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.
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
Best Practices for GSA Proposals – Professional Services Wednesday, August 1, 2018
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal – Professional Services • What Is A GSA Schedule • Components of the Proposal • Best Practices • Conclusions
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal – Professional Services • What Is A GSA Schedule
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal – Professional Services • What Is A GSA Schedule • 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
GSA Schedule Proposal – Professional Services • What Is A GSA Schedule • 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
GSA Schedule Proposal – Professional Services • What Is A GSA Schedule • 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
GSA Schedule Proposal – Professional Services • What Is A GSA Schedule • 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
GSA Schedule Proposal – Professional Services • Components Of The Proposal
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal - Professional Services Components Of The Proposal • Administrative • Technical • Pricing
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal - Professional Services Components Of The Proposal • Administrative • SAM registration • Financials • Previous &/or other Scheds, Rejections, etc
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal - Professional Services Components Of The Proposal • • • •
Technical Corp Narrative
Quality Control Narrative
Past Performance (Contracts relevant to the SIN) • Open Ratings Survey – 6 happy customers
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal - Professional Services Components Of The Proposal •
•
Pricing • LCAT Descriptions • Internal (CSP) & External (calc.gsa.gov) • Invoices for ea/ LCAT SCA, if required (non-professional titles) – Table 5 DoL BLS • Price Proposal
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal – Professional Services • CSP – Commercial 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__X__ NO_____. (See definition of "concession" and "discount" in 552.212-70.)
Does your proposal offer GSA the best price?
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal – Professional Services • CSP – Commercial Sales Practice
(4) (a) Based on your written discounting policies (standard commercial sales practices in the event you do not have written discounting policies), provide information as requested for each SIN (or group of SINs for which the information is the same) in accordance with the instructions at Figure 515.2, which is provided in this solicitation for your convenience. The information should be provided in the chart below or in an equivalent format developed by the offeror. Rows should be added to accommodate as many customers as required. COLUMN 1 CUSTOMER
COLUMN 2 DISCOUNT
COLUMN 3 QUANTITY/VOLUME
COLUMN 4 FOB TERM
COLUMN 5 CONCESSIONS
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal – Professional Services • CSP – Commercial Sales Practice (b) Do any deviations from your written policies or standard commercial sales practices disclosed in the above chart ever result in better discounts (lower prices) or concessions than indicated? YES ____ NO__X___. If YES, explain deviations in accordance with the instructions at Figure 515.4-2, which is provided in this solicitation for your convenience.
Do you ever offer additional (non standard) discounts?
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal – Professional Services Calc.gsa.gov – Conduct market research / competitive analysis
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal – Professional Services Price Proposal (Sample) SIN
JOB TITLE
MIN ED
132 Program Bachelors -51 Manager Degree
MIN YRS EXP
5
RESPONSIBILITIES
COMMERCIAL PRICE
MFC CUSTOMER (NAME OR CATEGORY)
MFC % DISCO
Provides & Local 5.00% $ program $ 100.00 StateGovt management
MFCP RICE
95.00
GSA PROPOSED GSA PROPOSED PRICE (w/o IFF) GSA PROPOSED *FORMULA PRICE (w/ IFF) DO *FORMULA % DISCO DO NOT NOT INSERT IN INSERT IN THIS CELL THIS CELL
6.00%
$
94.00
$
94.71
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal – Professional Services Important Note
GSA Schedule rates are a price ceiling or “not to exceed rate”. POST AWARD: As you bid for work through your GSA Schedule, you will typically offer rates lower than your GSA rate
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal – Professional Services • Best Practices
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal – Professional Services • Best Practices • Analyze the market/customer prior to pursuing the Sched • Fill pipeline w GSA Sched opps • Try to steer non-GSA opps to GSA • Do not rely on GSA E-Buy RFP’s as your only opps • Partner w those on the Sched
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal – Professional Services Best Practices • Regarding Pricing – Consider Level I, II, III to provide various price bands to be strategic and give your company flexibility when bidding for opportunities PM I - $78 PM II - $85 PM III - $97 •
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal – Professional Services • Conclusions
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule Proposal – Professional Services • Conclusions • Not for everyone • Ensure your pricing is competitive PRIOR to pursuing (CALC.GSA.GOV) • Lower margins = higher volume needed • Higher volume equates to having a full pipeline BEFORE pursuing the GSA Schedule.
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