Government Contracting - GSA Overview with LeechTishman - Jennifer Schaus

Doing Business With The US Government Strategies for Being A Successful Government Contractor September 19, 2014

Understanding The GSA Schedule Jennifer L. Schaus Washington, DC +1–202–365–0598 19 September 2014

Jennifer L. Schaus 20 Yrs Gov Con Experience Washington DC Based Product & Service Customers GSA Schedule & Other Gov Con Services

Agenda: Facts Requirements Terms / Conditions Process & Timing Advantages Disadvantages Conclusions

GSA Schedule - FACTS 5 Year Contract Vehicle Marketing Tool ONLY 3 Five Year Renewable Periods = 20 Yrs 39 Schedules Segmented by Product & Service MAS – Multiple Award Schedule – 20k Vendors Terms / Conditions Emphasis is on PRICE PRICE PRICE

Requirements 2 Full Years Balance Sheet / Income Statement Relevant Past Performance Invoices for EVERY item/service you are providing Offer GSA lowest pricing $25/year in GSA Sales

Terms / Conditions Pre-Award Offer GSA equal to or better than MFC $ Post-Award Price Reduction Clause Meet $25k/annual revenue Pay GSA .75% IFF Fee 2 CAV’s – Audits per 5 Years Limits on price increase

Process & Timing Administrative, Technical & Pricing = Proposal Multiple Documents, Reports & Disclosures Required 1 – 3 Months Proposal Prep 4 – 18 Months Wait for GSA 1 – 3 Months Clarifications, Negotiations, FPR, Award

Advantages Shows you are “worthy” serious competitor Opens up new buying channels (state, local, int’l) Limit or exclude competition Dedicated RFP’s - GSA E-Buy Marketing Tool – GSA Advantage Decrease paperwork for the CO

Disadvantages 10% of Federal Purchases One of many contract vehicles No Guarantees Lowest Price – Price Ceiling Price Limitations - Margins Sales Quota – Repercussions IFF Reporting, Audits – Back Office

Conclusions Not for everyone Know who your customer is & HOW they purchase Build It & They Will Come = High Risk Measure ROI before jumping in – Price & Margins Find partners on Schedule Asset or Liability

Thank You! Jennifer L. Schaus 1717 Pennsylvania Ave, NW #1025 Washington, DC 20006

+1–202–365–0598 JSchaus@JenniferSchaus.com http://www.JenniferSchaus.com