The document provides information about doing business with the U.S. General Services Administration (GSA). It discusses GSA's role in providing goods and services to other government agencies in an efficient manner. It also outlines the key steps and programs small businesses need to be aware of to market themselves and pursue contracting opportunities through GSA, including obtaining a DUNS number, registering in the System for Award Management, and pursuing Multiple Award Schedule contracts which allow businesses to provide goods and services to the government.

1. U.S. GENERAL SERVICES
ADMINISTRATION
Doing Business with GSA
Marketing to the Federal Government
Maureen Cruz

2. Understanding and Entering the
GSA’s Multiple Award
Schedules System

3. 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

4. GSA’S ROLE IN THE FEDERAL ARENA
All agencies play an important role in our governments
effort to protect, serve and develop our country.
GSA’s role is to make sure those agencies have the tools
they need to meet their mission successfully. We design
and build the place where they work, provide the
technology they use, access to the services and products
they need and more. We do all this to achieve efficiencies
in the performance of administrative functions as well as
savings in the cost of operations.

5. OFFICE OF SMALL BUSINESS UTILIZATION
As GSA’s small business advocate,
we engage in strategies to create
and identify procurement
opportunities for small businesses
seeking to do business with the
federal government.

6. GSA’S TWO BUSINESS LINES
Public Buildings
Service
Federal Acquisition
Service

7. Federal Acquisition Service
Telecommunication Services and
Equipment
Information Technology Solutions
Products
Office Furniture
Security Fire & Law Enforcement
Facilities, Supplies
Equipment
Tools
Transportation
Relocation
Motor Vehicles and Travel

8. PUBLIC BUILDINGS SERVICE
Facility Maintenance and Management Services
Design and Construction Services
Environmental Programs
Janitorial Services
Real Estate Services
Historic Preservation

9. In order to do business with GSA and other Federal agencies,
it is mandatory that you have:
Dun and Bradstreet Number (D&B) - Also known as a DUNS Number -
www.dnb/com (866) 705-5711
Register your company in the System for Award Management (SAM)
Online Representations and Certifications Application (ORCA) in which it is
located in SAM - www.sam.gov
Past Performance Rating – is required by governmental organizations and
agencies as part of bid responses.
www.openratings.com
FIRST STEPS TO START
DOING BUSINESS WITH GSA

10. SYSTEM FOR AWARD MANAGEMENT (SAM)
What is SAM?
The System for Award Management (SAM) is a free web-site which consolidates Federal
procurement systems and the Catalog of Federal Domestic Assistance into one new
system. This consolidation is being done in phases. Over the coming years, additional
system migrations will be completed.
Currently the below have been migrated into SAM.
•Central Contractor Registry (CCR)
•Federal Agency Registration (Fedreg)
•Online Representations and Certifications Application (ORCA)
•Excluded Parties List System (EPLS)
It is required to do business with the government. You will be required to complete a
one-time business registration with annual updates. Now as part of the registration
process you will need to provide your DUNS identification number.
How will SAM benefit me?
The overarching benefits of SAM include streamlined and integrated processes,
elimination of data redundancies, and reduced costs while providing improved
capability.

11. SYSTEM FOR AWARD MANAGEMENT (SAM)
• For SAM Customer Service, contact:
• Federal Service Desk
• URL: www.fsd.gov
• Hours: 8am - 8pm (Eastern Time)
• US Calls: 866-606-8220
• International Calls: 334-206-7828
• DSN: 866-606-8220

12. FEDERAL BUSINESS OPPORTUNITY
www.fbo.gov
All proposed federal contracts expected to exceed
$25,000 are announced on Federal Business opportunities,
or FedBizOpps. Businesses seeking government work
should register there to be notified of newly posted
opportunities in their industries.
FBO gives you the option to see what bids are out there.
You can then decide if you what to bid on them.

13. Multiple Award Schedule (MAS)
Under the MAS (also referred to as GSA Schedules and
Federal Supply Schedules) Program, GSA establishes
long-term governmentwide contracts with commercial
firms to provide access to millions of commercial
supplies and services at volume discount pricing that
can be ordered directly from GSA Schedule contractors
or through the GSA Advantage!® online shopping and
ordering system.

