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	`The Basics About GSA Schedules and Government Contracting``By Robert Moment © 2005`Is your business on the schedule—that is, the GSA Schedule? If it's not, you're missing out on potentially lucrative contracts with the U.S. General Services Administration. GSA secures the buildings, products, services, technology, and other workplace essentials that federal agencies use to conduct business. GSA Schedules allow procurement officers to quickly find small businesses that can meet their needs. Also known as Multiple Award Schedules, GSA Schedules are contracts that allow federal customers to purchase more than 6.8 million supplies and services directly from more than 8,600 commercial suppliers. GSA Schedules cover the gamut of commercial items, from office supplies and laboratory equipment to accounting and landscaping services. How the GSA Program Works Under the GSA Schedules Program, GSA enters into contracts with commercial firms to provide supplies and services at stated prices for given periods of time. Orders are placed directly with the Schedule contractor, and deliveries are made directly to the customer. The GSA Schedules Program provides government customers with high-quality commercial supplies and services at volume discount pricing on a direct-delivery basis. All customers—even those in remote locations— are provided the same services, convenience, and pricing. The Schedules Program offers the benefits of shorter lead-times, lower administrative costs, and reduced inventories. Contracts are awarded to "responsible" companies that offer commercial items falling within the general descriptions listed in the GSA Schedule solicitations. GSA contracting officers will determine the fairness of vendors' government pricing by comparing it to what they're offering their commercial customers. To make this comparison, GSA requires contractors to provide their commercial pricelists and disclose information regarding their pricing and discounting practices. Types of Schedules GSA Schedules fall into two main categories: Multiple Award Schedules (MAS) and Single Award Schedules (SAS). MAS cover contracts awarded to firms supplying comparable commercial supplies and services at varying prices. SAS cover contracts made with one supplier for a specific product at a stated price for delivery to a geographical area defined in the Schedule. Additionally, GSA may establish Blanket Purchase Agreements (BPAs), which simplify the filling of recurring needs for supplies or services, while leveraging a customer's buying power by taking advantage of quantity discounts, saving administrative time, and reducing paperwork. For vendors, BPAs can streamline the ordering process and make it easier to work with the government on an on-going basis. A GSA Schedule BPA can last up to five years in length—or even longer to meet program requirements. Obtaining a GSA Schedule To become a GSA Schedule contractor, you must first submit an offer in response to the appropriate GSA Schedule solicitation. Next, you'll need to determine the appropriate GSA Schedule solicitation that covers your supplies or services. You can accomplish this using any of the following three ways, according to GSA's official Website: 1.Review the GSA Schedule Solicitations link on the GSA Website at www.gsa.gov. to determine the applicable GSA Schedule and corresponding solicitation number under which the supplies or services may be offered. A point of contact is provided for each Schedule solicitation. If the applicable Schedule solicitation can be identified by this method, click on the Solicitation Number to be linked directly to the solicitation files in FedBizOpps. Download the solicitation and follow the instructions in the document. 2.Search Schedules e-Library at on the GSA Website at www.gsa.gov. You can search by keyword to identify supplies or services covered, as well as the point of contact that can provide specific information about individual Schedule items. If the applicable solicitation can be identified using this method, click on "Vendors: View Solicitation on FedBizOpps.gov." Then download the solicitation and follow the instructions provided. 3.Visit Federal Business Opportunities at www.fedbizopps.gov to acquire a copy of the GSA Schedule solicitation. FedBizOpps is the single government wide entry point for federal government procurement opportunities over $25,000. Click on the "Helpful Hints for Using FedBizOpps link for step-by-step information about how you can search by GSA office, solicitation number, or keyword to locate and download the applicable Schedule solicitation. Then just follow the instructions in the solicitation document. Obviously, the GSA represents tremendous contracting opportunity for small businesses. For more information about how to successfully sell to the government, visit www.winfederalcontracts.com Robert Moment is a successful business coach, consultant and author of "It Only Takes a Minute to Score", which is currently available at Amazon.com and Barnes and Noble. His company, The Moment Group, www.winfederalcontracts.com , has been winning federal government contacts for 17 years and offers powerful insight to help other businesses do the same.

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