United States Pollution Prevention EPA-742-K-97-002
Environmental Protection and Toxics October 2000
Agency (7409) www.epa.gov/oppt/epp/
Selling Environmental
Products to the
Government
Your Map to the
Federal Marketplace
DD DD
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Contents
n this booklet you will find information about federal agen-
cies' efforts to consider the environmental attributes of the
products and services they buy. It contains specific informa-
tion about whom to contact in some of the major purchasing
agencies and the kinds of items these agencies buy. It also pro-
vides answers to some commonly asked questions and helpful
hints about selling green products to the federal government.
Selling Environmental Products to the Federal
Government 1
Glossary 2
A Selection of Several Major Federal Procuring
Agencies 10
Frequently Asked Questions 17
Federal Agency Contacts Back-cover foldout
Selling to the Government Web
Sites Back-cover foldout
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Selling
Environmental
Products to the
Federal Government
Many companies manufacture, distribute, or provide "green" products
and services—those that present fewer potential risks to the environ-
ment and human health. And now, more than ever before, the federal
government (the single largest purchaser of goods and services in the United
States) is considering the environmental impacts of its purchasing decisions.
In part because of the government's complex acquisition process, however,
small to medium-sized businesses sometimes find it difficult to access the feder-
al marketplace. Businesses are often uncertain where to begin or whom to call
with questions about selling their environmental products. The purpose of this
booklet is to provide you, the vendor, with information to help you enter the
federal marketplace and thereby increase the availability of environmental prod-
ucts to federal customers.
List of Acronyms in This Document
CBD
CID
CPG
DLA
EO
EPP
FedBizOpps
FAR
FLIS
FSC
FSS
FTC
GSA
Commerce Business Daily
Commercial Item
Description
Comprehensive
Procurement Guideline
Defense Logistics
Agency
Executive Order
Environmentally
Preferable Purchasing
Formerly known as the
Electronic Posting
System (EPS)
Federal Acquisition
Regulation
Federal Logistics
Information System
Federal Supply
Classification
Federal Supply Service
Federal Trade
Commission
General Services
Administration
NSN
OSDBU
PCR
PRO-NET System
PTAC
RCRA
RSBC
SBA
SBDC
SCORE
SF
SIN
National Stock Number
Office of Small and
Disadvantaged Business
Utilization
Procurement Center
Representative
Automated Procurement
Source Information
Procurement Technical
Assistance Center
Resource Conservation
and Recovery Act
Regional Small Business
Center
Small Business
Administration
Small Business
Development Center
Service Corps of Retired
Executives
Standard Form
Special Item Number
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Glossary of Terms Related to Government Purchasing
Bid—A cost proposal submitted by an offer-
or in response to a request for propos-
als or an invitation to bid.
Commerce Business Daily (CBD)—A periodi-
cal published daily by the Department
of Commerce. It lists proposed federal
civilian and military procurements and
awards in excess of $25,000.
Commercial Item Description (CID)—CIDs
are concise, descriptive documents that
relay requirements to potential suppli-
ers in simple language.They are not
intended to be instructions on how to
make a particular product.These simpli-
fied specifications describe, in terms of
product function, performance, or
essential physical requirements,the
available commercial products that will
satisfy federal consumers.
Contracting Officer (CO)— A person vested
with the authority to enter into and
administer contracts.
FedBizOpps—An Internet-based application
for creating synopses and solicitations
posted to the Commerce Business Daily
and providing vendor access to agency
business opportunities. (Formerly
known as the Electronic Posting System
[EPS]).
Federal Acquisition Regulation (FAR)—
Uniform policies and procedures relat-
ing to the acquisition of supplies and
services by federal agencies.
Federal Supply Schedules—Lists of vendors
who have been awarded contracts by
GSA's Federal Supply Service for the
sale of common use supplies and serv-
ices to federal agencies.
Federal Supply Service (FSS)—The compo-
nent of GSA that is the major buyer of
supplies and services to support other
federal agencies.
Invitation for Bid—Solicitation document
used in sealed bidding and in the sec-
ond step of two step sealed bidding.
Micro-Purchase—Purchases that do not
exceed $2,500 and can be made with-
out competitive quotes.
Multiple Award Schedule (MAS)—
Negotiated contracts established with
more than one supplier for delivery of
comparable commercial supplies/serv-
ices. Prices are based on discounts from
commercial price lists.
Offer—A proposal submitted by an offerer
in response to a request for proposal.
Request for Proposal (RFP)—A solicitation
document used in other than sealed
bid procurement.
Sealed Bid—A method of contracting that
uses competitive bids, public opening
of bids,and awards.
Set-Asides—Procurements, or portions
thereof, that are for the exclusive partic-
ipation of small business, minority busi-
ness,and/or labor surplus area firms.
Small Business 8(a) Program—Section 8(a)
of the Small Business Act authorized
the Small Business Administration (SBA)
to let subcontracts to eligible small
business concerns.The SBA subcontrac-
tors are referred to as"8(a) Contractors."
Simplified Acquisition Purchase Threshold
—A procurement action whose aggre-
gate amount does not exceed a pre-
scribed dollar value.The current simpli-
fied acquisition dollar limitation is
$100,000.
Special Item Number (SIN)—A Special Item
Number is a code assigned to each
product or service category in a Federal
Supply Schedule.
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How Is the Federal Government Including the
Environment in Purchasing Decisions?
The federal government has undertaken various initiatives to include the
environment in purchasing decisions. Since 1976, for example, the government
has been seeking to buy recycled-content products. EPA's Comprehensive
Procurement Guideline (CPG) program provides guidance to help federal
employees purchase products that use materials recovered through recycling and
thereby help to reduce waste. Other programs such as Waste Wise and Energy
Star, encourage waste reduction and energy conservation.
In 1993, Executive Order (E.O.) 12873 established the position of Federal
Environmental Executive (FEE), whose role was strengthened in 1998 by E.O.