14. FEDERAL SUPPLY SCHEDULE
CONTRACTS
Schedules contracts are:
Five year contracts, with three five-year option for approved vendors
to provide products/services to any Federal agency
Chosen as the “preferred source of supply” by DOD and most civilian
agencies
Participation:
 Minimum revenue of $25,000
 2 years in business
 Commercial Products & Services only
 Contractors required to earn $25,000 after 24 month grace period
to avoid removal from program

15. FEDERAL SUPPLY SCHEDULES
CONTRACTS ARE…...
 “License to hunt” for opportunities in the
federal government
 Synonymous with a “GSA number” or
“getting on GSA list”
 Over 80% of Schedule contract holders are
small business owners

16. MULTIPLE AWARD SCHEDULE FACTS (MAS)
Did you know …
GSA offers over 20 million supplies and services
39 open and standing solicitations published on
FedBizOpps (including 9 managed by VA)
Over 19,000 Schedule contracts
80% are small businesses
Orders and BPAs can be set aside for small
businesses
$48 Billion total annual spend (including VA)

17. WHERE DO I FIND THE APPROPRIATE
SCHEDULES SOLICITATION?
 FedBizOpps
www.fbo.gov
 GSA Subcontracting Directory
www.gsa.gov/subdirectory
 GSA Forecast of Contracting Opportunities
www.gsa.gov/smbusforecast

18. SUCCESSFUL SCHEDULES OFFER
CHECKLIST
 GSA Standard Form 1449 (cover sheet)
 Administrative Proposal
 Technical Proposal
 Price Proposal
 Open Ratings Past Performance evaluation (formerly
Dun and Bradstreet)
 Commercial Sales Practice Format
 Representations and Certifications Application (ORCA)

19. CONTRACT NEGOTIATIONS
PROCESS
 GSA contracting officer will be assigned to
review your offer
 The CO will send a deficiency letter if
additional information is needed
 Pricing negotiations in person or by
telephone

20. CONTRACT NEGOTIATION
PROCESS
 CO will ask for a written final proposal
revision to confirm the terms and conditions
agreed upon.
 Upon award of contract, the CO will return a
copy of the contract to you along with one
copy of the catalog/pricelist.
 CO will send vendor start-up kit for
GSA advantage!

21. GSA ADVANTAGE!
 On-line shopping network that Federal
agencies access to buy products/services
from FSS Schedule Contract Holders
 Vendors can browse by entering a zip code
to view pricing of firms already on Schedule

22. REVIEW OF THE PROCESS…
 YOU: Obtain and Complete Solicitation
 YOU: Start Past Performance Review
 YOU: Submit Completed Offer
 GSA: Evaluate/Review Offer
 GSA/YOU: Negotiate Offer
 GSA: Reject or Accept Offers
 GSA: Issue mailing list to accepted offers
 YOU: If Rejected, request debriefing within 3 days
 YOU: If Awarded, Distribute GSA Pricelist
 YOU: Load information to GSAAdvantage
 YOU: Market your New GSA Contract Number

23. EASY STEPS TO CONTRACT AWARD
 Obtain Solicitation
 www.gsa.gov/elibrary or
www.fbo.gov
 Start Past Performance Review
 Open Ratings
(727-329-1184)
 Complete Solicitation
 See SF 1449 Blocks 7a and
b for questions, be sure to
sign 30a and b before
submitting
 Submit
 See SF 1449 Block #9 for
correct address
 Evaluate/Review Offer
 Negotiate Discount, Terms and
Conditions
 Recommend Award or Rejection
 If rejected, you have 3 days
to request a debriefing
 Issue Mailing List for Marketing
 Administer requested
modifications/changes to your
contract
 This includes exercising your
option years (5-year contract
with three 5-year options)
Your Part
GSA’s
Process

24.  Under $3,000 (micro-purchase threshold)
- Order from any schedule contractor
 Over $3,000
- prepare a statement of work
- Look at 3 price lists or “GSA advantage!™”
- Evaluate and make a “best value” selection
 Orders over the maximum order threshold
- Review additional price lists
- Seek price reductions from contractors
How Federal Agencies Order
from Schedules

25. BPAs provisions included in schedule contract solicitations.
Permit schedule users and contractors to set up “accounts” to
fill recurring requirements.
Accounts establish terms, period of time, frequency of
ordering discounts, delivery locations, etc.
Participation:
• Current GSA Contract Holders
• Compete for Award with other GSA Contract
Holders
• Annual review of award for Best Value
Blanket Purchase Agreements

26. Two or more GSA contract holders working together to fulfill
an agencies needs…
Reoccurring Requirements…
Total Solutions for Schedule Partners…

27. MORE BENEFITS…
• Reduced Cost
• Increased
Visibility

28. WHO CAN BUY FROM SCHEDULE
CONTRACTORS?
• Executive & Other Federal Agencies
• Mixed-Ownership Government
Corporation (FDIC, Federal Home
Loan Banks, etc.)
• The District of Columbia
• Cost Reimbursable Government
Contractors authorized in writing by
a Federal agency (48 CFR 51.1)
• State and Local Government for
Information Technology ONLY
(Cooperative Purchasing)

