Jennifer Schaus & Associates GOV CON WEBINAR SERIES - 2017
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - 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 - 2017 - 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 - 2017 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT JENNIFER SCHAUS: -
Over 20 years in federal contracting; -
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Began career with D&B; Industry speaker and author;
Board Member: GovLish; NCMA; and NMIA.
Volunteer Mentor &/or Instructor: VA PTAP; MD PTAC; CBP / VBOC; Capitol Post; 1776; Eastern Foundry, WIT; WDCEP and the Towson University Incubator.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
GSA SCHEDULE The Pricing Section Thursday, October 5, 2017
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - 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 pricing
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - 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 - 2017 - WASHINGTON DC
#1 - Requirements
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GSA Schedule Litmus Test:
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 - 2017 - WASHINGTON DC
www.JenniferSchaus.com
Procurement / Competition Types
GSA Schedule 5.5% Set-Aside - 11.5%
Simplified Acquisition - 16%
A GSA Schedule is ONE of MANY ways the Government purchases Full & Open - 67%
GSA Schedule - 5.5%
Simplified Acquisition - 16%
Full & Open - 67%
Set-Aside - 11.5%
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule - THE PRICING SECTION
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule - THE PRICING SECTION GSA’s Goals: 1 – Obtain your lowest prices; (CSP) 2 – Obtain rates competitive with others on the GSA Sched; (calc.gsa.gov)
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule - THE PRICING SECTION Your GSA Schedule Rates are a PRICE CEILING or NOT TO EXCEED RATE
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule - THE PRICING SECTION As you compete for work through your GSA Schedule, you will bid lower than your GSA Rates.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule - THE PRICING SECTION
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__X__ NO_____. (See definition of “concession” and “discount” in 552.212-70.)
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule - THE PRICING SECTION Narrative CPL or Market Prices EPA Price Proposal – fully burdened/loaded rates
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule - THE PRICING SECTION Invoice Justification Labor Categories or Product Sheets Comparative Pricing (calc.gsa.gov or GSAadvantage.gov)
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule - THE PRICING SECTION EULA (software) CSP-1 / Chart Approved Price List (70) SCA (services) TAA, Ability One, LoS (products)
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule - THE PRICING SECTION Estimated Time: 1 week – 1 Month
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule - THE PRICING SECTION Estimated Cost: Just your time!
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule - THE PRICING SECTION Best Practices: Ensure you are competitive w others on the Sched
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule - THE PRICING SECTION Common Errors: Pricing formula errors Not competitive Unclear cross-walk or invoice justification
Jennifer Schaus & Associates
GOV CON WEBINAR SERIES - 2017
QUESTIONS? CONTACT OUR SPEAKER Jennifer Schaus AT 2 0 2 – 3 6 5 – 0 5 9 8 AND AT Jschaus@JenniferSchaus.com
THANK YOU FOR ATTENDING!!
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