GSA Schedule Overview - VETERANS Task Force - Small Business Administration

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Jennifer Schaus presented to the VET (Veterans Entrepreneurial Task Force) at The Small Business Administration event on June 10 2014. Full audio & video avail at: https://docs.google.com/file/d/0B7C9jXcRT_edcVJvWXlUcE0tXzg/edit

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GSA Schedule Overview - VETERANS Task Force - Small Business Administration

  1. 1. GSA Schedule - Overview - 10 June 2014
  2. 2. 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.
  3. 3. 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
  4. 4. GSA – What it is / What it is NOT
  5. 5. 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
  6. 6. 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 !!!
  7. 7. 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.
  8. 8. GSA – Do I Need It? ROI Determination
  9. 9. 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?
  10. 10. 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?
  11. 11. GSA – Do I Need It? ROI Determination What is the Cost of NOT Having a GSA Schedule?
  12. 12. GSA – Conclusions & Next Steps
  13. 13. GSA – Conclusions & Next Steps * Feather in your Cap – BUT you still need to hunt! * Great way to facilitate the Procurement Process. JULY 10 or JULY 17 – GSA Overview & Requirements (Class & Networking) JULY 31 & AUG 1 = GSA Hands-On Workshop (2 Day Workshop)
  14. 14. 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

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