GSA Schedule: What's In It For You
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GSA Schedule: What's In It For You
- 1. GSA Schedule: What’s In It For You? June 7, 2022
- 2. Full training calendar: virginiaptac.org & useful links Register for free counseling: https://virginiaptac.org/services/counseling/ Your “one stop” shop for Government Contracting assistance 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 What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 About J Schaus & Associates Washington DC Based Professional services for product – service – software firms Proposal writing – GSA Sched – SBA 8(a) Cert - Contract Admin 400+ complimentary webinars on federal contracting – website & YouTube
- 4. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 500+ COMPLIMENTARY WEBINARS https://www.youtube.com/user/Schausjennifer/feed
- 5. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 Save The Date / Register Now COMPLIMENTARY WEBINAR SERIES 2009 – 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 What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 Save The Date / Register Now COMPLIMENTARY WEBINAR SERIES 2022 – FAR Supplements https://www.jenniferschaus.com/far-supplements 2022 – Agency / Department Playbooks https://www.jenniferschaus.com/federal-playbooks
- 7. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 Agenda GSA Overview GSA Schedule - The Basics GSA Schedule – The Process GSA Schedule – The Proposal Components GSA Schedule – The Time Lines GSA Schedule – Post Award Best Practices
- 8. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Overview
- 9. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Overview GSA - General Services Administration Non-appropriated agency PBS & Contracts Public websites – SAM etc
- 10. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule Basics
- 11. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule Basics Contract Vehicle Marketing Tool NOT Required Ticket to the dance – still need a partner Used 10-15% of the time in federal purchases
- 12. GSA Schedule What’s 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 What’s 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 What’s 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 – been vetted Additional marketing exposure RFP “scoop”
- 15. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Process
- 16. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Process Homework / Market research Who is your customer? How do they purchase (your specific services/product)? GSA vs. other vehicle
- 17. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598
- 18. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Process Homework / Market research How do your prices compare? Products: GSAadvantage.gov Services: https://buy.gsa.gov/pricing/
- 19. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598
- 20. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598
- 21. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598
- 22. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Process Homework Meet or exceed solicitation qualifications / basic requirements (Open RFP – with updates/refreshes) Green light does not mean automatically a good fit
- 23. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Process Map out: Time-line Compliance Matrix Quality Control Submission
- 24. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components
- 25. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Administrative Technical Pricing
- 26. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Administrative
- 27. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Administrative - Last 2 Years Balance Sheet & Income Statement (Follow-up GSA SF527 – Bank Reference) - Readiness Assessment (vsc.gsa.gov) - Pathway To Success (vsc.gsa.gov)
- 28. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Administrative - SAM record (current – AND - with correct NAICS) - TAX ID & UNIQUE ID - Authorized Negotiator - Note on previous, current, rejected, cancelled Scheds
- 29. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Technical
- 30. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Technical - Corporate Narrative - Quality Control - Listed References – replaces Open Ratings (3-5) - Project Narratives with SOW/Contract
- 31. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Technical PRODUCTS Letter Of Supply (if non-mfg) TAA (Trade Agreement Acts) Ability One / UNICOR
- 32. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Technical SERVICES HR Plan for OT and Compensation
- 33. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Pricing
- 34. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Pricing 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
- 35. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Pricing Labor Category Matrix – or – Product Listing Price List – Comml or Market Rates – and EPA Back-Up Documentation: (invoice justification) Price Proposal Competitive Analysis (gsaadvantage.gov or buy.gsa.gov/pricing Commercial Sales Practice (CSP-1) Fair & Reasonable Statement
- 36. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Pricing CSP – 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 What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – 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 What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Pricing GSA will want equal to – OR – better than your Most Favored Customer STANDARD DISCOUNTS
- 39. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Pricing GSA will conduct 2 litmus test
- 40. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Pricing 1 - Internal Pricing Discounts See previous slides
- 41. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Pricing 2 - External Pricing / Other GSA Schedule Holders Reference: https://buy.gsa.gov/pricing/ Ensure (IN ADVANCE) that your rates are comparable Used in negotiations
- 42. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Proposal Components Pricing Post-Award GSA Rates are a CEILING / NOT TO EXCEED Through your Sched – Discounts Encouraged Outside of Sched – Cannot go below
- 43. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – 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 What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Time Lines
- 45. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Time Lines Proposal Prep Administration – 1 -2 weeks Technical – 1 – 2 weeks Pricing – 2-3 weeks QC Review and corrections – 1 -2 weeks TOTAL: 1-2 months
- 46. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Time Lines Submit via E-Offer Unlock with Digital Cert 1 Day Suggest QC Review – 1 week TOTAL: 1 week
- 47. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Time Lines SF527 – Financial Request Bank reference form TOTAL: 2 weeks
- 48. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Time Lines Clarifications Questions from GSA – can be 2-3 rounds or just 1 TOTAL: 2 weeks – 2 months
- 49. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Time Lines Negotiations Counter offers & counter to the counter - can be 2-3 rounds or just 1 TOTAL: 2 weeks – 1 months
- 50. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Time Lines FPR – Final Proposal Revision GSA letter recapping T/C’s TOTAL: 1 day to 1 week
- 51. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Time Lines Award
- 52. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 GSA Schedule – The Time Lines Post Award Register in SIP – Price List GSA E-Buy – RFP Notifications GSA Sales Reporting
- 53. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 Post Award – Best Practices
- 54. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 Post Award – Best Practices GSA logo on Website – link to GSAadvantage price list Auto-Signature Cap Statement Marketing materials Business card Press Release – and / or - post on social media / newsletter
- 55. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 Post Award – Best Practices Continuous touch to pipeline Back office compliance GSA initiated Mods Vendor initiated Mods
- 56. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 Post Award – Best Practices The most important best practice is the UPFRONT HOMEWORK
- 57. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598 THANK YOU Please type in your questions in the dialogue box – lower right corner. Questions are anonymous
- 58. GSA Schedule What’s In It For You? Hello@JenniferSchaus.com 202-365-0598