GovCon: Strategies and Trends for Winning Today

“Government Contracting Conference Strategies & Trends For Winning Today”

Hosted By: Holland & Knight LLP Tampa, FLORIDA APRIL 6, 2017

Winning With A GSA Schedule Presented By:

Jennifer Schaus Jschaus & Assoc.

Washington DC 202–365–0598 http://www.JenniferSchaus.com

AGENDA: Basics Of The GSA Schedule Overview Requirements The Proposal Best Practices Conclusions

Winning With A GSA Schedule – April 2017

GSA Schedule OVERVIEW

Winning With A GSA Schedule – April 2017 GSA Schedule - OVERVIEW •Contract Vehicle / Marketing Tool •MAS / FSS •5 Yrs w 3 Option Periods = 20 Yrs •Focus = Lowest PRICE •Terms & Conditions •$25k Sales Quota •.75% IFF Quarterly Fee

Winning With A GSA Schedule – April 2017 GSA Schedule OVERVIEW •Approx 39 GSA Scheds •SINS = Special Item Numbers •Segmented by Product/Service •Open RFP process •Past Performance Required •Pricing Disclosures / Invoices

Winning With A GSA Schedule – April 2017 GSA Schedule OVERVIEW •Facilitates the purchasing process •Can be used by State / Local / Quasi Govt •Status Symbol – shows you are serious about selling to the Govt.

Winning With A GSA Schedule – April 2017 GSA Schedule REQUIREMENTS 2 FULL Years – Financials Invoice for EVERY Item/Service 2 Project Experiences •3 for IT 6 Customers – Open Ratings

Winning With A GSA Schedule – April 2017

GSA Schedule – THE PROPOSAL

Winning With A GSA Schedule – April 2017 GSA Schedule PROPOSAL •

Read the Solicitation (time sensitive) •

•

Ensure you meet requirements • Pre-Award • Post-Award Prepare a compliant proposal 1. Administrative 2. Technical 3. Pricing

Winning With A GSA Schedule – April 2017 GSA Schedule – ADMINISTRATIVE

Winning With A GSA Schedule – April 2017 GSA Schedule ADMINISTRATIVE •

Pathway To Success – time sensitive

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SAM Registration – current & NAICS

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Other Schedules, Rejections, Pending • •

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Financials

Sub-K Plan (Large Biz Only)

Readiness Assessment – time sensitive

Winning With A GSA Schedule – April 2017 GSA Schedule - TECHNICAL

Winning With A GSA Schedule – April 2017 GSA Schedule TECHNICAL •

Corp Narrative

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Quality Control

• Project Experiences (2-3 Per SIN) – time sensitive •

Open Ratings Report – time sensitive

Winning With A GSA Schedule – April 2017

GSA Schedule – PRICING

Winning With A GSA Schedule – April 2017 GSA Schedule PRICING • •

Price List – fully burdened CSP1 – sales practice disclosure

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Labor Category Description •

Invoice Justification

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HR Plan – Comp & OT •

SCA – if applic.

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Price Proposal

Winning With A GSA Schedule – April 2017 GSA Schedule PRICING •

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Products:

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TAA Compliance

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Letter of Supply Ability One / UNICOR

Winning With A GSA Schedule – April 2017 GSA Schedule PRICING How Does GSA Determine / Negotiate Your Rates?

Vendor Discloses: * Comml Prices * Discounting Policies & Practices (CSP) * Most Favored Customer (MFC) GSA Reviews: * Vendors internal policies/pricing; * Other Vendors On Schedule REFERENCE: calc.gsa.gov

Winning With A GSA Schedule – April 2017 GSA Schedule – NEXT STEPS

Winning With A GSA Schedule – April 2017 GSA Schedule NEXT STEPS

Secure Digital Certificate Submit Offer via GSA E-Offer.gov Respond Promptly to GSA Correspondence Welcome Letter Negotiations Final Proposal Revision Award

Winning With A GSA Schedule – April 2017 GSA Schedule – BEST PRACTICES

Winning With A GSA Schedule – April 2017 GSA Schedule – BEST PRACTICES ADMINISTRATION GSA Advantage – Price List GSA E Library – T/C’s GSA E-Buy – RFP’s 72A.GSA.gov – IFF Reporting / Payment *** TDR – Transactional Data Reporting On-Going: Modifications Audits Renewals

Winning With A GSA Schedule – April 2017 GSA Schedule – BEST PRACTICES

MARKETING Website – GSA Logo & Price List Business Cards – Sched # Email Auto-Signature Capability Statement

Winning With A GSA Schedule – April 2017 GSA Schedule – BEST PRACTICES

BUSINESS DEVELOPMENT Partnering w other Sched Holders Data mining in GSA E-Buy Lead with Sched, capabilities & setasides.

Winning With A GSA Schedule – April 2017 GSA Schedule – CONCLUSIONS

Winning With A GSA Schedule – April 2017 GSA Schedule CONCLUSIONS • •

Not for everyone

Do you meet requirements •

•

Asset or Liability

Is there ROI for your business • •

Lower Margins Customer preference

THANK YOU! Ms. Jennifer L. Schaus Washington DC +1- 202–365– 0598 Jschaus@JenniferSchaus.com

Our Services Include: * GSA Schedules * SBA 8a Certification * Proposal Writing * Federal Sales * Capability Statements