13101 on Greening the Government Through Waste Prevention, Recycling, and
Federal Acquisition. The FEE is responsible for providing clear national direc-
tion for federal agencies, tracking the government's progress, and ensuring that
agencies comply with Executive Order requirements to buy "green" products,
among other things.
In 1995, EPA established the Environmentally Preferable Purchasing (EPP)
program to encourage federal employees to consider a broad range of environ-
mental factors, such as reduced toxicity and lower volatile organic compound
(VOC) content, in their purchasing decisions. In 1997, the Federal Acquisition
Regulation (FAR), which provides broad purchasing guidance to federal employ-
ees, was amended to support federal procurement of "green" products and
services. The new FAR language adopts a holistic approach to government pur-
chasing, placing a stronger emphasis on the considerations and requirements for
environmentally preferable purchasing. One of the most important changes is
the addition of procurement requirements for micro-purchases.
Guiding Principles for Environmentally
Preferable Purchasing
Executive agencies, under E.O. 13101, have been directed to
identify and give preference to the purchase of products
and services that pose fewer environmental burdens. Federal
consumers have been asked to consider five guiding princi-
ples when making purchasing decisions.You should consid-
er these principles when assessing the environmental per-
formance of your own products and services and when pro-
viding information to federal consumers about your products.These guiding principles are:
Include environmental considerations as part of the normal purchasing process.
Emphasize pollution prevention early in the purchasing process.
Examine multiple environmental attributes throughout a product's or service's life cycle.
Compare relevant environmental impacts when selecting products and services.
Collect accurate and meaningful information about environmental performance and
use it to make purchasing decisions.
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Several other environmentally related E.O.s have been issued since 1998.
They address energy efficiency, biobased products, fleet and transportation effi-
ciency, and leadership through environmental management. These E.O.s are
summarized in the table below.
Environmental Executive Orders
Executive Order (E.G.) Topics Addressed
E.0.13101 on Greening the
Government Through Waste
Prevention, Recycling, and
Federal Acquisition (9/16/98)
E.0.13123 on Greening the
Government Through Energy
Efficient Management (6/3/99)
E.0.13134 on Developing and
Promoting Biobased Products
and Bioenergy (8/12/99)
E.0.13148 on Greening the
Government Through
Leadership in Environmental
Management (4/26/2000)
E.0.13149 on Greening the
Government Through Federal
Fleet and Transportation
Efficiency (4/26/2000)
Recycling; buying recycled-content and environmental-
ly preferable products; paper with 30% postconsumer
fiber; biobased products.
Improved energy management in order to reduce emis-
sions; energy efficiency, water conservation,and the use of
renewable energy products.
Biobased products and bioenergy.
Environmental accountability; compliance auditing pro-
grams and environmental management systems; reduce
the use of Toxic Release Inventory (TRI) chemicals; envi-
ronmentally beneficial landscaping.
Fleet fuel efficiency; alternative fuel vehicles (AFVs) and
alternative fuels.
How Do I Get Started?
The first step in selling to the government is to become acquainted with the
various types of government contracts. Each agency has different dollar thresh-
olds for the type of contract it uses for a particular procurement, but in general,
most purchases fall into one of the following three categories:
• Large procurements and acquisitions: These purchases are usually solicit-
ed through competitive bids and are for contracts in excess of $100,000.
Notices for such procurements can be found in the Commerce Business
Daily (CBD).
• Simplified acquisitions: This type of purchase, normally for amounts up to
$100,000, can take the form of a contract or purchase order. It is often used
to target purchases towards small businesses or organizations. Notices for
such procurements can frequently be found in the CBD, although a CBD
announcement is not required for anticipated procurements under $25,000.
• Micro purchases: This type of purchase is normally used for amounts
under $2,500 and is often made using a federal purchase card. Federal con-
sumers need not obtain competitive quotations if the contracting officer
determines that the price is reasonable.
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The Commerce Business Daily
The Commerce Business Daily (CBD) is pub- Center (RSBC),a Small Business
lished every weekday (excluding federal hoi- Administration (SBA) office,a Department of
idays) by the Department of Commerce.The Commerce field office, or your local public
CBD lists proposed government procure- library.To subscribe to the CBD, write to the
ment actions (generally in excess of Superintendent of Documents, U.S.
$25,000), subcontracting leads, sales of sur- Government Printing Office, P.O. Box 371954,
plus property, and foreign business opportu- Pittsburgh, PA 15250-7954.The cost of the
nities. Proposed procurement actions CBD is $324/year, mailed first-class, or
appear only once in the CBD, unless revi- $275/year, mailed second class. Some servic-
sions are made to the procurement notice es offer to send you the CBD over e-mail at a
and terms. Potential suppliers generally have cost of approximately $200/year.
30 days to respond. You also may access the CBD for free at
To review current copies of the CBD, ,
visit your local GSA Regional Small Business or at .
The Small Business Administration (SBA) has a wealth of information to
introduce small businesses to the federal marketplace. Visit SBAs How the
Government Buys Web page at for more information.
Getting to know how federal agencies conduct business and familiarizing
yourself with their needs and buying practices can go a long way toward help-
ing you succeed. As a supplier to the government, you will have to decipher,
negotiate, and fulfill contracts and familiarize yourself with federal procurement
terminology and procedures.
As with commercial customers, once you have sales leads within an agency,
you will need to develop those leads to fruition. Expect to invest time and
resources into marketing your products to prospective buyers, even after you have
won a federal supply contract. You can find out what and how much each agency
intends to purchase by consulting its Procurement Forecast, a projection of pur-
chases and contracts over $100,000 for the next fiscal year. These forecasts and
other useful information are readily available at .
Some agencies, such as the Defense Logistics Agency (DLA), also require that you
apply for formal certification numbers and codes before selling products to the
federal government.
While government agencies can and do purchase goods and services directly
from vendors, two agencies play a major purchasing role within the federal market-
place: the U.S. General Services Administration (GSA) and DLA. In a real sense,
these two agencies can be considered to be the federal government's "general stores."
