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; -
-
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
www.JenniferSchaus.com
IS THE GSA SCHEDULE RIGHT FOR ME? Friday, September 1, 2017
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
www.JenniferSchaus.com
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
GSA Schedule Litmus Test: # 1 - REQUIREMENTS Do I meet the PRE and POST award Requirements?
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule PRE-Award Requirements: Administrative: 2 years of financials; Technical: 2 Projects / Contracts per SIN (services) *3 for IT; 6 Customer references; Pricing: Fair & Reasonable; Best price offered to GSA; Price List – Invoice Justification; Competitive rates? RESOURCE: calc.gsa.gov
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule POST-Award Requirements: $25k per Year / per Sched sale quota – 63% have ZERO Sales; GSA Advantage – Price List; 72a IFF Reporting; TDR (if/when applicable); Monitor PRC; Audit – CAV; Modifications & Renewals; Proposals still need to be written.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Litmus Test: #2 - MARKETING / MARKET SIZE Do my customers purchase from the GSA Schedule? Build It And They Will Come VS Customer Demand
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 Litmus Test:
HOW Does The Government Purchase? It Depends • •
Sole Source;
IDIQ / Contract Vehicle – GSA, Navy Seaport-E, NASA SEWP, etc. •
Simplified Acquisition – under $150k; •
Set-Aside – under $350k;
•
Full & Open Competition; •
Micro-purchases •
Other
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Litmus Test: #3 - PROFITABILITY & ROI $$$$ Are my rates competitive? What will my margins be? Lower margins NEED High volume! (Services become commoditized & quality sacrificed)
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
calc.gsa.gov:
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Litmus Test: GSA Reviews Your Proposal - GSA Conducts Rate Analysis Commercial Rate: $200/hour MFC Rate: $198/hour Proposed Rate To GSA: $195/hour Average Competitor Rate (on GSA Sched): $129/hour
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Litmus Test: Proposed Rate To GSA: $195/hour Average Competitor Rate (on GSA Sched): $129/hour
X X X Resource: calc.gsa.gov
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Litmus Test: GSA Schedule - Rate Reality Check – Post Award Bidding
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule – Rate Reality Check – Post Award Bidding
102 100
Commercial Rate…..$100/hr
98
MFC Rate………………..$98/hr
96 94
GSA Approved Rate…$95/hr
92 90
GSA Bidding Rate……$92/hr
88 Commercial Rates
MFC Rates
GSA Approved Rates
GSA Bidding Rates
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule QUESTIONS For Perspective Vendors: * Do my customers/prospects purchase my product/service from the GSA Schedule? * How big is the GSA market for my product/service? * Are my rates competitive? * Is the GSA Schedule in my best interest – asset or liability? * Do I meet the requirements? * Do I understand the terms / conditions? * Will I achieve ROI?
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule RESOURCES For Perspective Vendors: Competitive Rate Analysis: calc.gsa.gov gsaAdvantage.gov (Hourly rates for labor categories – and product pricing)
Read the Solicitation: gsa.gov (Terms, conditions, proposal requirements)
Market Analysis: ssq.gsa.gov (How much was sold through the Sched & individual vendor results)
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule RESOURCES For Perspective Vendors: GSA Vendor Support Center gsa.vsc.gov GSA Pathway to Success GSA Readiness Assessment
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
Deciding to pursue the GSA Schedule should be a business decision based on factual information and analysis.
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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