This document provides an overview and summary of information about the GSA Schedule program and federal contracting opportunities: - It discusses the importance of the GSA Schedule program and recent federal budget levels. Spending on GSA Schedules was over $34 billion in 2014. - Popular GSA Schedules like Schedule 70 for IT have the highest sales volumes. Requirements to participate include financial statements, past performance history, and pricing documentation. - Federal Strategic Sourcing Initiatives like those for office supplies and delivery services aim to leverage government buying power. The webinar providers advise on researching federal opportunities.

1. 1
Having a GSA Schedule Is More Important to Your
Government Practice Than Ever Before
February 25, 2015

2. 22
Meet the Presenters
Kevin Lancaster – CEO, Winvale
202-296-5505
klancaster@winvale.com
Kevin Lancaster leads Winvale’s corporate growth strategies in both the commercial and government
markets. He develops and drives solutions to meet Winvale’s business goals while enabling an operating
model to help staff identify and respond to emerging trends that affect both Winvale and the clients it
serves.
Leo Alvarez – Engagement Manager, Winvale
202-296-5505
lalvarez@winvale.com
Leo Alvarez’s primary focus is to advise private enterprises in building strong partnerships with the Federal
Government and to facilitate their business goals. He and his team specializes in contract acquisition,
federal market business strategy, acquisition policy, procurement, and schedule maintenance.
Carina Linder – Lead Consultant, Winvale
202-296-5505
clinder@winvale.com
Lead Consultant with over 4 years of experience in GSA contract proposal writing and contract negotiations.
Focuses on contract compliance consulting; Federal Acquisition Regulations (FAR) and procurement
procedures.

3. 3
Agenda
• FY 2016 Budget Request
• Multiple Award Schedule Program Overview
• Spending on the GSA Schedule Program
• Popularity of FSSI (Federal Strategic Sourcing Initiatives)
• Requirements to Participate
• Other Popular Contract Vehicles
• Q&A

4. 4
Federal Budget for Fiscal Year 2016
8.6
9.8
10.7
13.1
13.2
13.5
14.3
18.5
24.4
28.3
29.9
41
46.3
47.9
70.2
70.7
83.8
585
0 100 200 300 400 500 600 700
EPA
Commerce
Social Security
Interior
Labor
Treasury
Transportation
NASA
Agriculture
Justice
Energy
HUD
State and USAID
DHS
VA
Education
HHS
Defense
Discretionary Budget Request 2016 ($bn)
6%
11%
6%
8%
10%
10%
4%
3%
2%
4%
9%
18%
15%
7%
8%
5%
6%
4%
0% 5% 10% 15% 20%
EPA
Commerce
Social Security
Interior
Labor
Treasury
Transportation
NASA
Agriculture
Justice
Energy
HUD
State and USAID
DHS
VA
Education
HHS
Defense
Budget Change From FY2015
Source: Office of Management and Budget

5. 5
Multiple Award Schedule Overview
The General Services Administration (“GSA”) has created the
Multiple Award Schedule for the federal government and other
qualified entities to purchase product and services.
• GSA contracts offer government customers direct delivery of
high-quality commercial supplies and services at discount
pricing.
• Contracts can be up to 20 years long.
• GSA MAS contracts are indefinite delivery, indefinite quantity
(“IDIQ”) contracts, which do not have a sales limit or ceiling.

6. 6
Why Use a GSA Schedule?
Preferred Source:
• Prequalifies and preapproves vendors to sell to Federal Buyers
Best price for customers:
• GSA has already negotiated fair and reasonable pricing, so government buyers can
benefit from shorter lead-times, lower administrative costs, reduced inventories,
and compliance with environmental, socioeconomic laws, and procurement
regulations.
Quickest way to order:
• The contracting officer can order directly from a GSA contact holder and does not
need to make it public. Depending on the dollars, the contracting officer must
research or solicit 3-5 other GSA contract holders.
• By placing an order against a GSA Schedule contract, the government buyer has
concluded that the order represents the “best value.”