The basics of selling products to GSA are detailed in a booklet entitled,
Doing Business with GSA, which can be obtained by visiting GSAs Web site at
, or you can order this publication over the
phone by calling one of GSAs Regional Small Business Centers listed in the
back of this document.
You can learn about selling products to DLA in a booklet entitled, Selling to the
Military, which can be obtained by visiting DLAs Web site at .
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Many federal procurement Web sites are posted that can help you learn and
navigate the system, such as FedBizOpps (formerly known as the Electronic
Posting System [EPS]) at . You can also contact GSA's
Federal Procurement Data Center Web site at . See the
back of this booklet for a comprehensive list of helpful procurement sites.
Once My Company Has a Contract,
What Next?
Procedures and requirements for government
contracts vary, depending on the agency and
type of contract you have. If you have been
awarded a contract with GSA, the Regional
Small Business Centers (RSBCs) can have your
product placed in the GSA catalog and supply
system. Regardless of the type of contract, how-
ever, remember that identifying and cultivating
prospective customers is the key to success. You
should contact the appropriate individuals at
each agency and send them product literature
and your price list. Follow up with telephone calls
and other tried-and-true sales techniques. Refer to
the back section of this booklet for a selected list of
agency contacts and phone numbers to help you get started.
In addition to GSA's RSBCs, small businesses also should contact the Office
of Small and Disadvantaged Business Utilization (OSDBU) within each agency.
These offices can provide information about each agency's purchases, the appro-
priate people to contact, and special programs for small businesses. Refer to the
back section of this booklet for selected contacts and phone numbers.
Some small manufacturers with limited experience selling to the federal
government have chosen to work with larger or more experienced companies to
distribute their products. Advantages to this approach include benefitting from
the guidance and experience of a seasoned federal contractor and sharing mar-
keting costs. Potential disadvantages include a loss of flexibility and the need to
share profits with another entity.
What Kind of Opportunities Are Available Specifically
for Small Businesses?
Federal agencies earmark certain solicitations as "small business/small pur-
chase set-asides" (generally for purchases under $100,000), to ensure that small,
minority, HUB Zone, and women- and Veteran-owned businesses receive a fair
share of government contracts and are afforded the opportunity to grow and
prosper. You should contact the SBA for assistance in determining if your busi-
ness qualifies as a small business. Next, contact the OSDBU at prospective
federal agencies and ask about any small business/small purchase set-aside pro-
grams currently in place or planned for the next fiscal year.
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Other SBA Resources
SBA provides a wide array of helpful resources, including numerous loan,
financing, and procurement assistance programs. SBA's Office of Government
Contracting has a Web site .
Procurement Center Representatives
SBA has Procurement Center Representatives (PCRs) stationed at many fed-
eral installations (both military and civilian) that have major buying programs.
PCRs review all acquisitions not set aside for small businesses to determine
whether a set-aside is appropriate. For the names and locations of PCRs in your
area, contact SBA.
Additional details about these organizations, as well as numerous other SBA
resources, can be obtained through:
• SBA Answer Desk—800 8-ASK-SBA
• SBA Web Site—
• U.S. Business Advisor—
Procurement Technical Assistance Program
The Procurement Technical Assistance Program is a DoD program adminis-
tered by DLA and George Mason University. Procurement Technical Assistance
Centers (PTACs), which may be co-located with SBDCs, assist small businesses
in selling their products and services to local, state, and federal agencies. PTACs
assist businesses with marketing, financial needs, production, contract adminis-
tration, electronic commerce, electronic data interchange, and quality assurance.
This service is generally free, and may be provided one-on-one. PTACs provide
information about prior federal contract awards (e.g., successful bidders, prod-
uct type and specification, quantity, and price), guidance on military, federal,
and industrial specifications, and information about trade fairs. A list of PTAC
offices is available on the Internet at or by calling
the DLA Headquarters OSDBU.
Service Corps of Retired Executives (SCORE)
SCORE is a program that matches retired businesspeople and professionals
with small businesses that need expert advice on legal, marketing, engineering,
retail, and financial matters. These 12,400 volunteers, including former federal
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8
employees, in more than 400 offices nationwide, share their management and
technical experience with small businesses. This free service is offered in a one-
on-one atmosphere. Visit and click on "Outside Resources;"
then click on "SCORE."
Federal Logistics Information System
One of the most valuable resources for selling to the government is DLA's
Federal Logistics Information System (FLIS), a centralized database on products
purchased by the government. Supply and procurement personnel throughout
the federal government use FLIS to research and
order products. It includes vendor data, manage-
ment information, storage, handling, shipping,
physical characteristics, and hazard information
on millions of items bought by the government,
ranging from pencils to weaponry, from light
bulbs to concrete. To provide federal con-
sumers with information on "green"
products, FLIS was expanded in 1998
to include environmental attribute
information for products, starting
with recycled content and energy
efficiency characteristics. To access
the FLIS database, visit , or find out
more about "Buying Green" at .
Complying With FTC's Green Marketing Guides
To effectively market your products to federal agencies, you should provide
the information necessary to accurately and completely assess the environmental
impacts of your products. The Federal Trade Commission (FTC) has published
guides for ensuring that environmental claims are appropriately used in product
marketing and advertising. You must ensure that any environmental claims you
make about a product (e.g., recyclable, low-VOC, CFC-free) comply with the
FTC Guides for Use of Environmental Marketing Claims. The FTC guides estab-
lish four general principles for environmental marketing:
• Qualifications or disclosures must be sufficiently clear and prominent to
prevent deception.
• An environmental marketing claim should be presented in a way that
makes clear whether the environmental attribute or benefit refers to the
product, the packaging, or both.
• Avoid overstating environmental attributes and claims.
• Present comparative statements in a manner that makes the basis for the
comparison sufficiently clear to avoid consumer deception.
FTC also provides guidance on the appropriate use of the following cate-
gories of claims:
• Claims of general environmental benefits.
• Claims that the product is "degradable," "compostable," or "recyclable."
• Claims of "recycled content," "source reduction," "refillable," or "ozone
safe/ozone friendly."
