarding “Affiliation” for various SDB’s, 8(a)’s, SDVOSB’s, etc•Legal and Accounting Support recommended

How to participate: Open to all business sizes Formal agreement to merge assets Commitment

An agreement is required: All parties should weigh heavily the magnitude 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 temporary partnership. This partnering is usually associated with a specific contract 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 another

business wants to utilize. A business may have market penetration in a special area. Both businesses may have complementary products.

9*See Slide Notes and www.acquisition.gov

Successful Partnering

Introduce - Use every opportunity to meet new potential partners

Exchange Information – Never leave home without your business cards and a pen

Go to breakfast/lunch/dinner– Set up a time within the first two weeks

Go to other things together– meet at events of mutual interest

Determine value add – both sides should benefit from the partnership

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 an

opportunity invite them to the table

Develop the terms/promises – If both sides see the potential, determine the rules to the game

Sign an agreement/contract – put everything in writing

Begin the Journey – work hard and enjoy the success

Implement short and long term goals – Determine if there is a real future and if so, make plans of attack

Check in often to make sure both sides are experiencing success– re-evaluate the partnership every 6 months to a year to make sure you continue to grow and 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 business community

Locate Partnering Opportunities www.fbo.gov, www.gsa.gov/elibrary, ssq.gsa.gov, www.usaspending.gov

Use and Analyze Reputable Database Services.

Maximize Functions to increase the quality of information Fedbizopps (advanced search) Schedule Sales Query (Generate reports, review contractors

success for partnering potential)– Schedules e-Library (Contract information, GSA

Advantage database)

Tools for Successful Partneringinteract.gsa.gov, www.gsa.gov/osbu

Social Media – join special groups looking for the same kind 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 business

support 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 small

projects Be prepared to sum up your capabilities and past performance

in less than a minute.

Small Business Advocates in GSAwww.osdbu.gov

Each Federal agency has an Office of Small Business Utilization put in place by congress “…to promote the maximum practicable use of all designated small business categories within the Federal Acquisition process…” These advocates report to the head of their agency on the success of this partnership. Finding creative new ways to educate Sponsoring and delivering business development training Integrating low-cost networking events into established venues Providing free counseling and more…

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www.gsa.gov/osbu Office of Small Business Utilization

Publications Fact Sheets Forecast and more

www.gsa.gov/smallbizevents GSA National Small Business Events

Interact.gsa.gov Interact Join the Small Business Solutions Group

Blogs Discussion boards, Polls Small Business Feedback on

important government issues

www.twitter.com/gsaosbu (information and feedback changing

small business procurements)

www.facebook.com GSA, Office of Small Business

Utilization (Fan Page with lots of updates) 20

OSBDU Partners Advocating for Small Business

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Small Business Administration SBA provides business counseling, training and business development

specialists 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 are dedicated 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 entrepreneurially

focused organization committed to wealth creation in minority communities. The Agency's mission is to actively promote the growth and competitiveness of large, medium and small minority business enterprises (MBEs).

http://www.mbda.gov

GSA Sources of Support

• PBS Industry Relations866-727-8363IndustryRelations@gsa.gov www.gsa.gov/pbs

• Construction, Real Estate, Architecture, Interior Design

Public Building Service

• National Customer Service Center (NCSC)(800) 488-3111NCSCcustomer.service@gsa.govwww.gsa.gov/fas

• Commercial Products and Services

Federal Acquisition Service

• Office of Small Business Utilization855-OSBUGSAwww.gsa.gov/askosbu www.gsa.gov/osbu

• gsa.gov/smallbizsupport• www.osdbu.gov

Office of Small Business Utilization

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SMALL BUSINESS SOLUTIONS

General Services AdministrationOffice of Small Business Utilizationwww.gsa.gov/osbuContact form: www.gsa.gov/askosbu 1-855-OSBUGSA (672-8472)

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We want to hear from you. Please share your success stories, comments, questions and concerns.