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Doing Business 
With The US Government 
Strategies for Being 
A Successful Government Contractor 
September 19, 2014
Understanding The GSA Schedule 
Jennifer L. Schaus 
Washington, DC 
+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8 
19 September 2014
Jennifer L. Schaus 
20 Yrs Gov Con Experience 
Washington DC Based 
Product & Service Customers 
GSA Schedule & Other Gov Con Services
Agenda: 
Facts 
Requirements 
Terms / Conditions 
Process & Timing 
Advantages 
Disadvantages 
Conclusions
GSA Schedule - FACTS 
5 Year Contract Vehicle 
Marketing Tool ONLY 
3 Five Year Renewable Periods = 20 Yrs 
39 Schedules Segmented by Product & Service 
MAS – Multiple Award Schedule – 20k Vendors 
Terms / Conditions 
Emphasis is on PRICE PRICE PRICE
Requirements 
2 Full Years Balance Sheet / Income Statement 
Relevant Past Performance 
Invoices for EVERY item/service you are providing 
Offer GSA lowest pricing 
$25/year in GSA Sales
Terms / Conditions 
Pre-Award 
Offer GSA equal to or better than MFC $ 
Post-Award 
Price Reduction Clause 
Meet $25k/annual revenue 
Pay GSA .75% IFF Fee 
2 CAV’s – Audits per 5 Years 
Limits on price increase
Process & Timing 
Administrative, Technical & Pricing = Proposal 
Multiple Documents, Reports & Disclosures Required 
1 – 3 Months Proposal Prep 
4 – 18 Months Wait for GSA 
1 – 3 Months Clarifications, Negotiations, FPR, Award
Advantages 
Shows you are “worthy” serious competitor 
Opens up new buying channels (state, local, int’l) 
Limit or exclude competition 
Dedicated RFP’s - GSA E-Buy 
Marketing Tool – GSA Advantage 
Decrease paperwork for the CO
Disadvantages 
10% of Federal Purchases 
One of many contract vehicles 
No Guarantees 
Lowest Price – Price Ceiling 
Price Limitations - Margins 
Sales Quota – Repercussions 
IFF Reporting, Audits – Back Office
Conclusions 
Not for everyone 
Know who your customer is & HOW they purchase 
Build It & They Will Come = High Risk 
Measure ROI before jumping in – Price & Margins 
Find partners on Schedule 
Asset or Liability
Thank You! 
Jennifer L. Schaus 
1717 Pennsylvania Ave, NW #1025 
Washington, DC 20006 
+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8 
JSchaus@JenniferSchaus.com 
http://www.JenniferSchaus.com

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FED GOV CON - Strategies for Government Contractors - GSA SCHEDULE BASICS

  • 1. Doing Business With The US Government Strategies for Being A Successful Government Contractor September 19, 2014
  • 2. Understanding The GSA Schedule Jennifer L. Schaus Washington, DC + 1 – 2 0 2 – 3 6 5 – 0 5 9 8 19 September 2014
  • 3. Jennifer L. Schaus 20 Yrs Gov Con Experience Washington DC Based Product & Service Customers GSA Schedule & Other Gov Con Services
  • 4. Agenda: Facts Requirements Terms / Conditions Process & Timing Advantages Disadvantages Conclusions
  • 5. GSA Schedule - FACTS 5 Year Contract Vehicle Marketing Tool ONLY 3 Five Year Renewable Periods = 20 Yrs 39 Schedules Segmented by Product & Service MAS – Multiple Award Schedule – 20k Vendors Terms / Conditions Emphasis is on PRICE PRICE PRICE
  • 6. Requirements 2 Full Years Balance Sheet / Income Statement Relevant Past Performance Invoices for EVERY item/service you are providing Offer GSA lowest pricing $25/year in GSA Sales
  • 7. Terms / Conditions Pre-Award Offer GSA equal to or better than MFC $ Post-Award Price Reduction Clause Meet $25k/annual revenue Pay GSA .75% IFF Fee 2 CAV’s – Audits per 5 Years Limits on price increase
  • 8. Process & Timing Administrative, Technical & Pricing = Proposal Multiple Documents, Reports & Disclosures Required 1 – 3 Months Proposal Prep 4 – 18 Months Wait for GSA 1 – 3 Months Clarifications, Negotiations, FPR, Award
  • 9. Advantages Shows you are “worthy” serious competitor Opens up new buying channels (state, local, int’l) Limit or exclude competition Dedicated RFP’s - GSA E-Buy Marketing Tool – GSA Advantage Decrease paperwork for the CO
  • 10. Disadvantages 10% of Federal Purchases One of many contract vehicles No Guarantees Lowest Price – Price Ceiling Price Limitations - Margins Sales Quota – Repercussions IFF Reporting, Audits – Back Office
  • 11. Conclusions Not for everyone Know who your customer is & HOW they purchase Build It & They Will Come = High Risk Measure ROI before jumping in – Price & Margins Find partners on Schedule Asset or Liability
  • 12. Thank You! Jennifer L. Schaus 1717 Pennsylvania Ave, NW #1025 Washington, DC 20006 + 1 – 2 0 2 – 3 6 5 – 0 5 9 8 JSchaus@JenniferSchaus.com http://www.JenniferSchaus.com