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You can obtain a copy of the Guides for Use of Environmental Marketing
Claims from the FTC Web site at ,
or from the FTC Public Reference Branch 202 326-2222.
How Can I Finance the Development or Sale of
Environmental Products?
Financiers may be hesitant to fund the development or marketing of a
product—environmentally oriented or otherwise—if a company has little or no
track record. In the face of this reluctance, you must develop a thorough and
well-devised marketing plan, complete with realistic sales projections. The plan
must make clear the value of the product, not only in environmental terms, but
also in basic business terms.
The most appropriate type of financing (i.e., equity versus debt; term versus
line-of-credit) will depend upon the intended use of the funds, the stage of
development of your business, and its overall financial strength.
For inventory and accounts-receivable financing, you might consider a
commercial finance company or a commercial bank with a unit or subsidiary
that specializes in asset-based lending. A list of asset-based lenders is available
from the Commercial Finance Association (225 W. 34th Street, Suite 1815,
New York, NY 10122; 212 564-3490; ).
Should your prospective lender require a guaranty, you might seek
line-of-credit financing under SBA's CAPLines Loan Program. You should be
aware, however, that many lending institutions are unfamiliar with this pro-
gram. For a listing of participating lenders in your state, contact the SBA.
Check the blue government pages in your telephone book for your local SBA
District Office or call 800 8-ASK-SBA.
For free advice on how to craft your business plan, the appropriate type of
financing for your particular situation, or any other aspect of your business plan-
ning needs, visit your local Small Business Development Center (SBDC). To locate
the nearest SBDC, call the Association of Small Business Development Centers
703 448-6124, or go to and click on "SBDCs."
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A Selection of Several Major
Federal Procuring Agencies
The agencies listed below are some of the largest buyers (in dollar volume)
of goods and services within the federal government. Typical purchases by
each agency are summarized. Please note, these lists are not meant to cap-
ture the full range of products and services purchased by individual agencies. A
list of printed and Web-based resources is also provided. In the back of this
booklet are lists of contacts, telephone numbers, and relevant Web sites for
these agencies.
U.S. General Services
Administration
The General Services Administration (GSA) encompasses the Federal Supply
Service (FSS), Public Building Service (PBS), Federal Technology Service (FTS)
and the Office of Governmentwide Policy (OGP). Most federal purchasing of
products and services is done through FSS, which serves customer agencies
through four business lines: Supply and Procurement, Vehicle Acquisition and
Leasing Services, Travel and Transportation, and Personal Property Management.
Supply and Procurement accounts for the largest percentage of sales with
FY 99 business volume of $12.7 billion. Over 7,400 contracts are currently in
place to meet federal agencies needs and 77 percent of those contracts are with
small businesses. FSS Supply and Procurement business segments include
Federal Supply Schedules, Stock, and Special Order Programs. Through its GSA
Advantage! program, FSS also leads the government with online purchasing,
providing more than 800,000 products and services in FY 99 and growing
steadily. Environmental products are easily identified on GSA Advantage! at
. Vendors interested in doing business with GSA
should contact their nearest Regional Small Business Center (RSBC), listed in
the "Contacts" section at the back of this booklet.
Through the Planet GSA: Greening Small Businesses initiative, small
businesses with environmental products are being encouraged to do business
with GSA and are provided with information about the greening initiatives of
GSA and some of its partner agencies. More information on the initiative and
benefits of being on GSA's Federal Supply Service schedule is available at
.
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What Types of Products & Services Does GSA's FSS Provide?
(This is a partial list)
Environmental—Material Handling, Automotive, Alternative Fuel Vehicles,
Water Purification, Paints & Coatings, Cleaning, Energy Conservation
Products, Office Products, Environmental Testing, Furniture &
Furnishings, Advisory Services
Information Technology—Computers, Telecommunications Equipment,
Software, Service
Building Operations & Construction—Equipment, Cleaning, Food Service,
Lawn & Garden, Tools
Tools and Machinery—Woodworking, Metalworking, Hardware, Power
Distribution
Furniture and Furnishings—Office, Household Quarters, Special Use, Health
Care, Seating, Security Equipment, Filing, Floor Coverings
Automotive—Sedans, Pickup Trucks, Buses, Vans, Medium Duty Delivery
Trucks, Specialty Vehicles, Retread Tire Services
Laboratory & Scientific—Equipment, Supplies, Service, Testing, Training,
Furniture
Recreation & Apparel—Athletic, Outdoor, Musical, Personal Care, Awards,
Safety Clothing
Office—Equipment, Paper Products and Other Supplies, Packaging,
Audio/Visual
Law Enforcement, Firefighting & Security—Equipment, Clothing, Vehicles,
Training Devices & Services
Services—Engineering, Financial, Human Resource, IT, Facility Management,
Marketing, Travel, Services
GSA Information Resources
FSS Publications:
FSS Contractors Guide
MarkeTips
GSA Supply Catalog
Multiple Award Schedule Owners Manual
GSA Environmental Products & Services Guide
FSS Energy Efficient Products and Services
Other Publications Available from GSA:
Doing Business with GSA
Telephone Directory for Doing Business with GSA
Contracting Opportunities with GSA
GSA Small Purchases
Directory of GSA Information
Planet GSA: Greening Small Businesses
Internet:
GSA Web site
GSA Forecast of Procurement Opportunities
Planet GSA Web site
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Defense Logistics
Agency
The Defense Logistics Agency (DLA) is responsible for the procurement and
distribution of 3-8 million consumable items used annually by the military
services. All procurement at DLA is done through the Defense Supply Centers,
which are listed in the back of this booklet.
What Types of Products Does DLA Typically Buy?
