The authors identify some lessons for contractors:

1. Awardees of umbrella contracts will need to actively market their supplies and services to agency officials more. Since officials may specify preferred vendors and follow-on orders may be sole source more marketing activity is called for to take advantage of COs buying discretion.

2. You cannot protest awards of individual TOs except on grounds they exceed the scope, period or maximum value of the contract.

3. When placing individual TOs, the agency is not required to notify you of an opportunity so intelligence gathering become more important.

4. Become very familiar with the TO selection procedures and evaluation criteria set in the umbrella contract. Also, develop skills in oral presentations to meet agencies’ desires to streamline procurement procedures.

5. Be aware that agencies may use past performance as an "initial screening" device to eliminate you from further consideration.

6. The umbrella contract may require you to submit a proposal for TOs or, at least, indicate why you are not submitting an offer.

{TAG_FORM_TITLE}