7. 7
Who are your Customers?
• 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
and Law Enforcement Solutions ONLY (Cooperative
Purchasing)

8. 8
Spending on the GSA Schedule Program
34.82
32.84
10
15
20
25
30
35
40
45
50
2013 2014
Spending on All GSA Schedules
Over Time ($bn)
Source: GSA Schedule Sales Query (Excluding VA Schedule Sales)
Currently 32 different GSA Schedules
(Not Including VA FSS)
Current # of GSA contractors: 19,576
Average Sales per GSA contractor:
$1,677,700.20

9. 9
IT Schedule 70 is the dominant GSA Schedule by sales,
accounting for more than 40% of 2014 volume.
$0.62
$0.63
$0.67
$0.78
$0.92
$1.54
$2.16
$2.59
$4.00
$14.15
$0 $10
51V: Hardware Superstore
66: Scientific Equipment and Services
36: Office, Imaging, and Document…
00CORP: Consolidated Schedule
71: Furniture
84: Law Enforcement
520: Financial and Business Solutions
871: Professional Engineering Services
874: MOBIS
70: Information Technology
Billions
Source: GSA Schedule Sales Query (Excluding VA Schedule Sales)
Top 10 GSA Schedule Contracts in FY 2015

10. 10
Source: GSA Schedule Sales Query (Excluding VA Schedule Sales)
Average Size of Top 10 Contracts in FY 2014
$1,374,946
$1,333,480
$1,996,886
$3,415,750
$1,224,304
$1,115,717
$3,233,170
$3,123,916
$1,814,146
$2,727,207
$0 $1,000,000 $2,000,000 $3,000,000 $4,000,000
51V: Hardware Superstore
66: Scientific Equipment and Services
36: Office, Imaging, and Document Solutions
00CORP: Consolidated Schedule
71: Furniture
84: Law Enforcement
520: Financial and Business Solutions
871: Professional Engineering Services
874: MOBIS
70: Information Technology

11. 11
State and Local Sales
• Cooperative Purchasing allows state and local governments to purchase from
Schedule 70 for information technology and Schedule 84 for law enforcement and
security products and services, at any time, for any reason, using any funds available.
• The state and local IT market is valued at over $60 billion. *
• The usage of Schedule 70 by state and local governments increased almost 30% last
year to $846 Million in volume. *
• Growth in spend is occurring in areas such as software, IT services, systems, and IT
outsourcing. *
• Schedule 84 State and Local sales have slowly grown since inception (2008), today
exceeding $75M in FY 2014.
• Biggest State and Local SIN on Schedule 84: 426-4F (Emergency Preparedness and
First Responder Equipment, Training and Services): $13.6 M
* Source: GSA Blog – “Schedule 70 In the State and Local Market”, Jan. 26, 2015

12. 12
Requirements to Participate
• Financial Statements for previous 2 complete
fiscal years
• Performance history (completed or ongoing
projects over previous 2 years)
• Supporting pricing documentation (invoices,
contracts, or quote sheets)
• Product offers must exhibit TAA compliance

13. 13
How is Pricing Established
• Review of Commercial Sales Practices Disclosures
forms the Basis of Award (BOA) customer
• GSA’s Price Reduction’s Clause (PRC)
GSA determines who is the Most Favored Customer (MFC) prior to the award. For a
typical GSA Schedule contract, a MFC might be “Educational Institutions”. GSA then
negotiates the discount relationship of the MFC and the Government. For a typical
GSA Schedule contract, a MFC receives a 5% discount and GSA might receive a 8%
discount. The delta or discount relationship must be maintained throughout the
contract period. Changes that occur to the MFC discount require an equal change to
GSA’s discount. As an example, if your MFC now receives a 10% discount, GSA is
entitled to a 13% discount.

