The document announces a webinar on September 2nd titled "GSA Schedule: Is It The Right Tool?" hosted by Jennifer Schaus of J Schaus & Associates. The webinar will discuss why pricing matters for GSA Schedules, why they are used, and how to decide if pursuing a GSA Schedule is worthwhile. It will cover factors like market research on pricing, having a federal contracting pipeline, and ensuring adequate staffing and resources to manage a Schedule contract. While Schedules can benefit some companies, the webinar aims to help attendees determine if pursuing one aligns with their business needs and opportunities.

1. FED GOV CON
Webinar
Wednesdays
2020 Series
JSchaus & Associates
Washington DC
+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8

2. About Our Webinars:
- Every Wednesday;
- Complimentary;
- Recorded;
- YouTube & our Website;
- No Questions

3. The National Veteran Small Coalition
(NVSBC)
is the largest non-profit trade association
in the country representing veteran and
service-disabled veteran-owned small
business in the federal marketplace as
prime and subcontractors. NVSBC
provides networking, match-making,
coaching, and training opportunities for
members.
Please visit: www.nvsbc.org

4. About Us:
Professional Services for
Federal Contractors
- GSA Sched;
- SBA 8(a);
- Proposal Writing;
- Pricing;
- Contract Administration;
- Business Development

5. Advertise In Our Newsletter:
Reach 21,000+ Subscribers!
Includes Government &
Government Contractors
Hello@JenniferSchaus.com

6. About Our Speaker:
Jennifer Schaus
J Schaus & Associates
https://www.jenniferschaus.com/

7. GSA Schedule:
Is It The Right Tool?
Wednesday,
September 2, 2020

8. GSA Schedule: Is It The Right Tool?
AGENDA
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

9. GSA Schedule: Is It The Right Tool?
> Introduction
> Pricing: Why It Matters
> Why Used
> Making A Go/No Go Decision
> Concluding Remarks
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

10. GSA Schedule: Is It The Right Tool?
> Introduction
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

11. GSA Schedule: Is It The Right Tool?
General Services Administration
Non-Appropriated Agency
Self Funded
PBS – Public Building Services
Contract Vehicles
Websites / Data (FPDS, SAM, etc)
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

12. GSA Schedule: Is It The Right Tool?
Contract Vehicle
Marketing Tool
Not Required
Feather in the cap – Ticket to the dance
One of MANY options
Used 10-15% in Federal purchases
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

13. 2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

14. GSA Schedule: Is It The Right Tool?
Approx 18-20,000 Companies on Schedule
60% or more have ZERO sales through Schedule
Top 20% have 80% of the revenue
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

15. GSA Schedule: Is It The Right Tool?
WHY?
Aggressive GSA sales orgs
Did not do homework to understand customer & buying preference
“Build it & they will come” – failed strategy
No strategy
No reverse engineering
No pipeline
Unrealistic expectations
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

16. GSA Schedule: Is It The Right Tool?
Comes with terms & conditions [T/C’s]
Primarily based on pricing
Primarily based on lowest prices!
Must bring in $25k per year THROUGH your Sched
Remit to GSA the Industrial Funding Fee (IFF) .75%
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

17. GSA Schedule: Is It The Right Tool?
Pricing – Why It Matters
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

18. GSA Schedule: Is It The Right Tool?
1 - GSA seeks to obtain better than or equal to your MFC pricing
(Most Favored Customer)
lowest priced
2 - GSA will compare your proposed rates to the average GSA rates
calc.gsa.gov – SERVICES
gsaadvantage.gov - PRODUCTS
Public websites – do you homework FIRST
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

19. GSA Schedule: Is It The Right Tool?
When government purchases from you via GSA SCHEDULE
they know …..
> your company has been vetted / past performance
> your prices have been pre-negotiated
> prices are your “lowest”
> prices are competitive with other vendors on the GSA Sched
“FAIR AND REASONABLE”
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

20. GSA Schedule: Is It The Right Tool?
CSP – Commercial Sales Practices
GSA Form / Document
Publicly available
Disclose: Internal Pricing Policies and Discounts
Frequency, Why, When, How Much, Who (Customer Name or Category)
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

21. GSA Schedule: Is It The Right Tool?
Example 1:
If you always offer (STANDARD DISCOUNTS)
non-profits & associations a 10% discount
then….
Your GSA offering may be 11% - 12%
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

22. GSA Schedule: Is It The Right Tool?
Example 2:
If you offered a one-time / spot discount (NON-STANDARD DISCOUNTS)
to ABC Co. of 15%
then…
you can argue this was a one-time occurrence
and do not need to offer GSA the same discount
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

23. GSA Schedule: Is It The Right Tool?
Your GSA awarded rates are a
NOT TO EXCEED PRICE
PRICE CEILING
* WILL ALSO AFFECT YOUR COMML PRICES
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

24. GSA Schedule: Is It The Right Tool?
GSA will encourage you to offer discounts through your Schedule
LOW MARGINS
(Econ 101 – need heavy volume)
What’s in your pipeline??
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

25. GSA Schedule: Is It The Right Tool?
WITHIN your GSA Schedule – Offer discounts
OUTSIDE of your GSA Schedule - Cannot go below GSA rates!
RISK: Price Reduction Clause
WILL ALSO AFFECT YOUR COMML PRICES
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

26. GSA Schedule: Is It The Right Tool?
Why It Is Used
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

27. GSA Schedule: Is It The Right Tool?
Simplifies / reduces the paperwork for the CO
Company has been vetted
Company has relative Past Performance
Company is financially stable
Prices are set (pre-negotiated with GSA)
Certain thresholds $$$ do not required 3 bids – Direct Purchase
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

28. GSA Schedule: Is It The Right Tool?
Status symbol
Adds muscle to your marketing
Well known, well marketed by GSA
Easy to use
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

29. GSA Schedule: Is It The Right Tool?
Making A Go/No Go Decision
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

30. GSA Schedule: Is It The Right Tool?
Basic Checklist For Go/No Go Decision:
> 3 – 4 Years of Federal Government Contracting Experience
(prime, sub, 2nd tier sub)
> Pipeline of 3-4 opportunities (specific to GSA)
> Conducted market research on rates calc.gsa.gov
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

31. GSA Schedule: Is It The Right Tool?
Important To Note:
TIMING
6-12 months to get onto the Sched
Proposal prep, Clarifications, Negotiations
OPPORTUNTIES
GSA E-Buy Notifications
RFP opps for your offering
“Wired and worked” just like FBO / Beta.SAM – just smaller selection pool
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

32. GSA Schedule: Is It The Right Tool?
Important To Note:
FT HUMAN
Sales rep that knows your solution, govt and GSA
ADMINISTRATION / AUDITS
Reporting, monitoring pricing, paying IFF, etc.
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

33. GSA Schedule: Is It The Right Tool?
Concluding Remarks
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

34. GSA Schedule: Is It The Right Tool?
Not a silver bullet
Not for everyone
NOT REQUIRED!!!!
Marketing tool only
Do homework FIRST on pricing AND customer buying preference
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

35. GSA Schedule: Is It The Right Tool?
You can research / do homework to determine the ROI
It’s there or it’s NOT
If you don’t know – then you don’t know your customer!
DO YOUR HOMEWORK!
2020 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

36. THANK YOU!
JSchaus & Associates
Washington DC
hello@JenniferSchaus.com
www.JenniferSchaus.com
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