govcon: strategies and trends for winning today
TRANSCRIPT
“Government Contracting Conference Strategies & Trends For Winning Today”
Hosted By: Holland & Knight LLP
Tampa, FLORIDA
APRIL 6, 2017
Winning With A
GSA Schedule
Presented By:Jennifer Schaus
Jschaus & Assoc.Washington DC
2 0 2 – 3 6 5 – 0 5 9 8http://www.JenniferSchaus.com
AGENDA:
Basics Of The GSA Schedule
Overview
Requirements
The Proposal
Best Practices
Conclusions
GSA Schedule
OVERVIEW
Winning With A GSA Schedule – April 2017
GSA Schedule - OVERVIEW
•Contract Vehicle / Marketing Tool
•MAS / FSS
•5 Yrs w 3 Option Periods = 20 Yrs
•Focus = Lowest PRICE
•Terms & Conditions
•$25k Sales Quota
•.75% IFF Quarterly Fee
Winning With A GSA Schedule – April 2017
GSA Schedule OVERVIEW
•Approx 39 GSA Scheds •SINS = Special Item Numbers
•Segmented by Product/Service
•Open RFP process
•Past Performance Required
•Pricing Disclosures / Invoices
Winning With A GSA Schedule – April 2017
GSA Schedule OVERVIEW
•Facilitates the purchasing process
•Can be used by State / Local / Quasi Govt
•Status Symbol – shows you are serious about selling to the Govt.
Winning With A GSA Schedule – April 2017
GSA Schedule
REQUIREMENTS
2 FULL Years – Financials
Invoice for EVERY Item/Service
2 Project Experiences•3 for IT
6 Customers – Open Ratings
Winning With A GSA Schedule – April 2017
GSA Schedule – THE PROPOSAL
Winning With A GSA Schedule – April 2017
GSA Schedule PROPOSAL
• Read the Solicitation (time sensitive)
• Ensure you meet requirements• Pre-Award• Post-Award
• Prepare a compliant proposal1. Administrative
2. Technical3. Pricing
Winning With A GSA Schedule – April 2017
GSA Schedule – ADMINISTRATIVE
Winning With A GSA Schedule – April 2017
GSA Schedule ADMINISTRATIVE
• Pathway To Success – time sensitive
• SAM Registration – current & NAICS
• Other Schedules, Rejections, Pending
• Financials
• Sub-K Plan (Large Biz Only)
• Readiness Assessment – time sensitive
Winning With A GSA Schedule – April 2017
GSA Schedule - TECHNICAL
Winning With A GSA Schedule – April 2017
GSA Schedule TECHNICAL
• Corp Narrative
• Quality Control
• Project Experiences(2-3 Per SIN) – time sensitive
• Open Ratings Report – time sensitive
Winning With A GSA Schedule – April 2017
Winning With A GSA Schedule – April 2017
GSA Schedule – PRICING
GSA Schedule PRICING
• Price List – fully burdened
• CSP1 – sales practice disclosure
• Labor Category Description
• Invoice Justification
• HR Plan – Comp & OT
• SCA – if applic.
• Price Proposal
Winning With A GSA Schedule – April 2017
GSA Schedule PRICING
• Products:
• TAA Compliance
• Letter of Supply
• Ability One / UNICOR
Winning With A GSA Schedule – April 2017
GSA Schedule PRICING
How Does GSA Determine / Negotiate Your Rates?
Vendor Discloses: * Comml Prices* Discounting Policies & Practices (CSP)* Most Favored Customer (MFC)
GSA Reviews: * Vendors internal policies/pricing;* Other Vendors On Schedule
REFERENCE: calc.gsa.gov
Winning With A GSA Schedule – April 2017
GSA Schedule – NEXT STEPS
Winning With A GSA Schedule – April 2017
GSA Schedule NEXT STEPS
Secure Digital Certificate
Submit Offer via GSA E-Offer.gov
Respond Promptly to GSA Correspondence
Welcome Letter Negotiations
Final Proposal RevisionAward
Winning With A GSA Schedule – April 2017
GSA Schedule – BEST PRACTICES
Winning With A GSA Schedule – April 2017
GSA Schedule – BEST PRACTICES
ADMINISTRATION
GSA Advantage – Price ListGSA E Library – T/C’s
GSA E-Buy – RFP’s72A.GSA.gov – IFF Reporting / Payment
*** TDR – Transactional Data Reporting
On-Going:Modifications
AuditsRenewals
Winning With A GSA Schedule – April 2017
GSA Schedule – BEST PRACTICES
MARKETING
Website – GSA Logo & Price List
Business Cards – Sched #
Email Auto-Signature
Capability Statement
Winning With A GSA Schedule – April 2017
GSA Schedule – BEST PRACTICES
BUSINESS DEVELOPMENT
Partnering w other Sched Holders
Data mining in GSA E-Buy
Lead with Sched, capabilities & set-asides.
Winning With A GSA Schedule – April 2017
GSA Schedule – CONCLUSIONS
Winning With A GSA Schedule – April 2017
GSA Schedule CONCLUSIONS
• Not for everyone
• Do you meet requirements
• Asset or Liability
• Is there ROI for your business
• Lower Margins
• Customer preference
Winning With A GSA Schedule – April 2017
THANK YOU!
Ms. Jennifer L. Schaus Washington DC
+ 1 - 2 0 2 – 3 6 5 – 0 5 9 8 [email protected]
Our Services Include: * GSA Schedules
* SBA 8a Certification * Proposal Writing
* Federal Sales * Capability Statements