Jennifer Schaus & Associates SERVICES FOR US FEDERAL GOVERNMENT CONTRACTORS
WEBINAR WEDNESDAYS – 2018 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 Our 2018 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
REMINDERS: All webinars are complimentary. All webinars are recorded. They are found on our website and on YouTube. Please send your questions to the speaker directly. Thank you for participating.
Our Upcoming Events: Tuesday, JAN 15 – 2019 CLASS:
Strategies For Teaming, Partnering & Sub-Contracting https://www.eventbrite.com/e/strategies-for-teaming-partnering-sub-contracting-tickets-51163654869
Tuesday, JAN 29 – 2019 CLASS:
Introduction to GSA Schedules https://clients.virginiasbdc.org/workshop.aspx?ekey=140380091\
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, 8a Cert, Contract Admin & more!; 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: Towson University, BA - Business Leadership Certs – Cornell and UC Berkeley
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule – Mastering The GSA Schedule Proposal Wednesday, December 19, 2018
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Mastering The GSA Schedule Proposal • GSA Schedule Basics • Administrative – Technical – Pricing Sections • Best Practices • Conclusions
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Mastering The GSA Schedule Proposal • GSA Schedule Basics
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Mastering The GSA Schedule Proposal • GSA Schedule Basics • Contract Vehicle – one of MANY – (MAS – FSS) • Marketing Tool ONLY • Not Required • Comes with T/C’s
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Mastering The GSA Schedule Proposal • GSA Schedule Basics • 5 Yr Contract w 3 Renewal Periods (20 Yrs) • $25k Sales Quota • 99% Based on your lowest prices
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Mastering The GSA Schedule Proposal • GSA Schedule Basics • Vendor “short list” • Allows the govt to buy direct via “Amazon” type page • GSAadvantage.gov
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Mastering The GSA Schedule Proposal • GSA Schedule Basics • Requires compliant proposal to GSA • Requires price negotiation with GSA for approval • Price Analysis #1: Internal – Discounts, Concessions, Rebates • Price Analysis #2: External - Other GSA Vendors
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Mastering The GSA Schedule Proposal Administrative – Technical - Pricing
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Mastering The GSA Schedule Proposal Administrative Financials Other Schedules / Rejections / Pending Readiness Assessment Pathway To Success
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Mastering The GSA Schedule Proposal Technical Corp Experience Quality Control Past Performance Project (2 or 3 for IT); Open Ratings
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Mastering The GSA Schedule Proposal Pricing Identify MFC & Internal Discount Policies/Procedures/Practices Price Proposal “Equal To” or “Better Than” MFC Pricing Invoice Justification
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Mastering The GSA Schedule Proposal Best Practices
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Mastering The GSA Schedule Proposal • Read the solicitation • Ensure your customer uses the GSA Schedule • Check competitor rates BEFORE pursuing • Know how big the market is for your solution under the GSA Schedule
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Mastering The GSA Schedule Proposal Procurement Types Simplified Acquistion
Sole Source
Set-Aside; 10.3; 12.12%
GSA Schedule or GWAC
Full & Open Competition
Set-Aside
Simplified Acquistion; 18.6; 21.88%
Sole Source; 5.1; 6.00%
Full & Open Competition; 38.2; 44.94%
GSA Schedule or GWAC; 12.8; 15.06%
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Mastering The GSA Schedule Proposal IF YES, Then…. • Ensure your documents are not expired • Review for content and quality • Leave wiggle room for price negotiations
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Mastering The GSA Schedule Proposal Conclusions
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Mastering The GSA Schedule Proposal Conclusions • Not for everyone – Do your homework! • Price Matters • GSA Rates are only ceilings! • Ensure you meet or preferable exceed the requirements
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