Telephone and communications equipment
Radio and television equipment
Liquid propellants, fuels, and fuel oils
Gases (compressed and liquified)
Jet fuels
Greases, oils, lubricants, antifreeze
Deicing fluid
Inspection penetrants
Chemicals (technical/reagent/ACS grades)
Solvents
Cleaning compounds
Disinfectants
Pesticides, biocides, repellents
Toner cartridges, ink jet cartridges
Composite food packages
Dairy foods and eggs
Drugs and biologicals
X-Ray equipment and supplies (medical, dental, and vision)
Special purpose clothing
Trucks and tractors
Gas turbines and jet engine aircraft
Airframe structural components
DLA Information Resources
Publications:
Small Business Specialist Book
DLSC Customer Assistance Handbook with 1999 Updates
Guide to DoD Environmental Procurements
Selling to the Military
Subcontracting Opportunities with DoD Major Prime Contractors
A Handbook for DoD and Small Businesses
Defense Logistics Agency's Environmental Products Guide
Internet:
DLA Web site or
DoD Procurement Forecast
Defense Supply Center Richmond (DSCR)
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13
Department of Interior
Procurement at the Department of the Interior (DOI) is done through the
individual bureaus, which are listed in the back of this document under
"Contacts." While a substantial number of items are procured from GSA sched-
ules, individual bureaus make simplified acquisitions directly through vendors.
What Types of Products Does DOI Typically Buy?
Automated data processing CPUs, software, equipment, and components
Sewage treatment equipment
Earth moving and excavating equipment
Construction services
Construction supplies, materials, and equipment
Landscaping supplies and materials
Firefighting supplies and equipment
Laboratory supplies and equipment
Clothing (uniforms)
DOI Information Resources
Publications:
Introduction to Interior Acquisitions—Guide for Small Businesses
DOI Prime Contractor Directory
Annual Forecast of Interior Acquisitions
Internet:
DOI Web site
DOI National Business Center
DOI OSBDU
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14
National Aeronautics
and Space
Administration
The National Aeronautics and Space Administration (NASA) does most of its
purchasing through its field centers located across the country. The Small
Business Specialists for these centers are listed in the "Contacts" section in the
back of this booklet. The majority of items are procured directly from vendors.
What Types of Products and Services Does NASA Typically Buy?
Space vehicles, launchers, components, and maintenance equipment
Engineering support services
Software engineering and various computer support services
Automated data processing CPUs, software, equipment, and components
Construction, maintenance, and environmental remediation services
NASA Information Resources
Publications:
Doing Business with NASA
NASA Prime Contractor Directory
NASA OSDBU Opportunity Quarterly
NASA 2000 Acquisition Forecast
Internet:
NASA Web site
NASA Office of Procurement
NASA Procurement Forecast
NASA Small Business Program
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15
Department of
Transportation
Procurement at the Department of Transportation (DOT) is done through the
various agency departments. While most items are purchased through GSA
schedules, the majority of simplified acquisitions are placed directly with vendors.
What Types of Products Does DOT Typically Buy?
Special service vessels
Radar equipment (except airborne)
Electronic and electrical components
Small craft — powered and unpowered
Meteorology instruments and apparatus
Automated data processing CPUs, equipment, and components
Telephone and communications equipment
Radio and television equipment
DOT Information Resources
Publications:
Contracting with the U.S. DOT
DOT Marketing Information Package
DOT Subcontracting Directory
DOT Procurement Forecast - Fiscal Year 2000
Internet:
DOT Web site
DOT Procurement
DOT Procurement Forecast
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Department of
Veterans Affairs
Procurement at the Department of Veterans Affairs (VA) is decentralized across
a nationwide system of hospitals, clinics, regional offices, data processing cen-
ters, and national cemeteries. These organizations purchase many items from
GSA schedules and the DLA inventory. Most simplified acquisitions are pro-
cured directly from vendors.
What Types of Products Does the VA Typically Buy?
Drugs and biologicals
Medical and surgical instruments, equipment, and supplies
X-ray equipment and supplies: medical, dental, veterinary
Blood
Memorials—cemetery and mortuary equipment
Automated data processing software, equipment, and components
Telephone and communications equipment
Radio and television equipment
Furniture
VA Information Resources
Publications:
Doing Business with the VA
VA Prime Contractor Directory
VA Subcontracting Directory
FY2000 Forecast of Contracting Opportunities
Internet:
VA Web site
VA Procurement
VA Procurement Forecast
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Frequently Asked
Questions
As a business new to the federal marketplace
you might have a number of questions as
you attempt to sell your "green" products
to the government. Answers to many of these
questions follow below.
Where do I start? Which agencies do I contact and with whom should I speak
first? Who are the right people at the agencies to contact about selling my product?
Examine the agency-specific section of this document for examples of prod-
ucts typically purchased by some agencies, and consult the contacts listed in
the back of this booklet. You also might investigate the U.S. Business Advisor
at , which is a one-stop electronic link to all the informa-
tion and services (including procurement opportunities) provided by the fed-
eral government.
When I do reach the right contact, what questions should I ask, and what
information should I offer?
Ask the person for a current agency procurement forecast and how to reach the
appropriate individuals in the agency departments and offices that might pur-
chase your products or services. With this information, you will be able to mar-
ket to these individuals directly. Also, ask the person about any procurement
programs that the agency may have specifically for environmental products or
for small businesses. You should be ready to provide as much information as
possible about your product (e.g., environmental attributes, performance, cost,
specifications, comparison to comparable products known by the agency).
What roles do GSA and DLA play in federal procurement?
GSA and DLA are the major supply agencies for the federal government. GSA
manages the majority of common, commercial items that both civilian and mil-
itary agencies need to perform their everyday activities, such as office supplies.
GSA provides some defense-oriented products, as well. Conversely, most of
DLAs items are defense-oriented, with the exception of a few items that also
can be used by civilian agencies (e.g., light bulbs). In order to achieve the bene-
fits of economies of scale, GSA and DLA both establish large contracts with
vendors on behalf of the entire federal government. Even though neither GSA
nor DLA are mandatory sources of supply, most agencies use these sources due
to the ease of ordering from them and generally favorable prices. Therefore, it is
to your advantage to explore the possibilities of selling your product through
GSA and/or DLA. Once you get a contract with GSA or DLA, however, you
will still need to market to the individual agencies that buy from them.
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18
What are the different ways GSA and DLA manage their products?
