Tips on obtaining a GSA schedule contract

1. Identify the GSA Schedule that covers your product or service. To do this, access the Schedules e-
Library at http://www.fss. gsa. gov/schedules. You can search by schedule, number, keyword or phrase to
find a schedule match, or you can review the complete list of schedules. Determine the applicable GSA
Acquisition Center that handles your product or service by visiting http://www.fss. gsa. gov and click either
“products” or “services.” If your business line is diverse and falls within several different GSA Schedules,
you may wish to pursue the Corporate Contracting route, which is a single award schedule contract that will
cover the entire business line. The solicitation number for the Corporate Contracts is FCO-00-CORP-
0000C.

2. Obtain a copy of the GSA Schedule solicitations for the product or service you want to offer to the
government on the Internet at: http://www.fedbizopps.gov. Click “FBO for Vendors”, select “GSA
Offices”, select “FSS Locations”, select the appropriate acquisition center, then select posted dates or
classification code (which is the schedule number you chose). Download and print out the latest solicitation
with all related synopses, amendments and modifications. Most of the Schedules are continuously open.

3. Complete all information in the solicitation. Read the solicitation document thoroughly. If you have
questions about the solicitation, you may contact the point of contact in the solicitation or an Acquisition
Center representative. Some Acquisition Centers offer workshops on “How to Prepare a Quality Offer.”
See the Events section on the OSBU homepage or contact the Acquisition Center for workshop information.
Maryland has a PTAC office that can provide assistance with completing the Schedules Contracts. To
locate a PTAC office nearest you, see the CD ROM Table of Contents. Before completing the solicitation,
be sure you are financially sound. After you have completed the solicitation, review it carefully and sign
and date your offer.

4. Be sure your offer complies with the “most favored customer” (MAS) policy applicable to all multiple
award schedules. GSA expects to receive a discount equal to or better than your “most favored customer.”
You may even want to compare the prices that you are offering the government to those of your competitors
to determine if your prices are comparable and reasonable. (Check GSA Advantage! on
http://www.gsaadvantage.gov, or existing schedules for current prices.) Submit your offer with your current commercial pricelist, discount schedule and, if required by the solicitation, supply references from satisfied customers.

5. Obtain a past performance evaluation (PPE) report on your firm by Open Ratings, Inc. The form is
available in most solicitations and should be faxed to Open Ratings at (781) 742-6707 or emailed to
reports@openratings.com. In the event that you are unable to locate this order form, a copy can by obtained
by contacting Open Ratings at (617) 232-9660 or Dun & Bradstreet at (703) 807-5062. Open Ratings
requests that you provide 20 references to be surveyed to ensure the timely completion of your PPE.
Initiating your report requires a minimum of six submitted references, three of which must be surveyed to
complete the report. Questions regarding the PPE service may be directed to Open Ratings at (617) 232-
9660.

6. Submit your offer to the address listed in the solicitation. After your offer (with attachments) has been
received in the acquisition center, a contracting officer will contact you to begin negotiations.

7. Be ready to negotiate your best offer. For more information on FSS activities, visit the FSS website at
http://www.fss.gsa.gov; call (703) 305-6477 or (888)-FSS-0070 or write to the:

GSA/FSS, Information Center (FMLI)
1941 Jefferson Davis Highway
Lobby Level Room 104
Washington, DC 20406

Getting on a GSA schedule involves negotiating labor rates within various categories. To become a GSA Schedule contractor, however, a vendor must first submit an offer in response to the applicable GSA Schedule solicitation.

GSA awards contracts to responsible companies offering commercial items, at fair and reasonable prices, that fall within the generic descriptions in the GSA Schedule solicitations. In order to fully understand the process, GSA recommends that all vendors take the free FSS Center for Acquisition Excellence online, self-paced training course, “How to Become a Contractor- GSA Schedules Program.” The course describes:

• Various features of the GSA Schedules Program
• How to submit an offer
• The evaluation and contract award process
• How to successfully market supplies and services
• Sources of information related to Schedule contract administration.

