FED GOV CON - GSA schedule do i qualify?

Jennifer Schaus & Associates

SERVICES FOR US FEDERAL GOVERNMENT CONTRACTORS

Federal Government Contracting Steps to Success - For Beginners WASHINGTON, DC OFFICE PHONE: 2 0 2 – 3 6 5 – 0 5 9 8

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

Join Us for A Series of Complimentary Webinars on various US Federal Government Contracting Topics.

Presenters are industry experts sharing knowledge about the competitive government contracting sector.

Find all of our Govt Contracting webinars (free download) at www.JenniferSchaus.com

Contact Us @ 2 0 2 – 3 6 5 – 0 5 9 8

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

ABOUT JENNIFER SCHAUS & ASSOCIATES: - Based in downtown Washington, DC; - A la carte services for Federal Contractors; - Proposal Writing to GSA Schedules and Contract Administration, etc.; - Deep bench of industry experts; - Educational webinars; - Networking events and seminars; WEBSITE: http://www.JenniferSchaus.com

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

ABOUT OUR SPEAKER: Jennifer Schaus - # of Years In GOV CON: 20 - Education: BA - Towson University, - Leadership Certificate - Cornell University, - Leadership Certificate - UC Berkeley

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

GSA SCHEDULE – Do I Qualify?

Wednesday, May 9, 2018

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

GSA SCHEDULE – Do I Qualify?

Agenda: * What Is A GSA Sched * Benefits * Litmus Test * The Proposal (Admin, Tech, Pricing) * Conclusions

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES – 2018 - WASHINGTON DC www.JenniferSchaus.com

What Is a GSA Schedule?

Marketing tool ONLY; Contract vehicle – ONE Of MANY; NOT Required!; Mechanism to sell to the govt (and others); 5-20 Year Contract; MAS / FSS; 99% based on (LOWEST) pricing

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

Benefits of a GSA Schedule:

Simplifies acquisition for government; Access to coveted GSA E-Buy RFP & RFQ invitations; Shows you are serious/vetted; Limits competition

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

Requirements: Like any RFP …..

Meeting Requirements DOES NOT Equate to “Recommended” Status!

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

Is the GSA Schedule in my “best interest”?

Do my customers purchase from this vehicle and prefer it?

Will I have enough margin / be profitable?

Can I meet (preferably exceed) the sales requirements?

GSA SCHEDULES ARE BASED ON YOUR LOWEST PRICE THEY ARE NOT REQUIRED TO DO BUSINESS WITH THE GOVERNMENT ONE OF MANY CONTRACT VEHICLES

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES – 2018 - WASHINGTON DC www.JenniferSchaus.com

GSA Schedule Litmus Test: #1 - Requirements

Do I meet and exceed PRE and POST award requirements?

# 2 - Marketing / Market Size / Opportunity

#3 - Profitability & ROI

Do my customers purchase Are my rates competitive? from the GSA Schedule?

What will my margins be?

Build It & They Will Come Low margins = high volume VS Customer Demand / Preference

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

Procurement / Competition Types Set-Aside - 11.5%

GSA Schedule - 5.5% Simplified Acquisition - 16%

A GSA Schedule is ONE of MANY ways the Government purchases

GSA Schedule - 5.5% Simplified Acquisition - 16%

Full & Open - 67%

Full & Open - 67%

Set-Aside - 11.5%

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

GSA Schedule – Do I Qualify?

THE PROPOSAL Administrative Technical Pricing

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

GSA Schedule – Do I Qualify?

ADMINISTRATIVE: 2 (full years) of financials; Solid Revenues; Preferably no losses; FTE (Successfully pass GSA learning modules)

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

GSA Schedule – Do I Qualify?

TECHNICAL: 6 (happy) Customers; 2 Substantial & Current Projects (3 for IT); Copies of contract / SOW.

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

GSA Schedule – Do I Qualify?

PRICING: CPL – Market Rates; Invoice Justification; Proposed Pricing Fair & Reasonable; Disclose internal pricing discounts & policies (MFC); Competitive.

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

calc.gsa.gov:

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

GSA CSP – Comml Sales Practice:

(3)

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.)

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

GSA Rates (Post Award): Commercial Rate MFC Disclosure

$100

$95

GSA Award Rate

GSA Bid Rate

$90

$88

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

GSA Schedule – Do I Qualify?

SUGGESTED: Dedicated Sales Rep (not waiting for GSA Award or GSA E-Buy RFP’s, but actively selling NOW!)

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

Develop Business, Relationships, Increase Revenue, Conduct Analysis THEN decide YES/NO on GSA

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

GSA Schedule – Do I Qualify?

POST AWARD: * .75% IFF * $25k / annual GSA sales quota * GSA rates - ceiling * PRC (GSA rates to be your lowest) * Other Reporting / Compliance

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

GSA Schedule – Do I Qualify?

CONCLUSION:

Qualifying does not equate to a recommendation for pursuing the GSA Schedule!!!

Make a business decision based on FACTS.

THANK YOU FOR ATTENDING!!

WWW.JENNIFERSCHAUS.COM

QUESTIONS? CONTACT Jennifer Schaus at 2 0 2 – 3 6 5 – 0 5 9 8 and jschaus@JenniferSchaus.com

SERVICES FOR US FEDERAL CONTRACTORS

OFFICE: 2 0 2 – 3 6 5 – 0 5 9 8