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GSA Schedules - Requirements & Strategies For Success

Jennifer Schaus and FedMine / GovSpend presented a webinar on GSA Schedules - Requirements and Strategies For Success. Get the recording here: https://youtu.be/JE5CH5t0OGY?si=jxTbOd4JuPtV_Qh4

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GovSpend Copyright 2023
GSA Schedules - Requirements &
Strategies for Success
October 19, 2023
Agenda
● Introductions
● Presentation
● Q&A – Please use the chat feature to ask question
GovSpend Copyright 2023
About Us
GovSpend's vision is to be the leading trusted source of data, analytics, and insight for
organizations buying and selling in the public sector marketplace.
By integration 18 datasets, our Federal solution (Fedmine) enables better decisions,
cultivates collaboration, and builds a greater sense of community in the government
procurement ecosystem.
Our SLED solution provides relevant intelligence using spending, contract, contact and bid
data directly from thousands of State, Local and Educational agencies.
Our new module, Meeting Intelligence, uses AI to transcribe thousands of agency meetings
to deliver insights directly to your inbox.
GovSpend Copyright 2023
Fedmine
Founded 2004, Fedmine is a
federal market intelligence
software company that
aggregates data from 18
federal data-sets into ONE
platform – allowing reporting &
analysis not previously possible.
In 2021, Fedmine became part
of GovSpend to provide the
best Solution in the
procurement space.
GovSpend Copyright 2023
Our Speakers
GovSpend Copyright 2023
Jennifer Schaus
Principal
Jennifer Schaus & Associates
Archisha Mehan
Head of Federal, Public Sector
GovSpend+Fedmine
An Overview of the GSA Spend
Focused on Multiple Award Schedule (MAS) awards
• 24 schedules were consolidated into one schedule
• Contract awards transition of various schedules
• DoD contracts have 90-day delay, so expect FY 23 numbers to
increase
Data as of October 17, 2023
GovSpend Copyright 2023

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GSA Schedules - Requirements & Strategies For Success