GSA and DLA use two primary methods to buy and manage products:
• Stock/Inventory Program—Both GSA and DLA use the stock/inventory
method. Vendors ship large quantities of products to various GSA
Distribution Centers or DLA Inventory Control Points (Defense Supply
Centers). The items are identified by National Stock Numbers (NSNs).
Customers order through GSA or DLA, although sometimes large orders
are forwarded to the vendors for direct delivery to customer agencies. The
government is phasing out the stocking program in favor of Federal
Supply Schedules.
• Federal Supply Schedules (FSS) Program—Under this program, GSA con-
tracts with multiple companies to supply comparable products and services
at stated prices for given periods of time through the use of Multiple
Award Schedules (MASs). An MAS is an "indefinite quantity, indefinite
delivery" contract that allows agencies to place orders directly with the
contractor, without a "middle man." Currently, more than 4 million prod-
ucts are available to federal consumers through MASs.
How do I get my product into the GSA or DLA supply
systems?
For the GSA supply system, contact the nearest
Regional Small Business Center (RSBC) listed in the
GSA section of this document. For the DLA sup-
ply system, contact the appropriate Defense
Supply Center listed in the DLA section of this
document. These centers can help you with the
necessary paperwork to bid for a contract.
Each Federal Supply Schedule contains a special
item number (SIN-99) which allows for the
addition of new products to the schedule. The
contractor needs to pick a related schedule
from the E-library and contact the related acqui-
sition center to provide them with an offer of
the new product.
What are the Regional Small Business Centers and how do they differ from the
Acquisition Centers?
The RSBC's primary role is to provide information and guidance about con-
tracting opportunities with GSA. Each GSA Acquisition Center, on the
other hand, is responsible for a specific type of item (e.g., office supplies and
paper products, paints and chemicals, tools and appliances, furniture, etc.),
and performs the actual contracting and related functions (e.g., soliciting
bids and entering into contracts).
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19
How much marketing do I need to do
for products that I want to sell
through GSA or DLA?
Especially if your products are offered
through a schedules program, it is to your
benefit to aggressively market to all appropriate
civilian and military purchasers. Just like in the
commercial sector, marketing is especially
important if your product is new or if there are
similar, competing products under contract.
How do I get on an individual agency's bidders list? What forms do I need and
how do I get them? Where can I get help on filling out the forms? Is there a way
to expedite the process?
Each agency contact will be able to provide you with a Solicitation Mailing List
application or direct you to an appropriate Internet site that will place you on
that agency's bidders list. The agency contact may be able to assist you in com-
pleting the form and any other necessary paperwork. Each agency's Office of
Small and Disadvantaged Business Utilization (OSDBU) also can help—see the
list of contacts in the back of this booklet. For GSA information, see the list of
GSA's Regional Small Business Centers. SBA maintains the Pro-Net System,
which is a nationwide database of small businesses seeking prime contract
opportunities with the federal government and subcontract opportunities with
large businesses that have their own prime contracts. Listing in Pro-Net is free;
simply visit .
In order to be most efficient in my marketing, I'd like to find out which agen-
cies purchase and use products similar to mine. How can I find this out, and
how can I keep informed about new opportunities to sell products to the fed-
eral government?
Several sources are available to provide you with information on how much of a
certain product agencies use and plan to use in the future. The OSDBU contact
at each agency can provide you with procurement forecasts for the agency (for
GSA, contact your RSBC). Agency procurement forecasts are for large con-
tracts and procurements (excluding purchases of less than $100,000 and credit
card purchases) that the agency predicts will occur in the next fiscal year. The
contacts listed in the back of this brochure also can direct you to the appropri-
ate people and offices that purchase products similar to yours. These contacts
also can provide you with information on how much of that product the
agency uses and plans to use in the future.
What is E. O. 13101 and how can it help me market
my products?
Executive Order 13101, "Greening the
Government Through Waste Prevention,
Recycling, and Federal Acquisition" (Federal
Register, Page 45810, August 20, 1999), pro-
motes waste prevention, and recycling in the
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20
daily operations of Executive agencies and promotes the acquisition and use of
"green" products. E.O. 13101 is raising federal consumers' awareness of envi-
ronmental products and, therefore, can help you promote and market "green"
products to federal agencies. Visit the Web sites for the Office of the Federal
Environmental Executive , the Comprehensive Procurement
Guidelines Program , and the Environmentally Preferable
Purchasing Program for complete information.
What are preference programs? Do environmental products enjoy any special,
formalized advantages among products offered to federal agencies?
The federal government has preference programs for:
• Small businesses that meet small business size standards for their industry.
• Small disadvantaged businesses that are at least 51 percent owned
by one or more socially and economically disad-
vantaged individuals or stockholders.
• Women-owned small businesses.
• Recycled-content products,
which are designated by EPA
under RCPvA section 6002.
As of January 2000, EPA had
designated 54 items in seven
product categories.
• Veteran-owned and HUB Zone
businesses.
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We want to hear from you! Please tell us about your environ-
mentally preferable purchasing activities and efforts. We are
collecting and sharing information, tools, and hints about
what works and what doesn't as environmentally preferable
purchasing evolves and expands. Please contact the EPP
program by e-mail, regular mail, or fax:
Environmentally Preferable Purchasing Program
U.S. Environmental Protection Agency
1200 Pennsylvania Avenue, NW (7409)
Washington, DC 20460
e-mail: epp.pilot@epa.gov
Fax: 202 260-0178
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Selling to the Government Web Sites
Information on Green Buying and Selling:
< www.epa.gov/oppt/epp>
This site provides comprehensive information on EPA's Environmentally Preferable Purchasing (EPP) program. It
explains EPA's guiding principles for including environmental performance in purchasing decision-making, posts
case studies of successful pilot projects, and provides helpful green purchasing tools and resources.
< www.epa.gov/cpg>
This site provides information about recycled-content products designated under EPA's Comprehensive
Procurement Guidelines (CPG). It provides purchasing recommendations and lists of manufacturers and vendors,
among other things.