14. 14
Current MAS Program Improvements
• Professional Services Schedule (PSS) Consolidation
• Contract Modifications to be further automated
• eBuy opportunities to become visible to all schedule
contractors
• EULA processing times to be reduced

15. 15
Popular State MAS Contracts
• State of California Multiple Award Schedule (CMAS)
• Total CMAS Sales for Fiscal year 2014: $220M
• Contractors can offer products, services, and prices from their own Federal GSA schedule.
• Contract Term: Expires on the same date as referenced GSA Schedule
• Services Not Available: Architectural Services, Engineering Services, Environmental
Services, Facility Planning, Financial Audits, Legal Services, Public works, Registered
Nursing, & Security Guard Services
• Texas Multiple Award Schedule (TXMAS)
• It is common for a contractor’s TXMAS catalog to be nearly identical to its GSA catalog.
• 27 out of 32 GSA Schedules (not including VA FSS) represented on the contract

16. 16
About The Federal Strategic Sourcing
• In November of 2005 the Federal Strategic Sourcing Initiative (FSSI) was established
to improve the federal government acquisition value chain, increase socio-
economic participation and ultimately lower total cost of operations and/or
ownership for strategic sourcing vehicles. FSSI helps agencies to aggregate their
requirements, minimize redundant acquisitions, and coordinate the purchase of
commonly used products and services to leverage cross-agency expertise and to
maximize the government’s buying power.
• FSSI is governed by the Strategic Sourcing Leadership Council under the guidance of
OFPP and in conjunction to the Chief Acquisition Officer’s Council (CAOC). The FSSI
Program Management Office within GSA supports the federal government’s
Strategic Sourcing Community of Practice that is comprised of the strategic sourcing
leads for the individual federal agencies.

17. 17
Federal Strategic Sourcing – Cont’d
How does Strategic Sourcing relate to the GSA Schedules Program?
• The Schedules program is a potential platform to be used for implementing a
Strategic Sourcing solution as GSA Schedules carry a number of advantages.
• Key terms and conditions are already in place, and others (such as data reporting
requirements) can easily be added in Blanket Purchase Agreement or task order
• Schedules provide a mechanism to harness the power of continual competition to
ensure that performance remains high, throughout the life of the Strategic
Sourcing solution
• Schedules speed the acquisition process for the government

18. 18
Current FSSI Programs
• Maintenance, Repair and Operations (MRO)
• Domestic Delivery Services
• Office Supplies
• Information Services
• Janitorial and Sanitation Supplies (JanSan)
• Print Management
• SmartBUY – BPA (Blanket Purchasing Agreements)
SmartBUY® is a federal procurement vehicle that leverages the government’s buying power to reduce the cost
of commercial off-the-shelf (COTS) software and services. SmartBUY solutions are developed collaboratively
with customers. While the strategy development process varies for each solution, the SmartBUY PMO
collaborates with customers to develop solution requirements for all solutions. For additional information,
please see www.gsa.gov/smartbuy.
• Wireless FSSI

19. 19
Future FSSI Programs
• FSSI Office Supplies (Third Generation)
• Domestic Delivery Services (Third Generation)
• Furniture
• Janitorial and Sanitation (JANSAN)
• Building, Maintenance, and Operations (BMO)
• Human Resources Services & Training (HRST)

20. 2020
Questions?
Follow us on Twitter: @winvale

21. 21
Join us for our next webinar!
Date: 3/4/2015 @ 1:00 PM EST
Topic: Researching Federal Opportunities
Read Winvale’s blog on current topics for government contractors:
• From the GSA: Audit Frequency and Scrutiny Increase
• 10 Tips for Ramping Up Your Government Marketing
• Watch out for GSA's New Mass Modifications!
About Winvale
Winvale is recognized as the leading provider of Government Advisory Services and Strategic
Consulting & Training Services to government contractors across all industries and disciplines. For
more information, visit www.winvale.com or call (202) 296-5505.