  • 1. GovSpend Copyright 2023 GSA Schedules - Requirements & Strategies for Success October 19, 2023
  • 2. Agenda ● Introductions ● Presentation ● Q&A – Please use the chat feature to ask question GovSpend Copyright 2023
  • 3. About Us GovSpend's vision is to be the leading trusted source of data, analytics, and insight for organizations buying and selling in the public sector marketplace. By integration 18 datasets, our Federal solution (Fedmine) enables better decisions, cultivates collaboration, and builds a greater sense of community in the government procurement ecosystem. Our SLED solution provides relevant intelligence using spending, contract, contact and bid data directly from thousands of State, Local and Educational agencies. Our new module, Meeting Intelligence, uses AI to transcribe thousands of agency meetings to deliver insights directly to your inbox. GovSpend Copyright 2023
  • 4. Fedmine Founded 2004, Fedmine is a federal market intelligence software company that aggregates data from 18 federal data-sets into ONE platform – allowing reporting & analysis not previously possible. In 2021, Fedmine became part of GovSpend to provide the best Solution in the procurement space. GovSpend Copyright 2023
  • 5. Our Speakers GovSpend Copyright 2023 Jennifer Schaus Principal Jennifer Schaus & Associates Archisha Mehan Head of Federal, Public Sector GovSpend+Fedmine
  • 6. An Overview of the GSA Spend Focused on Multiple Award Schedule (MAS) awards • 24 schedules were consolidated into one schedule • Contract awards transition of various schedules • DoD contracts have 90-day delay, so expect FY 23 numbers to increase Data as of October 17, 2023 GovSpend Copyright 2023
  • 7. MAS Schedule Awards – Trends GovSpend Copyright 2023 • Increase in dollars obligated • As a percent of total contracts awarded increased to 3% in FY 23
  • 8. MAS Schedule Awards – Top Agencies GovSpend Copyright 2023
  • 9. MAS Schedule Awards – Top NAICS GovSpend Copyright 2023
  • 10. MAS Schedule Awards – Top GSA Schedules – FY 23 GovSpend Copyright 2023
  • 11. MAS Schedule Awards – Small Business & Set Asides FY 23 GovSpend Copyright 2023
  • 12. MAS Schedule Awards – FY 23 GovSpend Copyright 2023
  • 13. MAS Schedule Awards – Expiring Contracts GovSpend Copyright 2023 $20.75M in awards expiring in the next 12 months
  • 14. GovSpend Copyright 2023 Contact Information Archisha Mehan Head of Public Sector, Federal GovSpend amehan@govspend.com https://www.linkedin.com/in/archisham/ T: 240-476-4850 For our upcoming webinars please visit https://www.fedmine.us/upcoming-webinars
  • 15. GovSpend Copyright 2023 GovSpend Educational Webinar Series Our Upcoming Webinars include: • November 14th, 2023 at 12 noon Eastern Time: Critical Changes for Small Businesses with Maria Panichelli, Partner, McCarter & English. Register here • January 24th, 2024 at 12 noon Eastern Time: REAs, Claims, and CDA Claims Litigation: A Primer with Maria Panichelli, Partner, McCarter & English. Register here • March 12th, 2024 at 12 noon Eastern Time: Key Concepts in Federal SubContracting with Maria Panichelli, Partner, McCarter & English. Register here
  • 16. T H A N K Y O U
  • 17. GSA Schedules: Requirements & Strategies For Success October 19, 2023 J Schaus & Associates – Washington DC hello@JenniferSchaus.com
  • 18. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com Agenda
  • 19. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com AGENDA  Background – About Us  GSA Overview  Proposal Requirements  Strategies & Tactics  Conclusions
  • 20. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com Background – About Us
  • 21. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com BACKGROUND – ABOUT US  Washington DC based  20+ Years in federal contract consulting  Clients: Product, Service, Software firms  Clients: Established businesses  Market analysis, contract vehicles, BD/marketing  YouTube = 600+ GovCon Videos (complimentary) https://www.youtube.com/@jenniferschaus/videos
  • 22. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com GSA Overview
  • 23. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com GSA OVERVIEW  Non-appropriated agency  PBS (Public Building Service)  Schedules Program/s  Websites (SAM.gov, FPDS, USASpending, etc)
  • 24. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com GSA OVERVIEW  GSA Schedule = Marketing Tool = Contract Vehicle (not required)  MAS = Multiple Award Schedule 18-20K Vendors listed  Segmented by SIN, Special Item Number Roughly 300+ SINs  Past Performance, Invoice Justification, Lowest Price
  • 25. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com GSA OVERVIEW  One of many options for the government  Used by all feds, can be used by some SLED market, quasi, etc.  Used ONLY about 10-15% of the time in federal purchases - billions of dollars  Still competition and proposal writing post GSA award
  • 26. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com GSA OVERVIEW  Initial 5 year contract, 3 five year renewable periods (20 Years total)  $25K per year – GSA sales requirement  .75% IFF (Industrial Funding Fee) on GSA sales  GSA Rates are a price ceiling / not to exceed rates  60% of Vendors = 0 Sales!
  • 27. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com Proposal Requirements
  • 28. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com PROPOSAL REQUIREMENTS  GSA’s Primary Proposal Goals:  Secure “better than or equal to” your MFC, (Most Favored Customer / lowest standard price)  Ensure you have done this work in the past (satisfied customers)  Ensure financial stability of the firm
  • 29. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com PROPOSAL REQUIREMENTS  Vendor Disclosures Required:  Financials  Past Performance (narrative & references)  Invoices
  • 30. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com PROPOSAL REQUIREMENTS  Proposal Sections:  Administrative  Technical  Pricing
  • 31. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com PROPOSAL REQUIREMENTS  Administrative Section  Financials  Readiness Assessment & Pathway To Success  Authorized Negotiator  SAM record
  • 32. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com PROPOSAL REQUIREMENTS  Technical Section  Corporate Narrative  Quality Control  Past Performance per SIN (Narrative, Copy of Contract)  References (CPARs or listed references)
  • 33. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com PROPOSAL REQUIREMENTS  Pricing Section  Price List – Published or Market Rates  Invoice Justification (per line item / current)  Price Proposal Template  EPA (Economic Price Adjustment)
  • 34. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com PROPOSAL REQUIREMENTS  Pricing Section - Continued  Commercial / Market Rates  Standard Discounts (part of daily practice)  Non-Standard Discounts (one off and not a large portion of your business revenue)
  • 35. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com PROPOSAL REQUIREMENTS  Pricing Section – Continued  GSA conducts 2 litmus tests:  #1: Compares your GSA Proposed Rates to your Standard Discounts  #2: Compares your GSA Proposed Rates to other GSA vendors
  • 36. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com PROPOSAL REQUIREMENTS  Proposal Submitted To GSA  Price Negotiations – additional discounts Prompt payment, volume, quantity, etc.  Awarded rates are price ceiling / not to exceed  End result is low prices, lower margins
  • 37. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com PROPOSAL REQUIREMENTS  Pricing Considerations  Past performance as a sub = lower rates  Build out levels for each LCAT (professional services companies)  Increase rates and wait to get on Schedule
  • 38. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com Strategies & Tactics
  • 39. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com STRATEGIES & TACTICS  Due diligence / homework / research  Preferred contract vehicle for your customer/s?  Can you guide your customer here?  Pricing within MAS & SIN competitive?
  • 40. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com STRATEGIES & TACTICS  Contract vehicles limit competition  Smaller set of eyes seeing the solicitation  Same strategy, smaller playing field: If you are first seeing the solicitation on SAM.gov or GSA E-Buy, you are TOO LATE to the game!
  • 41. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com STRATEGIES & TACTICS  Not the only contract vehicle in town!  Navy - Seaport-E  NASA - SEWP  DHS - Eagle  DISA – Encore II  STATE Dpt - Evolve  What is your prospect / client preferred vehicle?  Where are you most competitive?
  • 42. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com STRATEGIES & TACTICS  Marketing (should be done upfront!!!)  GSA logo on website  Link to GSAadvantage  Business cards  Capability statement  Auto-signature  Ensure compliant / current / prices updated
  • 43. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com STRATEGIES & TACTICS  No silver bullet  Research before deciding Go / No Go  Gather intelligence: Data AND Conversations (Buy.GSA.gov – GSAAdvantage.gov)  Be proactive, not reactive  Relationships matter! Shake some hands!
  • 44. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com Conclusions
  • 45. OCTOBER 19, 2023 - GSA Schedules: Requirements & Strategies For Success – hello@JenniferSchaus.com CONCLUSIONS  Schedule is not for everyone  Meet requirements does not equal pursue!!!  Proposal Requirements – meet or exceed  Game for experienced companies with relationships  Cost of doing business (sales, reporting, compliance, modifications, etc)
  • 46. Thank You For Attending! GSA Schedules: Requirements & Strategies For Success October 19, 2023 J Schaus & Associates – Washington DC hello@JenniferSchaus.com