U.S.

General Services Administration

Doing Business with GSA:

Contracting without a GSA Schedule

Christy L. Jackiewicz
Outreach Program Manager
Office of Small Business Utilization
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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 Purpose
 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

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Subcontracting as a Contract Option
Type Benefits Challenges
Subcontracting •Large Business Required at •Identifying Primes
$650,000 or above •Getting Credit for Work
•New Opportunities •Second Hand Payments
•Past Performance Not Always •Growing into Prime
Required
•Mentor Protégé
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 Option
Type Benefits Challenges
Contractor Teaming •Both serve as Prime •Deciding who leads
Arrangements •Vendors usually decide terms •Agreeing on Process
•One solution but separate pay •Knowing the rules for each
•Break into new markets kind of teaming
•Learn from others •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 Option
Type Benefits Challenges
Joint Venture •Joint Past Performance •Limited Partnership
•Limited Partnership •Time and Effort
•Prep Process Provides better •Upfront and Future Cost
positioning •Extensive rules regarding
•Sharing cost “Affiliation” for various
•Shared Resources 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.

*See Slide Notes and www.acquisition.gov 9

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 Opportunities
www.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 Partnering
interact.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 Partnering
www.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
• Consider
o Rotating Prime Representation
o Length of Commitment
o 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 GSA
www.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 Interact.gsa.gov
 Office of Small Business Utilization  Interact
 Join the Small Business Solutions Group
 Publications  Blogs
 Fact Sheets  Discussion boards,
 Forecast and more  Polls
 Small Business Feedback on
 www.gsa.gov/smallbizevents important government issues
 GSA National Small Business Events
 www.twitter.com/gsaosbu
 (information and feedback changing
small business procurements)

 www.facebook.com
 GSA, Office of Small Business
Utilization
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 (Fan Page with lots of updates)
 OSBDU Partners Advocating for Small Business
 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
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
 GSA Sources of Support

• PBS Industry Relations • National Customer • Office of Small Business

866-727-8363 Service Center (NCSC) Utilization
IndustryRelations@gsa.gov (800) 488-3111 855-OSBUGSA
www.gsa.gov/pbs NCSCcustomer.service@gsa.gov www.gsa.gov/askosbu
www.gsa.gov/fas www.gsa.gov/osbu
• Construction, Real Estate, • gsa.gov/smallbizsupport
Architecture, Interior Design • Commercial Products and
Services • www.osdbu.gov

Federal Office of
Public Building
Acquisition Small Business
Service
Service Utilization

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

Christy L. Jackiewicz
General Services Administration
Office of Small Business Utilization
www.gsa.gov/osbu
Contact form: www.gsa.gov/askosbu
1-855-OSBUGSA (672-8472)

SMALL BUSINESS SOLUTIONS

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