< www.ofee.gov>
The Office of the Federal Environmental Executive (OFEE) advocates, coordinates, and assists environmental efforts
of the federal community in waste prevention, recycling, and the purchase of green products and services. This Web
site contains information on federal activities for meeting those goals.
< www.ftc.gov/opa/predawn/F93/greenguid3.htm>
This Web page details the Federal Trade Commission's Guides for the Use of Environmental Marketing Claims to
help reduce consumer confusion and prevent the false or misleading use of environmental terms such as
"recyclable," "degradable," and "environmentally friendly" in the advertising and labeling of products in the
marketplace. [Note: the actual Guidelines follow the press release on this Web page.]
General Federal Procurement Information:
< http://cbdnet.access.gpo.gov>
CBDNet is the Government's official, daily, free electronic version of the Commerce Business Daily (CBD)
newspaper, which lists notices of proposed government procurement actions, contract awards, sales of government
property, and other procurement information.
< www.arnet.gov/FedBusOpps>
This Web site provides comprehensive information about federal procurement with links to the Commerce Business
Daily, the Federal Acquisition Regulation, and more. It also links to agency procurement sites for easy access to
agency procurement forecasts.
< www.fedbizopps.gov>
FedBizOpps (formerly Electronic Posting System [EPS], ) is hosted by the U.S. General Services
Administration (GSA) and lists procurement opportunities, contract awards, and procurement forecasts by
participating agencies.
< http://fpds.gsa.gov>
The Federal Procurement Data System (FPDS) summarizes federal purchasing activity, but does not contain
information about current procurement opportunities.
< www.business.gov>
The U.S. Business Advisor Web site is a one-stop electronic link to all the information and services government
provides for the business community with a focus on helping businesses access and understand federal regulations that
may apply to them.
< www.rcacwv.com/ptac.htm>
The Regional Contracting Assistance Center, Inc. (RCAC) is a non-profit corporation funded in part by DLA to
provide assistance to companies seeking to do business with federal, state, or local government agencies. This Web
site lists contact information for Procurement Technical Assistance Centers (PTACs) around the country.
Information about the U.S. General Services Administration (GSA):
< www.gsa.gov/oed/business.pdf>
This site contains the document entitled, Doing Business With GSA, which explains in plain language how to find
and participate in contracting opportunities with GSA and how to make the most of the services offered by GSA's
Regional Small Business Centers.
< http://pub.fss.gsa.gov/environ>
This is GSA's environmental home page, linking to information on recycled content, energy efficient and water
conserving products, safer paints, cleaning, and other chemical products, alternative fuel vehicles, and GSA
programs promoting the reuse of property. It also links to GSA's Environmental Products and Services Guide and
other related federal programs.
< www.gsa.gov/oed/region.htm>
This "Business Opportunities" site lists contact information and links for GSA's Regional Small Business Centers.
Each center is staffed with specialists who can provide vendors with information on how to get on GSA's bidder's
mailing lists, introduce a new item, learn about current bidding opportunities, receive business counseling, and more.
< www.gsa.gov/planetgsa>
The Planet GSA Website contains information on all of GSA's environmental programs including Buying, Building,
Driving, Managing and Saving Green as well as information on GSA's partnership efforts with Federal agencies.
Details on GSA's outreach to small businesses through the Planet GSA: Greening Small Businesses program is also
available on the web site.
Information about the Department of Defense and Defense
Logistics Agency:
< www.acq.osd.mil/sadbu/publications/selling>
This handbook is a general introduction to contracting with agencies of the U.S. Department of Defense. It is
intended to be useful to small businesses, especially firms that have not previously had Government contracts. It
provides lists of products and services keyed to particular major buying offices.
< www.buygreen.dlis.dla.mil>
This Web site provides detailed information about the Defense Logistics Agency's Federal Logistics Information
System (FLIS) and its "buying green" initiative. FLIS is the master database, or "catalog" containing information on
most of the things purchased by the armed services, executive branch agencies, and many of our NATO allies. It
includes vendor data, management information, storage, handling, shipping, physical characteristics, and hazard
information on millions of items of supply, ranging from pencils to weaponry, from lightbulbs to concrete, and
everything in-between. Thanks to the new "buying green" initiative, FLIS now contains environmental attribute
information. The actual FLIS database can be found at .
< www.supply.dla.mil>
This is the Web site for the Defense Logistics Support Command, part of the Defense Logistics Agency (DLA),
which includes supply centers, service centers, and a distribution center. It provides detailed information on
purchasing from or selling to DLA.
This site provides annual reports on DoD prime contract awards by service category and federal supply classification
code for fiscal years 1993 through 1998. Data include statistics on both military functions of the DoD and civil
functions of the U.S. Army Corps of Engineers.
Information about the Small Business Administration (SBA):
< www.sba.gov>
The Small Business Administration (SBA) offers access to a wide range of information on starting, financing, and
expanding a small business, and can provide contacts and resources for just about any question your business might have.
This Web site is maintained specifically for counselors at Small Business Development Centers (SBDCs) but can
also be useful to businesses. SBDCNET offers immediate responses to requests, referrals to experts and to regional
sources of information, and training in information access techniques. It also disseminates SBA publications. For
additional information, visit regional SBDCs at , or call 800 689-1912.
< www.sbaonline.sba.gov/go
SBA's Office of Government Contracting (GC) works to create an environment for maximum participation by
small, disadvantaged, and woman-owned businesses in federal government contract awards and large prime
subcontract awards. This Web site provides a variety of information to help small businesses navigate the federal
procurement world.
< www.cfonline.com/cfa.htm>
The Commercial Finance Association is the trade group for commercial finance companies, banks, and other financing
agencies engaged in the asset-based financial services industry. The Web site provides a list of asset-based lenders.
< www.sba.gov/gopher/Government-Contracting/buy.txt>
This Web page details the federal government's different procurement methods: sealed bidding and negotiation.
