Jennifer Schaus & Associates lays out the basics of The GSA Schedule, a federal contract vehicle used by federal agencies to procure goods and services at pre-negotiated set rates (or price ceilings).
Visit or contact Jennifer Schaus at 202-365-0598 or jschaus@jenniferschaus.com
2. ๏ผ Full training calendar: virginiaptac.org & useful links
๏ผ Register for free counseling: https://virginiaptac.org/services/counseling/
๏ผ Your โone stopโ shop for Government Contracting assistance
๏ผ Reach us at ptac@gmu.edu or 703-277-7750
This procurement technical assistance center is funded in part through a cooperative agreement with the Defense Logistics Agency.
3. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
About J Schaus & Associates
Washington DC Based
Professional services for product โ service โ software firms
Proposal writing โ GSA Sched โ SBA 8(a) Cert - Contract Admin
400+ complimentary webinars on federal contracting โ website & YouTube
4. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
500+ COMPLIMENTARY WEBINARS
https://www.youtube.com/user/Schausjennifer/feed
5. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
Save The Date / Register Now
COMPLIMENTARY WEBINAR SERIES
2009 โ 2019 - Tactical & Strategies & Basics
https://www.jenniferschaus.com/webinars
2020 - The FAR
https://www.jenniferschaus.com/far-dfars
2021 - The DFARS
https://www.jenniferschaus.com/far-dfars
6. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
Save The Date / Register Now
COMPLIMENTARY WEBINAR SERIES
2022 โ FAR Supplements
https://www.jenniferschaus.com/far-supplements
2022 โ Agency / Department Playbooks
https://www.jenniferschaus.com/federal-playbooks
7. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
Agenda
GSA Overview
GSA Schedule - The Basics
GSA Schedule โ The Process
GSA Schedule โ The Proposal Components
GSA Schedule โ The Time Lines
GSA Schedule โ Post Award Best Practices
8. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Overview
9. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Overview
GSA - General Services Administration
Non-appropriated agency
PBS & Contracts
Public websites โ SAM etc
10. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Basics
11. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Basics
Contract Vehicle
Marketing Tool
NOT Required
Ticket to the dance โ still need a partner
Used 10-15% of the time in federal purchases
12. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Basics
20,000 Vendors
60% or more have ZERO Sales (through Schedule)
Primarily based on your lowest prices
Price restrictions post award
13. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Basics
Can be used by all of Federal Government
Simplifies the acquisition process
Based on lowest price
14. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
WHAT IS IN IT FOR YOU??
Limit or eliminate competition
Shows you are series/credible/respect โ been vetted
Additional marketing exposure
RFP โscoopโ
15. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Process
16. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Process
Homework / Market research
Who is your customer?
How do they purchase (your specific services/product)?
GSA vs. other vehicle
18. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Process
Homework / Market research
How do your prices compare?
Products: GSAadvantage.gov
Services: calc.gsa.gov
22. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Process
Homework
Meet or exceed solicitation qualifications / basic requirements
(Open RFP โ with updates/refreshes)
Green light does not mean automatically a good fit
23. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Process
Map out:
Time-line
Compliance Matrix
Quality Control
Submission
24. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
25. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Administrative
Technical
Pricing
26. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Administrative
27. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Administrative
- Last 2 Years Balance Sheet & Income Statement
(Follow-up GSA SF527 โ Bank Reference)
- Readiness Assessment (vsc.gsa.gov)
- Pathway To Success (vsc.gsa.gov)
28. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Administrative
- SAM record (current โ AND - with correct NAICS)
- TAX ID & UNIQUE ID
- Authorized Negotiator
- Note on previous, current, rejected, cancelled Scheds
29. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Technical
30. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Technical
- Corporate Narrative
- Quality Control
- Listed References โ replaces Open Ratings (3-5)
- Project Narratives with SOW/Contract
31. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Technical
PRODUCTS
Letter Of Supply (if non-mfg)
TAA (Trade Agreement Acts)
Ability One
32. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Technical
SERVICES
HR Plan for OT and Compensation
33. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
34. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
When government purchases from you via GSA SCHEDULE
they know โฆ..
> your company has been vetted / past performance
> your prices have been pre-negotiated
> prices are your โlowestโ
> prices are competitive with other vendors on the GSA Sched
35. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
Labor Category Matrix โ or โ Product Listing
Price List โ Comml or Market Rates โ and EPA
Back-Up Documentation: (invoice justification)
Price Proposal
Competitive Analysis (gsaadvantage.gov or calc.gsa.gov)
Commercial Sales Practice (CSP-1)
Fair & Reasonable Statement
36. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
CSP โ Commercial Sales Practices
Most important GSA Form / Document in submission
Disclose: Internal Pricing Policies and STANDARD Discounts
Frequency, Why, When, How Much, Who (Customer Name or Category)
Narrative for NON-STANDARD (explanation why)
37. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
Standard Discounts
Part of normal practice
10% to non-profits
Non-Standard Discounts
One time spot discounts
Does not comprise a large portion
of your revenue
Other invoices indicating not part
of standard practice
38. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
GSA will want equal to โ OR โ better than your Most Favored Customer
STANDARD DISCOUNTS
39. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
GSA will conduct 2 litmus test
40. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
1 - Internal Pricing Discounts
See previous slides
41. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
2 - External Pricing / Other GSA Schedule Holders
Reference: calc.gsa.gov
Ensure (IN ADVANCE) that your rates are comparable
Used in negotiations
42. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
Post-Award
GSA Rates are a CEILING / NOT TO EXCEED
Through your Sched โ Discounts Encouraged
Outside of Sched โ Cannot go below
43. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
GSA rate is $100
GSA Schedule Purchase
GSA rate or lower
$95
Non GSA Schedule Purchase
GSA rate or highter
$100 or higher
44. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
45. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
Proposal Prep
Administration โ 1 -2 weeks
Technical โ 1 โ 2 weeks
Pricing โ 2-3 weeks
QC Review and corrections โ 1 -2 weeks
TOTAL: 1-2 months
46. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
Submit via E-Offer
Unlock with Digital Cert
1 Day
Suggest QC Review โ 1 week
TOTAL: 1 week
47. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
SF527 โ Financial Request
Bank reference form
TOTAL: 2 weeks
48. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
Clarifications
Questions from GSA โ can be 2-3 rounds or just 1
TOTAL: 2 weeks โ 2 months
49. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
Negotiations
Counter offers & counter to the counter - can be 2-3 rounds or just 1
TOTAL: 2 weeks โ 1 months
50. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
FPR โ Final Proposal Revision
GSA letter recapping T/Cโs
TOTAL: 1 day to 1 week
51. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
Award
52. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
Post Award
Register in SIP โ Price List
GSA E-Buy โ RFP Notifications
GSA Sales Reporting
53. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
Post Award โ Best Practices
54. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
Post Award โ Best Practices
GSA logo on
Website โ link to GSAadvantage price list
Auto-Signature
Cap Statement
Marketing materials
Business card
Press Release โ and / or - post on social media / newsletter
55. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
Post Award โ Best Practices
Continuous touch to pipeline
Back office compliance
GSA initiated Mods
Vendor initiated Mods
56. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
Post Award โ Best Practices
The most important best practice is the
UPFRONT HOMEWORK
57. GSA Schedule Whatโs In It For You?
Hello@JenniferSchaus.com 202-365-0598
THANK YOU
Please type in your questions in the
dialogue box โ lower right corner.
Questions are anonymous