GSA Schedules - Requirements And Reality

GSA Schedules:
Requirements & Reality
March 28, 2024
Jennifer Schaus
Washington DC
hello@JenniferSchaus.com

GSA Schedules: Requirements & Reality –
March, 2024
AGENDA
 Background
 GSA Basics – Who / What / Why
 GSA Advantages vs Disadvantages
 GSA Requirements
 GSA IRL (In Real Life!)
 Conclusions / Considerations
 Q&A
JSchaus - Washington DC - hello@JenniferSchaus.com

March, 2024
Background

March, 2024
Background
20+ Years in Federal Contracting
 Washington DC based
 Services For Those Selling TO Federal Contractors
 Digital Advertising: Webinars, Newsletters
 In Person: Events
 Services For Federal Contractors
 GSA Schedules & Other contract vehicles
 Marketing / Capture & Proposal Writing
 Back Office Compliance
 Resources: Webinars, Newsletter, Events
 660+ Complimentary YouTube GOV CON Videos
 YouTube: https://www.youtube.com/@jenniferschaus/videos

March, 2024
GSA Basics: Who / What / Why

March, 2024
General Services Administration
 WHO
 Non-Appropriated Agency
 Established 1949
 Manage other agencies
 WHAT
 GSA PBS - Public Building Services
 GSA FAS – Federal Acquisition Service
 MAS – Multiple Award Schedules Program
 TTS – Technology Transformation Services
 Websites: SAM.gov, USASpending.gov, FPDS.gov, etc

March, 2024
GSA FAS – Federal Acquisition Service
 MAS – Multiple Award Schedule
 A contract vehicle – Solicitation (RFP) with Refreshes (updates) – So
 18K Vendors & Billions of $$$
 Products, Services, Software – commercially available
 Can be used across ALL of FED GOV, plus quasi and some SLED market
 Vendor short-list
 NOT REQUIRED – MARKETING TOOL ONLY
 Segmented by Category / SubCategory - SIN (Special Item Number) – Ove
 WHY: Allows FED GOV to procure “easier” / direct
 Vetted on past performance, technical & price

March, 2024
GSA MAS – Multiple Award Schedule
 Initial 5 Year contract with 3 five year option periods = 20 Year C
 $100K Sales “Quota” (5 Yrs) and $125K Sales Quota (Option 5 Yrs) ($
 Highly focused on (LOWEST) Price
 Pre-Award pricing disclosures
 GSA Goal: “Secure equal to, or better than your MFC”
 GSA Rates are price ceiling – Not To Exceed
 Post-Award pricing discounts encouraged (limitations – outside o
 IFF – Industrial Funding Fee .75%
 Paid by client, to you, to GSA (quarterly/monthly - TDR)

March, 2024
 One of MANY Options the FED GOV has to purchase

March, 2024
One of MANY Contract Vehicles.
Departments & Agencies also have their OWN!!!
Navy - Seaport-E
NASA - SEWP
DHS – Eagle, PACTS
DISA – Encore II
STATE – Evolve
Research – Do Your Homework! What does your client p

March, 2024
GSA Advantages vs Disadvantages

March, 2024
GSA Schedule Holder - Advantages
 Status symbol
 Serious contender
 Indicates you have experience & understand federal contracti
 Shortens the procurement cycle
 RFP’s in select view (GSA E-Buy Portal)
 Less competition
 Supplement to the relationship

March, 2024
GSA Schedule Holder - Disadvantages
 More intense competition
 Price ceiling
 Bidding lower than GSA rates
 Without relationship, this is a piece of paper
 Back office compliance – Cost of doing business
 GSA Sales quota

March, 2024
GSA Requirements

March, 2024
GSA Requirements
GSA Schedule Requirements
(Standard) MAS Solicitation
 Sol# 47QSMD20R0001 - Refresh #19
 Find the solicitation documents on SAM.gov
GSA Start-Up Springboard
 For Tech Companies, Less than 2 Years Corp Experience
GSA FAST Lane
 For existing holders, Related to IT, Supply chain and DHA in
GSA OASIS, GSA Stars, GSA VETS, etc.

March, 2024
GSA Requirements
GSA Schedule Solicitation Requirements
Administrative
Technical
Pricing

March, 2024
GSA Requirements
GSA Schedule Requirements - ADMINISTRATIVE
Cover Letter
Financial Statements – Last 2 years (SF527 – Bank
Readiness Assessment
Pathway To Success

March, 2024
GSA Requirements
GSA Schedule Requirements - TECHNICAL
Corporate Narrative
Quality Control Narrative
Past Performance – vary per SIN
 SIN Narrative
 Copy of Contract / SOW
3 CPARS or References
3 Questionnaires

March, 2024
GSA Requirements
GSA Schedule Requirements - TECHNICAL
SERVICES Companies
HR Plan – Compensation & OT
SCA for labor, if eligible (See DoL website)
PRODUCT Companies
Letter Of Supply from the MFG
SOFTWARE Companies
EULA - End User License Agreement

March, 2024
GSA Requirements
GSA Schedule Requirements - PRICING
Price List
 Commercial or Market Rates
EPA – Economic Price Adjustment
 Economic Indicator for price increases
Price Justification
 Invoices / Quote Sheets / Proposals
PPT - Price Proposal Template
Fair & Reasonable Statement
CSP – Commercial Sales Practice
 Disclose pricing policies and discounts

March, 2024
GSA Requirements
GSA Schedule Requirements - PRICING
Pricing Review / GSA Conducts 2 Litmus Test
#1 - Internal Pricing Comparison
Standard vs. Non-Standard Discounts and Poli
#2 - External Pricing Comparison
Buy.GSA.gov - SERVICES
GSAadvantage.gov – PRODUCTS & SOFTWARE

March, 2024
GSA IRL (In Real Life)

March, 2024
GSA IRL (In Real Life!)
GSA Schedule Reality
60% of GSA Schedules Holders have
ZERO SALES
through their GSASchedule

March, 2024
GSA IRL (In Real Life!)
GSA Schedule Reality
Unrealistic expectations (from time frames to sal
No relationships in place
Build it & they will come
No understanding of federal contracting
No understanding of GSA T/C’s (pricing!)
Post-award pricing complexities
 Discounts encouraged through your GSA Schedule
 No lower rates allowed outside of GSA Schedule

March, 2024
Conclusions / Considerations

March, 2024
GSA Schedule Conclusions / Considerations
80/20 Rule
Relationships required!
Less competition, BUT more intense!
Works best for seasoned contractors
 Pricing methodology in place
 LCAT methodology in place
 Reverse engineer – ensure ROI – does your customer pr
Do you have data / intel to back up getting onto GSA
Just b/c you meet requirements, does not mean green l

March, 2024
Key Considerations BEFORE Getting Onto GSA:
 How big is the federal market for my solution - Overall?
 How much was purchased in the last 4 Fiscal Years via GSA for my so
 How much was purchased outside of GSA in the last 4 Fiscal Years?
 Set-Aside? With breakdown
 Simplified Acquisition?
 Other contract vehicles? With breakdown
 Have I read and do I understand the solicitation, T/C’s pre and post
 Do I meet and/or exceed all requirements?
 How many prospects/customers prefer to use GSA?
 How does my pricing compare to the GSA competition?

March, 2024
Thank YOU For Attending!
What Questions Do You Have?

GSA Schedules - Requirements And Reality

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