govcon: strategies and trends for winning today

“Government Contracting Conference Strategies & Trends For Winning Today”

Hosted By: Holland & Knight LLP

Tampa, FLORIDA

APRIL 6, 2017

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Winning With A

GSA Schedule

Presented By:Jennifer Schaus

Jschaus & Assoc.Washington DC

2 0 2 – 3 6 5 – 0 5 9 8http://www.JenniferSchaus.com

http://www.jenniferschaus.com/




AGENDA:

Basics Of The GSA Schedule

Overview

Requirements

The Proposal

Best Practices

Conclusions



GSA Schedule

OVERVIEW

Winning With A GSA Schedule – April 2017




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GSA Schedule - OVERVIEW

•Contract Vehicle / Marketing Tool

•MAS / FSS

•5 Yrs w 3 Option Periods = 20 Yrs

•Focus = Lowest PRICE

•Terms & Conditions

•$25k Sales Quota

•.75% IFF Quarterly Fee





GSA Schedule OVERVIEW

•Approx 39 GSA Scheds •SINS = Special Item Numbers

•Segmented by Product/Service

•Open RFP process

•Past Performance Required

•Pricing Disclosures / Invoices





GSA Schedule OVERVIEW

•Facilitates the purchasing process

•Can be used by State / Local / Quasi Govt

•Status Symbol – shows you are serious about selling to the Govt.





GSA Schedule

REQUIREMENTS

2 FULL Years – Financials

Invoice for EVERY Item/Service

2 Project Experiences•3 for IT

6 Customers – Open Ratings





GSA Schedule – THE PROPOSAL





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GSA Schedule PROPOSAL

• Read the Solicitation (time sensitive)

• Ensure you meet requirements• Pre-Award• Post-Award

• Prepare a compliant proposal1. Administrative

2. Technical3. Pricing





GSA Schedule – ADMINISTRATIVE





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GSA Schedule ADMINISTRATIVE

• Pathway To Success – time sensitive

• SAM Registration – current & NAICS

• Other Schedules, Rejections, Pending

• Financials

• Sub-K Plan (Large Biz Only)

• Readiness Assessment – time sensitive





GSA Schedule - TECHNICAL





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GSA Schedule TECHNICAL

• Corp Narrative

• Quality Control

• Project Experiences(2-3 Per SIN) – time sensitive

• Open Ratings Report – time sensitive






GSA Schedule – PRICING



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GSA Schedule PRICING

• Price List – fully burdened

• CSP1 – sales practice disclosure

• Labor Category Description

• Invoice Justification

• HR Plan – Comp & OT

• SCA – if applic.

• Price Proposal






• Products:

• TAA Compliance

• Letter of Supply

• Ability One / UNICOR






How Does GSA Determine / Negotiate Your Rates?

Vendor Discloses: * Comml Prices* Discounting Policies & Practices (CSP)* Most Favored Customer (MFC)

GSA Reviews: * Vendors internal policies/pricing;* Other Vendors On Schedule

REFERENCE: calc.gsa.gov





GSA Schedule – NEXT STEPS





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GSA Schedule NEXT STEPS

Secure Digital Certificate

Submit Offer via GSA E-Offer.gov

Respond Promptly to GSA Correspondence

Welcome Letter Negotiations

Final Proposal RevisionAward





GSA Schedule – BEST PRACTICES






ADMINISTRATION

GSA Advantage – Price ListGSA E Library – T/C’s

GSA E-Buy – RFP’s72A.GSA.gov – IFF Reporting / Payment

*** TDR – Transactional Data Reporting

On-Going:Modifications

AuditsRenewals






MARKETING

Website – GSA Logo & Price List

Business Cards – Sched #

Email Auto-Signature

Capability Statement






BUSINESS DEVELOPMENT

Partnering w other Sched Holders

Data mining in GSA E-Buy

Lead with Sched, capabilities & set-asides.





GSA Schedule – CONCLUSIONS





GSA Schedule CONCLUSIONS

• Not for everyone

• Do you meet requirements

• Asset or Liability

• Is there ROI for your business

• Lower Margins

• Customer preference





THANK YOU!

Ms. Jennifer L. Schaus Washington DC

+ 1 - 2 0 2 – 3 6 5 – 0 5 9 8 [email protected]

Our Services Include: * GSA Schedules

* SBA 8a Certification * Proposal Writing

* Federal Sales * Capability Statements


govcon: strategies and trends for winning today

Government & Nonprofit