2. Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
Hello@JenniferSchaus.com 202-365-0598
About JSchaus & Associates
Washington DC Based
Professional services for product โ service โ software firms
^ Proposal Writing
^ GSA Schedule Support
^ Marketing & BD Support (Capture)
3. Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
Hello@JenniferSchaus.com 202-365-0598
About JSchaus & Associates
600+ Complimentary webinars on Federal Cntracting
Please visit our YouTube Channel
30+ Webinars on GSA SCHEDULES
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4. Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
Hello@JenniferSchaus.com 202-365-0598
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5. Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
Hello@JenniferSchaus.com 202-365-0598
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m/
6. Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
Hello@JenniferSchaus.com 202-365-0598
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9. 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
Whatโs Next??
Conclusions
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
13. 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
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
14. 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
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
15. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Basics
Open and rolling RFP / Solicitation
Found on SAM.gov (like any other solicitation)
All GSA Schedules have been CONSOLIDATED into ONE Multiple Award Schedule (MAS)
Differentiators are SINS โ Special Item Numbers
Mostly correspond to NAICS
North American Industry Classification System
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
16. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Basics
SIN Examples:
54151S = IT Professional Services (formerly 132-51 from GSA Schedule 70)
611430 = Professional Services โ Training (formerly 874-4; 874-8; 899-3)
541611 = General Management - (formerly 874-1; 874-6; 874-7)
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
17. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Basics
Can be used by all of Federal Government; Quasi Govt; Some S/L/Ed
Simplifies the acquisition process
Based on lowest price โ MAIN FOCUS IS PRICE!!
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
18. 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
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
20. 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
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
22. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Process
Homework / Market research
How do your prices compare?
Products: GSAadvantage.gov
Services: buy.gsa.gov
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
26. 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
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
27. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Process
Map out:
Time-line
Compliance Matrix
Quality Control
Submission
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
34. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Technical
- Corporate Narrative
- Quality Control
- 3 CPARs or REFERENCES โ replaces Open Ratings (3-5)
- Questionnaire completed by customer
- Project Narratives with SOW/Contract โ mapped to SIN
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
35. 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
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
36. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Technical
SERVICES
HR Plan for OT and Compensation
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
38. 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
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
39. 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 buy.gsa.gov)
Commercial Sales Practice (CSP-1)
Fair & Reasonable Statement
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
40. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
CSP โ Commercial Sales Practices
Disclose: Internal Pricing Policies and STANDARD Discounts
Frequency, Why, When, How Much, Who (Customer Name or Category)
Narrative for NON-STANDARD (explanation why)
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
41. 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
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
42. 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
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
43. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
GSA will conduct 2 litmus test
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
44. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
1 - Internal Pricing Discounts
See previous slides
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
45. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
2 - External Pricing / Other GSA Schedule Holders
Reference: buy.gsa.gov
Ensure (IN ADVANCE) that your rates are comparable
Used in negotiations
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
46. 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
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
47. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
GSA rate is $100
GSA Schedule Purchase
$95
Non GSA Schedule Purchase
$100 or higher
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
49. 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: 6-8 weeks
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
50. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
Submit via E-Offer
1 Day
Suggest QC Review โ 2 Days
TOTAL: 2-5 Days
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
51. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
SF527 โ Financial Request
Bank reference form
TOTAL: 2 weeks
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
52. 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
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
53. 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
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
54. 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
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
56. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
Post Award
Register in SIP โ Price List and T/Cโs (GSA migrating to new system)
GSA E-Buy โ RFP Notifications
GSA Sales Reporting (FAS.gsa.gov)
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
58. Hello@JenniferSchaus.com 202-365-0598
Post Award โ Whatโs Next?
Continue to use data to MARKET & SELL your solution!
Repeat, & Refine!
GRIT!
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
59. Hello@JenniferSchaus.com 202-365-0598
Post Award โ Whatโs Next?
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
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
60. Hello@JenniferSchaus.com 202-365-0598
Post Award โ Whatโs Next?
Continuous touch to pipeline
Back office compliance
GSA initiated Mods โ MAS MODS
Vendor initiated Mods
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
61. Hello@JenniferSchaus.com 202-365-0598
Post Award โ Whatโs Next?
Continue to use data to MARKET & SELL your solution!
Repeat, & Refine!
GRIT!
Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next
62. Hello@JenniferSchaus.com 202-365-0598
THANK YOU
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Procurement Training
GSA Schedule:
Requirements, Proposal Preparation & Whatโs Next