FED GOV CON Webinar Wednesdays 2019 Series JSchaus & Assoc. Washington DC +1–202–365–0598
About Our Webinars: - Every Wednesday; - Complimentary; - Recorded; - YouTube & our Website; - No Questions
About Us:
Professional Services for Federal Contractors - GSA Sched; - SBA 8(a); - Proposal Writing; - Pricing; - Contract Administration; - Business Development
About Our Speaker: Jennifer Schaus Education: Towson University; UC Berekeley; Cornell Company Name: JSchaus & Associates # of Years Federal Gov Con Experience: 20+
Negotiating With GSA To Secure An Award
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Negotiating With GSA To Secure An Award GSA Schedule - contract vehicle - marketing tool / not required - 5 year contract w options for 20 year total - 20,000 vendors - 63% have ZERO sales (GSA) -$25k sales quota
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Negotiating With GSA To Secure An Award GSA Schedule - based on lowest price - rates are a price ceiling - smaller margins - can be used by state & local & quasi - shows you are serious & have been vetted - credibility & options for customer
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Negotiating With GSA To Secure An Award Proposal has been submitted via E-Offer; Clarifications have been resolved; Financial test has been passed; GSA requests “negotiations”
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Negotiating With GSA To Secure An Award Can be on phone or over email Do not feel obligated to give final answer “We need to run the numbers”
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Negotiating With GSA To Secure An Award 1 - Individual discounts – each product / LCAT; 2 - Volume or Quantity discounts - $$ or # of units; 3 - Prompt Payment discounts Know your threshold on each!!
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Negotiating With GSA To Secure An Award Strategy: Don’t give away everything upfront; Counter the counter; Give up some on one of the 3 sections up for grabs/negotiation; SB Sympathy card – 12 month review of rates & disco’s. Make it easy for GSA (upfront homework)
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Negotiating With GSA To Secure An Award Leverage public resources!! Calc.gsa.gov – Labor Category rates & averages; GSAadvantage.gov – product prices *Suggest doing this homework BEFORE pursuing Schedule.
THANK YOU! JSchaus & Assoc. Washington DC hello@JenniferSchaus.com www.JenniferSchaus.com +1–202–365–0598