29. VA - Federal Supply Schedule Service
Overview of the VA Schedules Program
65 I B- Drugs and Pharmaceuticals
65 II A- Medical Equipment and Supplies
65 II C- Dental Equipment and Supplies
65 II F- Patient Mobility Devices
65 V A- X-Ray Film, Equipment and Supplies
65 VII- Diagnostic, Reagents, Test Kits and Sets
66 III-Cost-Per-Test for Clinical Laboratory Analyzers
621 I- Professional and Allied Healthcare Staffing
621 II Medical Laboratory Testing and Analysis Services (Reference
Labs)
621 III Home Infusion Therapy Services
621 V Teleradiology Services

30. MARKETING STRATEGIES AND
HINTS FOR LOCATING FEDERAL
CONTRACTING OPPORTUNITIES

31. Market Your GSA Contract. It is
important to remember that your
work is not finished once you
obtain a contract with our agency.
You are now, as a GSA contractor,
a preferred source to our federal
agencies. However, you are still
responsible for letting customers
know you are a GSA contract
holder and what your capabilities
are.
Post Award Marketing

32. MARKETING GSA’S CUSTOMER
AGENCIES
 Obtain from GSA contracting officer or point of
contact a listing of current customer agencies or
those who expressed an interest in the schedule
 Monitor FedBizOpps website
 Obtain information/guidance from Small Business
Offices in the agencies you wish to market
 Review Forecast of Contracting Opportunities

33. HINTS FOR BUSINESS SUCCESS
IN THE 21ST CENTURY
 Make sure your business has more than one
contracting vehicle in place
 GSA Multiple Award Schedules Contract
 8(a) Certified Business
 Certified Small Disadvantaged Business
 Government-wide Agency Contracts
(GWAC)
 Woman-owned business
 HUBZone Certified
 Blanket Purchase Agreements

34. HINTS FOR SUCCESS
(CONT’D)
 Business cards should indicate what your company does and
it should reflect your new GSA Affiliation
 Distribute GSA approved price list
 Load contract to GSA Advantage!
 Links between your website and GSA Advantage!
 Accept the Government Purchase Card
 Attend GSA Small Business Outreach events, workshop,
seminars, etc.
 Network, network, network

35. HINTS FOR SUCCESS (CONT’D)
Advertise in the Federal Supply Service magazine MarkeTips:
- Advertising space is FREE
- Magazine distributed to all Schedules customer agencies
- Published bi-monthly on the first day of the month of
January, March, May, July, September, and November
- Each Acquisition Center sets deadlines for ad materials
www.gsa.gov/cmls (Centralized Mailing List Services)

36. MARKETING TO GSA (CONT’D)
DO:
• Know your customers needs
• Provide solutions
• Read between the lines
• Be better than their last experience
• Understand every interaction is marketing
• Utilize GSA’s Customer Service Directors
(www.gsa.gov/csd)
www.gsa.gov/market2feds,
www.gsa.gov/vendorsupportcenter, www.gsa.gov/osbu

37. MARKETING TO GSA
DON’T:
• Take a check-list approach and miss the details
• Misuse templates and other standard practices
• Focus too heavily on giveaways and brochures
to shine
• Put your trainees on the front line

38. GSA SMARTPAY CHARGE CARDS
How to get access to a $30 Billion Market?
Accepting the GSA SmartPay charge card is
beneficial to your company because you can
maximize your ability to capture government sales.
If you are already accept these cards from the
commercial sector, there is no additional work to
do as the GSA SmartPay charge card operate just
like any other corporate charge cards.
www.smartpay.gsa.gov

39. VENDORS NEED TO LISTEN UP!
What matters to Buyers?
 Customers Concerns
 Customers Budget
 Customers Support System
 Customers Resources
 Customers Vision
 Customers Last Experience
Be the Solutions !

40. ACCESS GSA OSBU!
www.gsa.gov/osbu
Follow us on twitter:
www.twitter.com/gsaosbu
(information and feedback changing small
business partnerships)
Facebook:
www.facebook.com
GSA, Office of Small Business Utilization
(Fan Page with lots of updates)

41. ACCESS! (CONT’D)
www.gsa.gov/smallbizevents
(GSA events around the country just for small
business)
Want all events? www.gsa.gov/events
Interact.gsa.gov
Small Business Solutions Group
(blogs, discussion boards, and more)

42. GSA’s Small Business Utilization Center
Region 5
General Services Administration
Office of Small Business Utilization
230 S. Dearborn Room 3800
Chicago, IL 60604
1-888-353-5383
1-312-353-5384 (Direct)
www.gsa.gov/r5smallbusiness