「台灣中小企業如何直接或間接開拓
美國政府採購巿場專題研討會」
Robert Lee 李席舟
4/10/2012
Learn the
wisdom from
the ant
The Agreement of Government
Procurement
July 15, 2009
Taiwan(Separate Customs Territory of
Taiwan, Penghu, Kinmen and Matsu)
41th Country of GPA
Transparency, Open, Nondiscremination
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The General Services Administration (GSA) is an
independent agency of the United States government,
established in 1949 to help manage and support the
basic functioning of federal agencies. The GSA supplies
products and communications for U.S. government
offices, provides transportation and office space to
federal employees, and develops government-wide costminimizing policies, and other management tasks.[2]
www.gsaelibrary.gsa.gov
GSA eLibrary
www.fbo.gov
Federal BusinessOpportunity
DEMO 1
GSA Schedules are fast, easy, and effective
contracting vehicles for both customers and
vendors. For GSA Schedules, GSA establishes
long-term governmentwide contracts with
commercial companies to provide access to
millions of commercial products and services at
volume discount pricing.
www.gsaadvantage.gov
DEMO 2
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Direct: Apply GSA Schedule
Sell by Bid and by GSA Advantage
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Indirect: Cooperate
with the vendor of GSA
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NSN number (National Stock Number)
& Commercial Item
Example 5120-00-265-7462
IPD: Item Purchase Description
NSN number (National Stock Number) Example
5120-00-265-7462
The thirteen-digit stock number, It consists of the
four-digit Federal Supply Classification code and
• Identification Number.
the nine-digit National Item
The National Item Identification Number consists
of a two-digit National Codification Bureau
number designating the central cataloging office
of the NATO or other friendly country which
assigned the number and a seven-digit (xxxxxxx)
nonsignificant number
5120 (FSC) 00-265-7462 (NIIN)
 How do you know if your items are with NSN
number?
 Type: Key Word of your products and GSA Global
 What is GSA DEPOT
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 How to find out the specification of the NSN
 Please modify your products to meet the NSN IPD
What is IPD (Item Purchase Description), CID
(Commercial Item Description)
 What is the price you should bid?
Who is your competitor?
WHERE YOU CAN
FIND THE BID (RFQ)?
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GSA e-buy
www.gsaadvantage.gov
Demo
BPA(Blank Purchase Agreement)
MAS Blanket Purchase Agreements (BPAs) In order to support agencies with their strategic
sourcing requirements, GSA is developing a
• Blanket Purchase Agreements
number of MAS
for selected commodities and services. These
BPAs can be used by all agencies to fulfill
requirements. MAS BPAs leverage the
government's buying power and achieve
significant cost savings through the
aggregating of federal demand.
Good Presentation to Your Gov. Buyer
 Good JPG Photo
 Clear Description, including right key word.
 Attractive Company Web site
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 Show your good Quality Control
 Packing and Marking meet GSA need 123H
 Box certificate
FOIA:
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FREEDOM OF INFORMATION ACT
www.leegsaapproval.com
Who need to use this
system?
1.Who get the GSA Schedule
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2.Who Applying
the GSA Schedule
3.Who want to sell indirectly to U.S.
Government including Federal and States
government.
Welcome to be the member
DEMO 3
GSA EXPO 2012 May 15-17
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San Antonio,
Texas
www.expo.gsa.gov/index.
Products
1.
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Professional services
2.
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3.
4.
May have associated services
May have associated products
IT (Schedule 70) proposals
Medical schedule proposals
•I. Get Dun & Bradstreet No.
•https://eupdate.dnb.com/requestoptions.asp
•II Get CCR Number
•The Central Contractor Registration (CCR) system
•Accessible to all Federal agencies
•Annual renewal is required to remain active
•All federal agencies use CCR registration data for
payment and contract formation purposes
•www.ccr.gov
• III. Get NAICS number
• The North American Industry Classification System
• Is the standard used by Federal statistical agencies
• NAICS number can be changed after CCR registration
is complete
• www.naics.com
• IV. Register at ORCA
• Online Representations and Certifications Application
• Describes your company and its goods and services
• Web address: orca.bpn.gov
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Customer satisfaction survey
Costs $185US
Select at least 10 references
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You may use more than one person from the same
company
Draws some information from CCR and other
sources
The confirmation email, sent by the Open
Ratings system when you first apply, must be
submitted with your proposal
 Vendor
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Response document
Not submitted but required for information
needed for your proposal
Summary of Offer
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Collects information needed for your proposal
Includes
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Delivery time
Trade Agreements Act monitoring
AbilityOne monitoring
Submitted with your proposal
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Income statements (P&Ls) and Balance
sheets from the past two years (audited if
possible)
Must be positive
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Low/manageable debt level
Must show that you can pay your bills while
you perform a government contract
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Small app that allows you into eOffer
system
eOffer is a Web-based, secure system for
uploading a proposal to GSA
Costs $119US
Application forms must be notarized
Apply at http://aces.orc.com/
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Web-based training
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Required of all offerors
There is a quiz at the end of the training
PDF certificate issued – included with the
proposal documents
Visit https://gsafas.secure.force.com/MASTrainingHome
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Select the box on the left (New User
Registration). In the drop-down box, select
"Prospective Vendors" and click the "Go" button.
