Jennifer Schaus presents a seminar on govt contracting and the GSA Schedule to EASTERN FOUNDRY, the DC areas incubator for govt contractors.

1. A to Z
GSA Schedules
11 December 2014

2. AGENDA:
Introductions
Geoff Orzam, Eastern Foundry
Jennifer Schaus, Schaus & Assoc.
Presentation
Q & A
A to Z - GSA Schedules
11 December 2014

3. Geoff Orzam, Eastern Foundry
•Founder/CEO, Eastern Foundry
GovCon Incubator
•McKinsey & Co.
•US Marine Corp
A to Z - GSA Schedules
11 December 2014

4. Jennifer Schaus, Schaus &
Associates
•Washington DC based
•20 Yrs Govt Contracting
•GSA Schedule Services
•Product/Service Clients
•Large & Small Businesses
A to Z - GSA Schedules
11 December 2014

5. GSA Schedule
OVERVIEW
A to Z - GSA Schedules
11 December 2014

6. 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
A to Z - GSA Schedules
11 December 2014

7. GSA Schedule OVERVIEW
•Approx 39 GSA Scheds
•Segmented by Product/Service
•Open RFP process
•Past Performance Required
•Pricing Disclosures / Invoices
A to Z - GSA Schedules
11 December 2014

8. 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.
A to Z - GSA Schedules
11 December 2014

9. GSA Schedule – I. PROPOSAL
A to Z - GSA Schedules
11 December 2014

10. 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
A to Z - GSA Schedules
11 December 2014

11. GSA Schedule – II. ADMINISTRATIVE
A to Z - GSA Schedules
11 December 2014

12. GSA Schedule ADMINISTRATIVE
• Pathway To Success – time
sensitive
• SAM Registration
• Other Schedules
• Financials
• Sub-K Plan (Large Biz Only)
• Readiness Assessment
A to Z - GSA Schedules
11 December 2014

13. GSA Schedule - III. TECHNICAL
A to Z - GSA Schedules
11 December 2014

14. GSA Schedule TECHNICAL
• Corp Narrative
• Quality Control
• Project Experiences
(2 Per SIN) – time sensitive
• Open Ratings Report – time
sensitive
A to Z - GSA Schedules
11 December 2014

15. A to Z - GSA Schedules
11 December 2014
GSA Schedule – IV. PRICING

16. GSA Schedule PRICING
• Price List – fully burdened
• CSP1
• Labor Category Description
• Invoice Justification – every item
• HR Plan – Comp & OT
• SCA – if applic.
• Price Proposal
A to Z - GSA Schedules
11 December 2014

17. GSA Schedule PRICING
• Products:
• TAA Compliance
• Letter of Supply
• Ability One
A to Z - GSA Schedules
11 December 2014

18. GSA Schedule PRICING
OF IMPORTANCE !!!
$10.00 widgets
$9.00 to MFC (Coca Cola)
$8.00 to GSA
GSA AWARD
$8.00 GSA NTE/Price Ceiling
$7.50 to MFC (Coca Cola or a new MFC)
YOU MUST NOTIFY GSA & REDUCE YOUR
GSA RATE BY THE SAME PERCENTAGE
A to Z - GSA Schedules
11 December 2014

19. GSA Schedule – V. NEXT STEPS
A to Z - GSA Schedules
11 December 2014

20. GSA Schedule NEXT STEPS
• Obtain Digital Certificate
• Make Proposal Submission via E-
Offer
• Ensure documents are ALL
current
A to Z - GSA Schedules
11 December 2014

21. GSA Schedule NEXT STEPS
Clarifications / Reject / Accept
• Satisfy questions and
clarifications via email
documentation
A to Z - GSA Schedules
11 December 2014

22. GSA Schedule NEXT STEPS
Price Negotiations
• Can be call or email
• GSA seeking deeper discounts,
prompt payment, volume/quantity
discounts
• BOA Customer Identified by GSA
Basis of Award
A to Z - GSA Schedules
11 December 2014

23. GSA Schedule NEXT STEPS
FPR
Final Proposal Revision
Outlines what occurred during Price
Negotiations including BOA
Document to be placed on co
letterhead, sign & date
A to Z - GSA Schedules
11 December 2014

24. GSA Schedule NEXT STEPS
Award Letter
GSA Schedule #
Award Dates
SF 30
A to Z - GSA Schedules
11 December 2014

25. GSA Schedule – VI. POST AWARD
A to Z - GSA Schedules
11 December 2014

26. GSA Schedule POST AWARD
1. GSA E-Buy Registration
RFP Notification
2. GSA Advantage
On-line Catalog of Approved Vendors
Items
3. GSA E-Library
On-line listing of Approved Vendors
Terms & Conditions
A to Z - GSA Schedules
11 December 2014

27. GSA Schedule POST AWARD
4. GSA 72A
Site for Paying IFF (.75%)
5. GSA CAV’s 2x
Customer Assisted Visits
6. Pricing Updates/Mods
If pricing is based on Comml Price
List
A to Z - GSA Schedules
11 December 2014

28. GSA Schedule POST AWARD
7. Renewals
8. Disclose any pricing changes in
accordance with the PRC and your
BOA Customer
9. Meet $25k Sales Quota!!!
A to Z - GSA Schedules
11 December 2014

29. GSA Schedule – VII. CONCLUSIONS
A to Z - GSA Schedules
11 December 2014

30. GSA Schedule CONCLUSIONS
• Not for everyone
• Do you meet requirements?
• Asset or Liability?
• Is there ROI for your business?
• Lower Margins
A to Z - GSA Schedules
11 December 2014

31. GSA Schedule CONCLUSIONS
• Back Office/Compliance
investment
• Monitor PRC – Price Reduction
Claus
• Proposals still need to be written
• Sales Rep to drive business
A to Z - GSA Schedules
11 December 2014

32. THANK YOU!
Jennifer Schaus
202-365-0598
jschaus@jenniferschaus.com
www.JenniferSchaus.com
A to Z - GSA Schedules
11 December 2014