Government Contracting - Babies, Boats & GSA Schedules - Jennifer Schaus

Babies, Boats & GSA Schedules Understanding the Responsibilities of a GSA Schedule

Presented By:

Ms. Jennifer Schaus JS & Associates Washington, DC – Rome, Italy

Government Consulting Services

15 January 2013

AGENDA: 1. Speaker Introduction & Background 2. Federal Government Contracting

3. GSA Schedule What is it?

How & why is it used?

Responsibilities Terms / Conditions Reporting Pricing Investment 4. GSA Schedule - GUIDANCE 5. Conclusions – Q & A 15 January 2013

Speaker Introduction & Background Jennifer Schaus Washington DC Resident & Business - Maryland native Towson University graduate

15+ Years in B2G 5 Years with D&B 8 Years in business – B2G Services GSA Schedules / Federal Sales, Mktng, Biz Dev / Proposal Writing / SBA 8a Certification / Lobbying / Events Clients: Product & Service / Small & Large / Public & Private / Domestic & Foreign Press:

Forbes/CNN, WSJ, WBJ, Washington Post, Success Magazine, Smart CEO, Gov Product News, etc.

15 January 2013

Federal Government Contracting

15 January 2013

Federal Government Contracting US Federal Government = Worlds Largest Purchaser Over $600 Billion Annually Products & Services – everything!

Government purchases through Open Market, Competitive Bids, Contract Vehicles, IDIQs, BPA’s, etc.

Contracting Goals / “Bonus Points” Goal of 23% for set – aside programs 8a / Veteran Owned / Disadvantaged / Women / Minority / HUB Zone / Natives

15 January 2013

GSA Schedule What is it?

How & Why is it used?

Responsibilities

Terms / Conditions Reporting Pricing

Investment 15 January 2013

GSA Schedule What is it?

General Services Administration

non-appropriated government agency receives no tax-payer funding runs GSA PBS (Public Building Service) government landlord oversees GSA Schedule contract vehicles

GSA Schedules

approximately 20k vendors 39 various Schedules (based on offering) Schedules include product & service offerings

15 January 2013

GSA Schedules What is it?

GSA Schedules are

Long Term Commitment; (can be 20 years) Unique T’s / C’s – which can change often; Will not “walk” on it’s own; Can sometimes be difficult to obtain;

Requires regular payments; (IFF Fee) Requires someone to oversee / manage it; .

Can require an economic / ROI decision before pursuing.

15 January 2013

GSA Schedules What is it?

GSA Schedules are

legally binding contracts between your company & the government unique set of terms & conditions for vendor compliance open / rolling RFP for vendors some current exceptions & changes coming soon

5 year contract with 3 five year option periods = 20 year contract require a GSA TAX each quarter of .75% IFF = Industrial Funding Fee

require lowering your set GSA rates if/when your MFC rates are lowered.

15 January 2013

GSA Schedules What is it?

GSA Schedules seek to: establish a “fair & reasonable price� for your product/services; not to exceed price; pricing is based on CPL or market rates; establish a MFC for Basis of Award; justify your price through company invoices, CPL, contracts;

Experience / financials.

ensure your company is vetted (D&B) + Past Performance / Corporate Quality Control / strong

15 January 2013

GSA Schedules

How & Why is it Used?

15 January 2013

GSA Schedules How & Why is it Used?

GSA Schedules are used by Federal, State, Local, Quasi government agencies.

They are used to:

Simplify paperwork for the CO; (saves time & $$$) Let the CO know your firm has been vetted;

Allow the CO to purchase directly knowing they are getting the best price for your product/service; CO can purchase direct from GSAadvantage.gov CO can send GSA E-Buy request CO can issue RFP for GSA Schedule holders based on relationship building & vendor filling need.

15 January 2013

GSA Schedules

Responsibilities of the VENDOR Terms / Conditions Reporting Pricing Investment

15 January 2013

GSA Schedules Vendor Responsibilities - Terms / Conditions must abide by GSA’s; must have $25k GSA sales – 1st 24 months & every subsequent year; maintain compliant paperwork for on-site CAV/audits; maintain current price list on GSAadvantage; maintain current/correct T/Cs on GSAeLibrary; accounting system to track & (pay IFF) GSA sales

services: I-9 reporting, O/T

15 January 2013

GSA Schedules Vendor Responsibilities - Reporting

GSA requires reporting of:

quarterly IFF reports & payments .75% of your GSA Sched sales; lower rates to your MFC / BoA *compliant CSP-1 Form* require to lower your GSA rates; oversee Ability One conflicts; oversee TAA conflicts (product companies);

15 January 2013

GSA Schedules Vendor Responsibilities - Pricing

GSA Prices

typically are better than or = to your MFC $ disclosures are required & made on CSP-1 Form Comml Rate = XYZ Co. – MFC Rate = GSA Rate =

$100 $80. $70.

20% 30% var 10%

Comml Rate = XYZ Co. – MFC Rate GSA Rate =

$100 $70. $60.

30% 40% var 10%

Based on your written discounting policies (standard commercial sales practices in the event you do not have written discounting policies), are the discounts and any concessions which you offer the Government equal to or better than your best price (discount and concessions in any combination) offered to any customer acquiring the same items regardless of quantity or terms and conditions? YES__ NO___. (See definition of “concession” and “discount” in 552.212-70.)

15 January 2013

GSA Schedules Vendor Responsibilities - Investment

Having a GSA Schedule is a long term commitment - an investment of your TIME & MONEY!!!

15 January 2013

GSA Schedules Vendor Responsibilities - Investment

TIME & EFFORT

Approx 2 – 4 mo’s to prepare a compliant proposal; Approx 2 – 16 mo’s for GSA to review your proposal; *based on Sched Approx 1 – 2 mo’s to finalize / price negotiations / award w GSA. Can be a 20 year contract if all options are exercised

15 January 2013

GSA Schedules Vendor Responsibilities - Investment MONEY & MAINTENANCE Hiring consultant/firm to prepare proposal - or DIY/ internal sources; Margins typically lower – MFC / Basis Of Award customer; IFF fee .75% per Q; MFC / Basis of Award price decreases; Hiring consultant/firm – P/T to oversee/manage - or DIY / internal resources.

15 January 2013

GSA Schedules GUIDANCE Read the Solicitation – twice; Conduct research - Determine your R O I $ $ $ https://vsc.gsa.gov/RA/ReadinessAssessment.pdf Ensure you have 2 - 3 GSA Sched buyers;

Consider partnering with strategic / attractive Sched holders;

15 January 2013

Babies, Boats & GSA Schedules Understanding the Responsibilities of a GSA Schedule

THANK YOU !!

Jennifer Schaus & Associates Washington, DC * B2G Market Research / Biz Plans * Gov Sales, Mktng, Biz Dev, Lobbying * GSA Schedules * SBA 8a Certification * Proposal Writing

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