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A small business subcontracting
plan is required if in CCR and ORCA the NAICS
code showed “No” at the “Small Business” section of
each and the offeror has an office in the US
No plan is required “For contracts or contract
modifications that will be performed entirely
outside of the United States and its outlying
areas;”
The format for the plan is included in the GSA
solicitation documents
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Some SINs within many GSA solicitations
require UPC codes
Visit https://vsc.gsa.gov/lookup/sin_mol.cfm
for list of solicitations and SINs that require
UPC codes
UPC codes normally come from
http://www.gs1us.org/, but this is an expensive
option.
Try http://ezupc.com/ as a less expensive
alternative
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NSN Bar Code
National Stock Number Bar Code
Many Bar Code Software can make
this “3 of 9”
Bar code
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For Example: Label Martrix program
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If the offeror is not the manufacturer of the
products being offered, the offeror must
obtain letters of supply and associated
paperwork from “TAA” compliant sources or
have a system to prove compliance.
It is assumed that the companies obtaining
GSA contracts through TAITRA and Robert
Lee are manufacturers, making their items in
Taiwan, and will not have to perform this
step.
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GSA sees three kinds of prices
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Retail/undiscounted MSRP (Manufacturer
Suggested Retail Price)
Any discount price given to a “favored” customer
The price proposed to GSA
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Must be the lowest price to any customer (GSA
becomes the “most” favored customer
Discounts to GSA may be based on prices to
direct customers, not prices to dealers and valueadded resellers (some GSA contracting officers
debate this)
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Commercial Price List
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Commercial Sales Practices document
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Shows your discounting practices to different kinds of customers
(GSAProposal completes this and sends it to offeror for review)
Pricing spreadsheet (Excel)
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The list of your products/services and the undiscounted prices you
charge to commercial customers
Shows products, MSRP, Most Favored Customer and GSA pricing
as well as country of origin (Taiwan) and warranty period of the item
GSA has a suggested format
Invoices samples: Verify previous sales and pricing
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Notations are permitted (and encouraged) on the invoices to explain
any differences in pricing to your MFC such as quantity discounts,
old pricing etc.
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For Schedule 51 V and a few others
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The presence of a Point of Sale software
system, where required
For Schedule 78
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Excluded Parties List System
(https://www.epls.gov/)
Shows contractors that have had problems
with delivery to federal agencies
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Not normally proposed by overseas
product manufacturers
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Includes
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Hardware
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New
Leased
Rented
Refurbished
Software
Professional services (not normally proposed
by non-US companies)
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Administrative
Technical
Pricing
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CCR: Previously described
ORCA: Previously described
Vendor Response Document: Previously described
Client data sheet: Shows management team,
products and more
Organization chart: Shows management chain
Subcontracting Plan: Previously described
Financial Statements: Previously described
Pathway to Success: Previously described
Digital Certificate: Previously described
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Open Ratings report: Previously
described
Open Ratings response email: Previously
described
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Commercial Pricelist: Previously described
FAS(Federal Acquisition System) Price List: GSAProposal
creates this; offeror reviews and revises it – it lists your
products, company info and terms and conditions
Commercial Sales Practices Format (CSP-1) and CSP table:
Previously described
Pricing Support: Invoice samples (must match what is in the
pricing spreadsheet)
Proposed Economic Price Adjustment (EPA) Mechanism and
supporting documentation: GSAProposal creates this – it is
the basis of future price increases
UPC code: Previously described
Pricing spreadsheet: Previously described
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Proposals reviewed by and contracts
managed by the US Veteran
Administration (Chicago, IL)
Different format than the rest of the GSA
proposal system
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Fewer files
No eOffer – proposals are submitted via
paper
No Open Ratings review
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CCR: Previously described
ORCA: Previously described
Income statement from previous 12 month
period
Commercial Price List: Previously
described
Invoice samples: Previously described
Warranty and return policy
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Vendor Response Document: Expanded
format and is submitted
Commercial Sales Practices format:
Expanded format
Pricing spreadsheet
Past Performance Evaluation: Created
instead of doing Open Ratings process
Small Business Plan