In addition, GSA offers free monthly workshops designed to encourage and support small businesses interested in obtaining a GSA Federal Supply Schedules contract. The workshop is conducted once a month. For information on scheduled workshops in Maryland, please contact:

Helena Koch
Procurement Analyst
20 North Eighth Street, 9th Floor
Philadelphia, PA 19107-3191
(215) 446-4918; fax: (215) 446-5133
Helena.koch@gsa.gov

The GSA Schedule Solicitation link is available at
https://fsstraining.gsa.gov/kc/Securelogin/login.asp?kcdent=kc0001.
eOffer is available at http://eoffer.gsa.gov/.
e-Library is available at
http ://www. gsaelibrary. gsa. gov/ElibMain/ElibHome.
The Federal Supply Schedule Listing is available at http ://www. gsaelibrary. gsa. gov/ElibMain/ScheduleList.

To start, identify the GSA Schedule solicitation that covers your supplies or services. This step may be accomplished in a number of ways. One is to review the GSA Schedule Solicitations link to determine the applicable GSA Schedule and corresponding solicitation number under which the supplies or services may be offered. Click on the appropriate Solicitation Number to be linked directly to the solicitation files in FedBizOpps. Download the solicitation and follow the instructions in the document. The GSA Schedule Solicitations page also identifies those Schedules that accept offers using eOffer, a web based application that allows vendors to prepare and submit their GSA Schedule offers electronically.

Another way is to search Schedules e-Library by keyword to identify supplies or services covered by GSA Schedules. Click on the box, “Vendors: Click here to view the current solicitation on FedBizOpps.” Download the solicitation and follow the instructions in the document.

You can also review the Federal Supply Schedule Listing in Schedules e-Library to determine the applicable GSA Schedule under which the supplies or services may be offered. Click on any Schedule number under the “Source” column to view descriptions of the generic categories of supplies or services under each Schedule. Click on the box, “Vendors: Click here to view the current solicitation on FedBizOpps.” Download the solicitation and follow the instructions in the document.

Finally, you can visit FedBizOpps to obtain a copy of the GSA Schedule solicitation. For help utilizing FedBizOpps, see “Helpful Hints for Using FedBizOpps” on the CD ROM. This information provides step-by-step information as to how vendors may search by GSA office, solicitation number, or keyword to locate and download the applicable Schedule solicitation. Follow the instructions in the solicitation document. Other helpful hints to assist vendors in obtaining a GSA Schedule contract (see also box titled “Tips on Obtaining a GSA Schedule Contract”):

• Register in the CCR (visit http://www.ccr.gov/)
• Obtain an Open Ratings, Inc. reference check (see Past Performance Evaluation form in solicitation) and make sure your company is financially sound
• Complete all information in the solicitation and be ready to negotiate your company’s best offer.

GSA is the federal government’s business manager, buyer, real estate developer, telecommunications manager, and IT solutions provider. GSA offers businesses the opportunity to sell billions of dollars worth of products and services to federal agencies through contract vehicles.

GSA advertises locally and nationally. All GSA contracting opportunities over $25,000 are advertised on FedBizOpps available at http://www.fedbizopps.gov/.

1. Office of Small Business Utilization (OSBU)
GSA’s OSBU advocates for small, minority, veteran, HUB Zone, and women business owners. The office’s mission is to promote increased access to GSA’s nationwide procurement opportunities.

OSBU monitors and implements small business policies and manages a range of programs required by law. GSA’s small business programs nurture entrepreneurial opportunities, open doors to new business horizons, and enhance technological capabilities.

OSBU’s outreach activities make it possible for the small business community to meet key contracting experts and be counseled on the procurement process. These activities include:

• Electronic commerce/electronic data interchange training sessions
• Interagency networking breakfasts
• Marketing strategies and techniques workshops
• Procurement conferences
• Procurement networking sessions
• Roundtables
• Trade missions.

The OSBU conducts monthly briefings (and sometimes nationwide telecasts) on “How to Obtain a GSA Schedules Contract.” View the homepage at http://www.gsa.gov/smallbusiness for information on upcoming sessions. Additionally, the Regional Small Business Utilization Centers are staffed with specialists who provide current information, counseling services, and literature concerning the Schedules Program. Contact the center in your area for information on Schedules orientation sessions.