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  • 1. GSA – The Meat & Potatoes of it All September 12, 2013
  • 2. GSA – The Menu / Today’s Agenda * GSA Schedule Overview * What it is / What it is NOT * Do I need it? ROI Determination * Current State * Conclusions & Next Steps
  • 3. GSA Schedule - Overview -
  • 4. GSA Schedule - Overview * One of MANY Contract Vehicles; * GSA = 39 Different Schedules; * Multiple SINs under ea/ Sched; * 5 Yr Contract – w Renewals = 20 Yr Contract; * $25k Sales Quota; * .75% IFF (Industrial Funding Fee) Q payment.
  • 5. GSA Schedule - Overview * Pricing is MAIN factor; * Seek to obtain “better than” or “equal to” your MFC (Most Favored Customer Pricing); * GSA Price = Price Ceiling ONLY; * Customers encouraged to ask for deeper discounts
  • 6. GSA – What it is / What it is NOT
  • 7. GSA – What it is / What it is NOT * NOT For Everyone !!! * ONLY 7–10% of Federal Purchases * ONLY a Marketing / Sales Tool * Sales Quota - $25k / yr * 60% of the 20k Sched Holders = 0
  • 8. GSA – What it is / What it is NOT * IFF Reporting * GSA Audits * Contract Administration * BoA Pricing Implications Post Award * NO Sales Guarantee – Mktng Tool ONLY !!!
  • 9. GSA – What it is / What it is NOT Comml Price MFC/BoA Price GSA Price $100 $95 $90 - 5% - 10% POST AWARD Comml Price MFC/BoA Price GSA Price $100 $85 ?? - 15% -15% or more
  • 10. GSA – What it is / What it is NOT * Feather in your cap – Ticket to the dance; * Shows you are “SERIOUS” – Competitive Advantage; * Minimizes paperwork for the CO; * Dedicated GSA E-Buy RFP’s; * GSA Advantage Listing; * SM Biz SIN Set-Aside; * State & Local & Quasi.
  • 11. GSA – Do I Need It? ROI Determination
  • 12. GSA – Do I Need It? ROI Determination What is the Investment ??? Time & Money Time = 1 - 4 mo. to prepare proposal; = 6 - 16 mo. for GSA to review; = 1 – 2 mo. for Negotiations, FPR, Award Money = Approx $200 for Digital Certificate = Approx $200 for Open Ratings Rpt. = Sales Person = Contract Admin & Rpting = Consultant or In-House
  • 13. GSA – Do I Need It? ROI Determination Questions to Ask ??? * Have I read the Solicitation? * Do I REALLY know what I am signing up for? * Do I have 3-4 prospects who will purchase from me via the Sched? * Can I easily EXCEED the GSA Sales Quota? * Will I be able to maintain a COMPLIANT contract?
  • 14. GSA – Do I Need It? ROI Determination Questions to Ask ??? * Are my competitors on Sched? * How much revenue potential is avail for me? Break down by similar size, industry, set-asides, etc. * Do I meet the requirements? * Do I know HOW to use the Sched? * Will GSA prices allow me margin?
  • 15. GSA – Do I Need It? ROI Determination What is the Cost of Having a GSA Schedule VS What is the Cost of NOT Having a GSA Schedule? What Opportunities Are YOU Missing? Do the Math FIRST – Then, Make a Business Decision
  • 16. GSA – Current State
  • 17. GSA – Current State * GSA – Inundated & Overloaded – Rejections at ALL time High! * Priority = Current Schedule Holders Notice: The GSA Multiple Award Schedule (MAS) program has recently experienced a tremendous increase in new offers. Due to the large number of new offers currently in process, it could take up to 12 months before your offer is evaluated. * OASIS – New Schedule * FSSI – Federal Strategic Sourcing Initiative GSA’s Small Biz Hunger Games “Clear Winners & LOSERS” stated Political Appointee Joe Jordan.
  • 18. GSA – Conclusions & Next Steps
  • 19. GSA – Conclusions & Next Steps * Feather in your Cap – BUT you still need to hunt! * NOT for Everyone – Do your homework/research! * Understand the Responsibilities * Make this a Business Decision with a Strategic B2G Business Plan
  • 20. GSA – Conclusions & Next Steps * Research SSQ.GSA.gov & FPDS.gov * Take the GSA Readiness Assessment & Pathway to Success; * Talk to your prospects – ask HOW they purchase; * Understand Time Frames & Time Investment * Download & read the Solicitation; * Devise a plan to project manage completing the proposal.
  • 21. GSA Schedules – THANK YOU! Jennifer Schaus http://JenniferSchaus.com Marketing@JenniferSchaus.com + 1 – 2 0 2 – 3 6 5 – 0 5 9 8 Washington, DC