GSA SCHEDULES Down & Dirty A TACTICAL GUIDE 25 APRIL 2017

GSA Schedules – 25 April 2017 Today’s Agenda …    

Today’s Agenda … Welcome !! Introductions * Intro - Attendees GSA Schedules – 25 April 2017 Today’s Agenda …     Welcome !! Introductions * Intro - Attendees * Intro - Jennifer Schaus * Presentation * Q & A

Introductions . . . Attendees Name Company Name Years In Business GSA Schedules – 25 April 2017 Introductions . . . Attendees Name Company Name Years In Business Industry – What do you sell/do? What Primes are you contracting with? What Agencies are you DIRECTLY contracting with?    

Introductions … Jennifer Schaus http://www.JenniferSchaus.com GSA Schedules – 25 April 2017 Introductions … Jennifer Schaus Washington DC Based (Downtown) 20 Yrs in Govt Contracting 10 Yrs in Business GSA & Fed Gov Contracts Consulting http://www.JenniferSchaus.com    

GSA Schedules – The Details GSA Schedules – 25 April 2017 GSA Schedules – The Details What Is It? Do I Qualify? Don’t Forget Basic First Steps The Proposal – ADMIN, TECH, PRICE Other Information Tips & Suggestions Process & Time Frames Questions?    

What Is the GSA Schedule? GSA Schedules – 25 April 2017 What Is the GSA Schedule?    

What Is the GSA Schedule? GSA Schedules – 25 April 2017 What Is the GSA Schedule? FSS – Federal Supply Schedule MAS – Multiple Award Schedule Many Awards IDIQ – Indefinite Delivery / Quantity Still Competition – NO Guarantee    

What Is the GSA Schedule? GSA Schedules – 25 April 2017 What Is the GSA Schedule? Marketing Tool ONLY – NOT Required Comes with Sales Quota - $25k / year Comes with IFF Fee - .75% of GSA Sales Comes with frequent GSA Audits Only 7-10% of Fed Purchases    

What Is the GSA Schedule? GSA Schedules – 25 April 2017 What Is the GSA Schedule? 5 year Contract w 3 five year renewal periods; Simplifies the process for CO; Gives a competitive advantage – status symbol; Eliminates other non-GSA firms from bidding; Has some set-aside SINs for small business.    

What Is the GSA Schedule? GSA Schedules – 25 April 2017 What Is the GSA Schedule? Approx 39 Schedules – 9 are VA Schedule (medical) Segmented by Service or Product NOT by Agency SINS = Special Item Numbers (further ID offering) SIN 874-1 = Consulting SIN 874-4 = Training SIN 874-7 = Prgm Support Services    

GSA Schedules – 25 April 2017 Do I Qualify?    

Do I Qualify? GSA Schedules – 25 April 2017 24 Months / 2 FULL Years of Balance & Sheet Income Statements; 6 Customer References for Open Ratings Report; Must use these POCs for SIN Justification Invoices to Justify All Items/Services; At least 3 invoices per Labor Category Contracts / SOW to Justify Services – Must be w/in last 2 years; 2 PER SIN 3 PER IT SIN – Sched 70 Must be relevant Must also use these POCs for Open Ratings    

Do I Qualify? GSA Schedules – 25 April 2017 Offer GSA Fair & Reasonable Pricing -- Better than or Equal to you best discounts -- Better than or Equal to Other Vendors on Sched Products must be from TAA Compliant Countries; Products must have a LoS from MFG.    

GSA Schedules – 25 April 2017 First & Foremost … !    

GSA Schedules – 25 April 2017 First & Foremost … ! Ensure you have selected the correct Schedule; Ensure you have selected the correct SIN #; Note the Refresh # !; Read the Solicitation. Again! Full List of Schedules: http://www.gsa.gov/portal/content/207509

GSA Schedules – 25 April 2017 Basic First Steps    

Basic First Steps – Part I GSA Schedules – April 25, 2017 Basic First Steps – Part I 1. Obtain D&B DUNS# www.DNB.com 2. Register in www.SAM.gov 3. Obtain Digital Certificate http://aces.orc.com/    

Basic First Steps – Part 2 GSA Schedules – 25 April 2017 Basic First Steps – Part 2 1. Complete GSA’s Pathway To Success https://gsafas.secure.force.com/MASTrainingHome 2. Complete GSA’s Readiness Assessment https://vsc.gsa.gov/RA/ReadinessAssessment.pdf    

Basic First Steps – Part 3 GSA Schedules – 25 April 2017     Basic First Steps – Part 3 1. Obtain Open Ratings Past Performance Evaluation https://www.supplierriskmanager.com/ppe-order/login.seam ** Must match your Project Descriptions Prepare Last 2 FULL Years Financial Statements (Recommend 3 Years)

GSA Schedules – 25 April 2017 The Proposal    

The Proposal Administrative - Technical - Pricing - GSA Schedules – 25 April 2017 The Proposal     Administrative - Technical - Pricing -

The Proposal - Administrative GSA Schedules – 25 April 2017 The Proposal - Administrative    

The Proposal - Administrative GSA Schedules – 25 April 2017 The Proposal - Administrative     Pathway To Success Readiness Assessment SAM Other Schedules, Pending Offers, Rejections Financials SubK- Plan when LARGE BIZ

