strategies for government contractors - gsa schedule basics
DESCRIPTION
Sept 19. 2014 - Law Firm, LEECH TISHMAN along with Grau & Associates and Jennifer Schaus & Associates present a seminar in Pittsburgh, PA. Ms. Schaus covers The Basics of GSA Schedules, including requirements, terms, conditions, advantages, disadvantages and conclusions. For more info, pls contact [email protected] or call us 202-365-0598TRANSCRIPT
Doing Business With The US Government
Strategies for Being A Successful Government Contractor
September 19, 2014
Understanding The GSA Schedule
Jennifer L. SchausWashington, DC
+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8
19 September 2014
Jennifer L. Schaus
20 Yrs Gov Con ExperienceWashington DC Based
Product & Service CustomersGSA Schedule & Other Gov Con Services
Agenda:Facts
RequirementsTerms / ConditionsProcess & Timing
AdvantagesDisadvantages
Conclusions
GSA Schedule - FACTS
5 Year Contract VehicleMarketing Tool ONLY
3 Five Year Renewable Periods = 20 Yrs39 Schedules Segmented by Product & ServiceMAS – Multiple Award Schedule – 20k Vendors
Terms / ConditionsEmphasis is on PRICE PRICE PRICE
Requirements
2 Full Years Balance Sheet / Income Statement
Relevant Past PerformanceInvoices for EVERY item/service you are
providingOffer GSA lowest pricing
$25/year in GSA Sales
Terms / ConditionsPre-Award
Offer GSA equal to or better than MFC $Post-Award
Price Reduction Clause Meet $25k/annual revenue
Pay GSA .75% IFF Fee2 CAV’s – Audits per 5 Years
Limits on price increase
Process & TimingAdministrative, Technical & Pricing =
ProposalMultiple Documents, Reports &
Disclosures Required 1 – 3 Months Proposal Prep4 – 18 Months Wait for GSA1 – 3 Months Clarifications, Negotiations, FPR, Award
AdvantagesShows you are “worthy” serious
competitorOpens up new buying channels (state,
local, int’l)Limit or exclude competitionDedicated RFP’s - GSA E-Buy
Marketing Tool – GSA AdvantageDecrease paperwork for the CO
Disadvantages10% of Federal Purchases
One of many contract vehiclesNo Guarantees
Lowest Price – Price CeilingPrice Limitations - MarginsSales Quota – Repercussions
IFF Reporting, Audits – Back Office
Conclusions
Not for everyone Know who your customer is & HOW they
purchaseBuild It & They Will Come = High RiskMeasure ROI before jumping in – Price
& MarginsFind partners on Schedule
Asset or Liability
Thank You!Jennifer L. Schaus1717 Pennsylvania Ave, NW #1025Washington, DC 20006+ 1 – 2 0 2 – 3 6 5 – 0 5 9 [email protected]://www.JenniferSchaus.com