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 - Economic Price Adjustments (EPA) Wednesday, December 5, 2018
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule – Economic Price Adjustment (EPA) • GSA Schedule Basics • GSA Pricing & Price Increases • Best Practices • Conclusions
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule – Economic Price Adjustment (EPA) • GSA Schedule Basics
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule – Economic Price Adjustment (EPA) • 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
GSA Schedule – Economic Price Adjustment (EPA) • 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
GSA Schedule – Economic Price Adjustment (EPA) • 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
GSA Schedule – Economic Price Adjustment (EPA) • 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
GSA Schedule – Economic Price Adjustment (EPA) • GSA Schedule Basics • Pricing is either based on •
• MARKET RATES COMMERCIAL PRICE LIST
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule – Economic Price Adjustment (EPA) • Pricing & Price Increases
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule – Economic Price Adjustment (EPA) Pricing & Price Increases Commercial Rates
Market Rates
• Set established rates • Published • Increase at 12 month intervals
• Fluctuating rates based on the market • Non-published • Sometimes based on what the customer can pay
EPA = Clause 552.216.70
EPA = Clause 969
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule – Economic Price Adjustment (EPA) Pricing & Price Increases Commercial Rates
Market Rates
GSA Rates will require a manual increase every 12 months based on increases in your commercial prices.
GSA Rates are built out for 5 or more years. Automatic increase. Increase based on Dpt of Labor Table 5.
Negotiate each year with GSA CO.
Pre-negotiated with GSA based on Table 5.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule – Economic Price Adjustment (EPA) Best Practices
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule – Economic Price Adjustment (EPA) Best Practices • If CPL, ensure you are modifying contract every 12 months. • If Market, ensure you are charging the new annual rates.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule – Economic Price Adjustment (EPA) Conclusions
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA Schedule – Economic Price Adjustment (EPA) Conclusions • •
Price Matters
Be sure to establish either CPL or Market Rates • Negotiate to get the best increases •
GSA Rates are only ceilings!
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