The Proposal - Technical GSA Schedules – 25 April 2017 The Proposal - Technical    

The Proposal - Technical GSA Schedules – 25 April 2017 The Proposal - Technical     Corporate Narrative – 2 page Max Quality Control – 2 page Max Project Experience – 4 page Max Open Ratings PPE Report Open Ratings PPE Receipt (must match)

The Proposal - Technical GSA Schedules – 25 April 2017 The Proposal - Technical     Corporate Narrative – 2 page Max * Corp Experience * Size, Background * Accounting Controls * Marketing to Gov * Use of Sub-Contractors, if any

The Proposal - Technical GSA Schedules – 25 April 2017 The Proposal - Technical     Quality Control Narrative – 2 page Max * QC process * Individuals Involved * Use of Sub-contractors, if any * Problem resolution * Urgent matters * Multiple projects

The Proposal - Technical GSA Schedules – 25 April 2017 The Proposal - Technical     Project Experiences – 4 page Max *SERVICES ONLY Must include SOW / Copy of Contract Must be w/in last 2 years (to the month) or base year (12 months) completed Detailed info relevant to the SIN

GSA Schedules – 25 April 2017 The Proposal - Pricing    

The Proposal - Pricing Rates are fully burdened; GSA Schedules – 25 April 2017 The Proposal - Pricing     Rates are fully burdened; Ea Item proposed MUST have invoice justification; Commercial Price List w “Effective Date” Labor Category Descriptions – (services only)

The Proposal - Pricing Professional Comp Plan; (services only) GSA Schedules – 25 April 2015 The Proposal - Pricing     Professional Comp Plan; (services only) Overtime Comp Plan; (services only) SCA, if non-professional (DoL, Table 5); (services only) Marketing Plan & Fair/Reasonable Statement.

The Proposal - Pricing Letter Of Supply re/ TAA; (products only). GSA Schedules – 25 April 2017 The Proposal - Pricing     Letter Of Supply re/ TAA; (products only). Ability One (products only) CPL or Market Rates & Applicable EPA; CSP – Commercial Sales Practices Form; Price Proposal Spreadsheet

CSP – Commercial Sales Practices Form GSA Schedules – 25 April 2017 The Proposal - Pricing     CSP – Commercial Sales Practices Form Financials (sales of applicable offering) Disclose Customer/Category (Name) who gets your best discounts; . Disclose Price Discounts; (Frequency & Quantity) Disclose Price Policies (Who, Why, When)

Price Proposal Spreadsheet GSA Schedules – 25 April 2017 The Proposal - Pricing     Price Proposal Spreadsheet * Discloses your CPL Rates * Propose your GSA rates w/o IFF * Propose your GSA rates w IFF NOTE: Discounting Policies NOTE: Competitors http://calc.gsa.gov

The Proposal - Pricing GSA Will Want Equal to OR Better Than GSA Schedules – 25 April 2017 The Proposal - Pricing     GSA Will Want Equal to OR Better Than Your MOST FAVORED CUSTOMER (Lowest Priced) Regardless of Quantity/Volume *Can be hazardous to MFG’s NOTE: Calc.gsa.gov

GSA Schedules – 25 April 2017 The Proposal - Other    

The Proposal - Other Summary Of Offer – depends on Schedule GSA Schedules – 25 April 2017 The Proposal - Other     Summary Of Offer – depends on Schedule Agent Authorization Form – if using consultant (goes in ADMIN Section) Sub-K Plan – if large business

Final Tips & Suggestions GSA Schedules – 25 April 2017 Final Tips & Suggestions    

Final Tips & Suggestions GSA Schedules – 25 April 2017 Final Tips & Suggestions     Ensure you are on the current Refresh #; Ensure your documents all reference the correct Sched; Ensure you have invoices for EACH item; Review everything before uploading.

Final Tips & Suggestions GSA Schedules – 25 April 2017 Final Tips & Suggestions     Ensure Open Ratings is current; Ensure Pathway to Success is current; Ensure Project Experiences are current w/in 2 yrs;

GSA Schedules – 25 April 2017 The Process & Timing    

GSA Schedules – 25 April 2015 The Process & Timing Submit To GSA / E-Receipt http://gsa.eoffer.gsa.gov +1 – 6 Months “Welcome Letter” +1 – 6 Months Rejection / Clarification / Price Negotiations +1 – 2 Months Clarifications +1 Week – 1 Month Price Negotiations, FPR & Award     ;

Best Practices & Project Management GSA Schedules – 25 April 2017 Next Steps Best Practices & Project Management     Establish Project Management Plan Checklist for Documents & Timeline Identify a Project Manager for Schedule Shared File for Company Documentation Internal or External Review Team Post – Award Considerations Contract Administration Modifications Reporting, Finance, Compliance

Next Steps Post Award GSA E-Buy RFP Notifications Data Mining GSA Schedules – 25 April 2017 Next Steps Post Award     GSA E-Buy RFP Notifications Data Mining TDR – Transactional Data Reporting SIP Upload - GSA Advantage 72a – IFF Reporting E-Library

GSA Schedules – 25 April 2017 Questions . . .     ;

GSA Schedules – 25 April 2017     Jennifer Schaus & Associates www.JenniferSchaus.com WASHINGTON, DC + 1 – 2 0 2 – 3 6 5 – 0 5 9 8