Time flies in the world of government contracting, it’s already Q4! Before you start reigning in the New Year, fiscal new year that is, it’s crucial you are set up to thrive in the final quarter. While it’s always important to make sure your contract is up to date, it’s even more crucial moving into the fourth quarter, as nearly one-third of federal contract dollars are awarded during Q4 of the government’s fiscal year. With this spending happening we want to make sure you are prepared with our pro tips.
First, make sure your contract is up to date. This means updating your offerings and your pricing if applicable. Secondly, check that your GSA pricelist is visible on eLibrary and GSA Advantage!. Lastly, track opportunities that may be available to you. Winning starts with research--the foundation for securing awards for your company. Researching agency procurement forecasts and potential competition information from SAM.gov and USAspending.gov may help you estimate how much will be spent in Q4. Following these tips can help your company take a proactive approach to Q4 and secure important dollars for your business. For more information on preparing for Q4, check out our blog.
Couldn't make it to last month's webinar? Watch it here on demand. In this webinar, we'll help break down the California Multiple Award Schedule (CMAS) program and discuss the business opportunities in California.
Want to learn more about RFIs and how they can be a useful tool for your business? This webinar will bring innovative insights on how to respond to GSA’s RFIs by providing tips and tricks from the experts on how to fill out surveys. Register for the event here.
Do you sell services through your GSA Schedule? Every week, the Vendor Support Center (VSC) offers SIP training for either products or service. Join GSA on July 13 for a comprehensive training on SIP for services. Register here.
Government agencies cannot make decisions on a whim. Before they send out government solicitations, government agencies often perform market research to learn what's available and what capabilities and parameters they need to set. Why does this matter for GSA contractors? Market research often determines the scope of a solicitation, so if you get involved in the early stages, such as responding to a Request for Information (RFI) or Sources Sought Notice (SSN), you can get your foot in the door and possibly shape the solicitation in your favor. In this webinar, we’ll cover:
What is Government Market Research?
How Do Government Agencies Perform Market Research?
Types of Market Research
Who is Involved in the Process
What Does Market Research Mean for Government Contractors?
GSA releases Multiple Award Schedule (MAS) Refresh #13
GSA has officially released Multiple Award Schedule (MAS) Solicitation Refresh #13—what does this mean? All contractors will have 90 days to review and accept the accompanying Mass Modification in the Mass Mod system. But first, it's important to understand these updates before you accept them.
In MAS Refresh #13, GSA announced 3 clause changes that will affect all contractors. This includes allowing GSA contractors to take exception to Clause 52.223-99 (October 2021 Deviation), Ensuring Adequate COVID Safety Protocols for Federal Contractors. With this change, contractors can take an exception while any orders prohibiting enforcement or inclusion remain in effect. GSA also made the following updates:
Retired SIN 561210FS Facilities Support Services
Retired SIN 541519CDM Continuous Diagnostics and Mitigation (CDM)
Established ordering procedures for buying cloud computing services within SIN 518210C Cloud Computing and Cloud Related IT Professional Services
GSA is conducting market research to eventually replace eOffer
Important news for contractors: GSA has issued a Request for Information (RFI) and is currently conducting market research to improve the GSA Schedule offer submission process. This is part of the Multiple Award Schedule (MAS) Program Management Office’s initiative to make it easier for prospective contractors to submit an offer. Here’s a list of some of the anticipated changes:
Aligning the process to the solicitation provision.
Streamlining the offer submission process to identify requirements that are applicable to products only, services only, or both.
Identifying all possible data inputs to become part of the contract master file.
The feedback received in this RFI will contribute toward simplifying the acquisition process and will eventually replace eOffer. More information can be found here.
EMERGING BUSINESS OPPORTUNITIES
White Papers for 2022 INSCOM Technology RFI
The Department of the Army INSCOM has issued an RFI seeking White Papers for innovative technologies that accelerate the attainment of critical technologies. In this context, innovative means any new technology, process, or business practice, or any new application of existing technology, process, or business practice that contributes to enhancing of INSCOM’s military effectiveness and sustaining global peace and U.S. national security. This opportunity is listed under NAICS Code 541 Professional, Scientific, and Technical Services and 541330 Engineering Services. Responses are due by August 6, 2022, at 11:59 p.m. EDT. More information can be found under Notice ID W50NH9WHITEPAPERREQUEST.
Innovation Challenge: How Can the Department of Defense Better Contract with Industry for Software Development Solutions?
DISA is partnering with the Office of the Undersecretary of Defense Acquisition & Sustainment (OUSD A&S) Acquisition Enablers Software Pathway team and United States Special Operations Command (USSOCOM) to gather innovative industry ideas. To inform future software development acquisitions, the DoD wants industry inputs and ideas to improve contracting for software solutions. This opportunity is listed under primary NAICS Code 541519 - Other Computer Related Services. Responses are due by August 15, 2022, at 4:00 p.m. CDT. More information can be found under DISA-22-RFI-InnovationChallenge.
Video Tele-Conference Camera System (Brand Name or Equal)
The Veterans Health Administration (VHA), Program Contracting Activity Central (PCAC) is in the process of planning a requirement in which a contractor will be required to provide a Video Tele-Conference Camera System for use in the new VA Phoenix COBC. The VA is conducting market research and is seeking written responses with information to assist with identifying potential sources that are interested in, and capable of, providing Logitech Rally Plus. This opportunity is listed under primary NAICS Code 334310 - Audio and Video Equipment Manufacturing. Responses are due by October 15, 2022, at 2:00 p.m. EDT. More information can be found under Notice ID 36C77621Q0534.
FREQUENTLY ASKED QUESTIONS
Q: What is “fair and reasonable” pricing?
A: GSA Contracting Officers will only allow products that they deem to have “fair and reasonable” pricing to be included on or added to a GSA Schedule. Whether or not the pricing is deemed fair and reasonable is based on judgment by the Contracting Officer, who takes into account the pricing on similar or the same products, the contractor’s commercial pricing, market research, and other factors. If proposed pricing is not deemed fair and reasonable, the Contracting Officer may reject or ask for lower pricing. The pricing for your goods or services does not need to be the least expensive, as the Contracting Officer takes into account overall value.
Q: What is Most Favored Customer (MFC) pricing?
A: MFC pricing is the pricing a contractor gives to the commercial customer or class of customers who receive the greatest discount for the items that the contractor offers through GSA. The specific MFC and discount can vary based on the item. If your contract does not fall under Transactional Data Reporting (TDR), you have to disclose your Commercial Sales Practices information including your MFC(s) and the discount they receive on all items you propose to your GSA Schedule. Your GSA discount should be at least equal to or greater to the discount your MFC receives to be determined fair and reasonable by GSA, unless you fall into certain exceptions where your Basis of Award (BOA) customer may be different from your MFC, such is if your MFC is a Value Added Reseller.
Q: Does the Price Reductions Clause affect my contract?
A: Contracts that do not fall under TDR are subject to the Price Reductions Clause. Under the Price Reductions Clause, you must report any changes in your Commercial Sales Practices that affect the discount relationship between the discount you give to your BOA customer, usually your MFC, and the discount you give to GSA. You must alert your Contracting Officer and submit of a modification if the discount you give to your BOA customer increases, because the discount you give to GSA must then increase proportionally. This means that you must monitor the discounts you are giving to your BOA customer to ensure they fall within what you have disclosed to GSA in order to avoid activating the Price Reductions Clause.
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