Individual Agency Web Sites
U.S. Department of the Interior (DOI):
DOI National Business Center
NASA:
NASA Office of Procurement
NASA Acquisition Forecast
Tient.nasa.gov/cgi-bin/NAI S/fo recast. cgi>
;ov/business/procurement/ forecast. html>
< www.va.gov>
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FEDERAL AGENCY CONTACTS
Defense Supply Centers
Defense Energy Support Center (DFSC):
in Virginia:
Defense Supply Center Philadelphia (DSCP):
Defense Supply Center Columbus (DSCC):
Defense Supply Center Richmond (DSCR):
Chemicals:
POLS:
Gases:
800 523-2601
800 826-7633
800 468-8893
800 831-1110
800 413-6789
215 737-8490
800 523-0705
800 262-3272
800 544-5634
804 279-3550
804 279-4257
804 279-3230
Other DLA Contacts
Office of Small and Disadvantaged Business Utilization (OSDBU)
Defense Logistics Agency
GSA Business Service Centers
703 767-1650
877 352-2255
REGION 1 - Boston (CT, ME, MA, NH, RI, VT)
REGION 2 - New York (NJ, NY, PR, U.S. VI)
REGION 3 - Philadelphia (DE, MD, VA, PA, WV)
REGION 4 - Atlanta (AL, FL, GA, KY, MS, NC, SC, TN)
REGION 5 - Chicago (IL, IN, MI, MN, OH, WI)
REGION 6 - Kansas City (IA, KA, MO, NE)
REGION 7 - Fort Worth (AR, LA, NM, OK, TX)
REGION 8 - Denver (CO, MT, ND, SD, UT, WY)
REGION 9 - Los Angeles (AZ, NV - Clark County, So. CA)
REGION 9 - San Francisco (HA, NV - exl. Clark County, No. CA)
REGION 10 - Auburn, WA (AK, ID, OR, WA)
NATIONAL CAPITAL REGION (NCR)
FSS Acquisition Centers
Vehicle Acquisition and Leasing Services—Nancy Tyrrell
Fleet Management—Barbara Borkowski
Furniture—Pete Dallessandro
General products—Alan Searsy
Office and scientific equipment—Steve Mial
Office supplies and paper products—Sandy Sabbers
Professional Services—Amanda Fredriksen
Hardware and appliances—Randy Schober
or John Vann
Information Technology—Darlena McKnew
Management Services—Joan Rodgers
617 565-8100
212 264-1234
215 656-5525
404331-5103
888 353-5383
or
816 926-7203
817 978-3284
303 236-7408
213 894-3210
415 522-2700
253 931-7956
202 708-5804
Other GSA Contacts
Environmental Programs—Tom Daily
Enterprise Development—Mirinda Jackson
Planet GSA Director—Johanna Roark
Planet GSA Champion—Jackie Robinson
703 308-CARS,
703 305-7169,
703 308-1622,
817 978-8370,
703 305-3044,
212 264-0479,
703 305-6885,
816 926-7376,
816 823-2301,
703 305-5592,
253 931-7900,
703 305-5149,
202 501-1021,
202 219-0965,
202 208-5115,
Department of Interior Bureaus
Bureau of Indian Affairs
Bureau of Land Management
Bureau of Reclamation
Minerals Management Service
National Park Service
Office of Surface Mining
U.S. Fish and Wildlife Service
202 208-2710
202 452-7751
303 445-2447
703787-1370
202 565-1155
202 208-2839
703 358-2225
U.S. Geological Survey
National Business Center
Office of Aircraft Services
Other DOI Contacts
Jennings Wong, Procurement Analyst
Ken Naser, Environmental Program Team Leader
Robert Faithful, Director, OSDBU
Frank Gisondi, Business and Procurement Specialist
NASA Centers
NASA Contacts
Headquarters Acquisition Division
OSDBU
DOT Contacts
Federal Aviation Administration: Deborah Wilson
Federal Highway Administration: Frank Waltos
Federal Railroad Administration: Carl Martin Ruiz
Federal Transit Administration: Arthur Andrew Lopez
Maritime Administration: Rita Thomas
National Highway Traffic Safety Administration: Margaret Bryant
Office of the Secretary: David J. Litman
Research and Special Programs Administration: Orrin Cook
Saint Lawrence Seaway Development Corporation: Linda Harding
United States Coast Guard: Dani Wildason
Other DOT Contacts
Cynthia Blackmon, Procurement Operations
Mark Welch, Small Purchases
Luz Hopewell, (OSDBU)
VA Purchasing Offices
National Acquisition Center
Federal Supply Schedule Division
Wholesale Distribution Division
Pharmaceutical Products Division
Medical Equipment Division
VA Medical and Regional Office Centers
Delaware 302 633-5368
Hawaii 808 541-1441
Kansas 316 685-2221
Maine 207 623-5746
Other VA Contacts
Fred Martinez, Procurement Analyst
Scott Denniston, (OSDBU)
Montana
New York
North Dakota
Wyoming
703 648-7346
202 208-5106
202 387-5768
Ames Research Center: Thomas Kalis
Dryden Flight Research Center: Robert Medina
Goddard Space Flight Center: Rosa Aceveda
Johnson Space Center: Billy Jefferson
Kennedy Space Center: David A. Wansley
Langley Research Center: Vernon Vann
Glenn Research Center: Carl Silski
Marshall Space Flight Center: Stanley McCall
Stennis Space Center: Jane Johnson
Jet Propulsion Laboratory: Tom May
650 604-4690
805 258-3343
301 286-6574
281 483-4511
407 867-7212
757 864-2456
216433-2786
205 544-0254
601 688-3681
818 354-2121
202 358-1852
202 358-2088
202 267-3580
202 366-4205
202 493-6010
202 366-4018
202 366-2802
202 366-9887
202 366-4263
617 494-2593
315 764-3244
202 267-2499
202 366-4968
202 366-4971
202 366-1930
708 216-2479
708 216-2481
708 216-2413
708 216-5222
708 216-2132
406 442-6410
518462-3311
701 239-3730
307 778-7326
202273-6119
202 565-8124
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