1. “Government Contracting Conference Strategies & Trends For Winning Today”
Hosted By:
Holland & Knight LLP
Tampa, FLORIDA
APRIL 6, 2017

2. Winning With A GSA Schedule
Presented By:
Jennifer Schaus
Jschaus & Assoc.
Washington DC
2 0 2 – –

3. Basics Of The GSA Schedule
AGENDA:
Basics Of The GSA Schedule
Overview
Requirements
The Proposal
Best Practices
Conclusions

4. Winning With A GSA Schedule – April 2017
OVERVIEW

5. 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

6. 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

7. 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.

8. Winning With A GSA Schedule – April 2017
REQUIREMENTS
2 FULL Years – Financials
Invoice for EVERY Item/Service
2 Project Experiences
3 for IT
6 Customers – Open Ratings

9. GSA Schedule – THE PROPOSAL
Winning With A GSA Schedule – April 2017
GSA Schedule – THE PROPOSAL

10. 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 proposal
Administrative
Technical
Pricing

11. GSA Schedule – ADMINISTRATIVE
Winning With A GSA Schedule – April 2017
GSA Schedule – ADMINISTRATIVE

12. 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

13. GSA Schedule - TECHNICAL
Winning With A GSA Schedule – April 2017
GSA Schedule - TECHNICAL

14. 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

15. Winning With A GSA Schedule – April 2017
GSA Schedule – PRICING

16. Winning With A GSA Schedule – April 2017
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

17. Winning With A GSA Schedule – April 2017
GSA Schedule PRICING
Products:
TAA Compliance
Letter of Supply
Ability One / UNICOR

18. How Does GSA Determine / Negotiate Your Rates?
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

19. GSA Schedule – NEXT STEPS
Winning With A GSA Schedule – April 2017
GSA Schedule – NEXT STEPS

20. 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 Revision
Award

21. GSA Schedule – BEST PRACTICES
Winning With A GSA Schedule – April 2017
GSA Schedule – BEST PRACTICES

22. Winning With A GSA Schedule – April 2017
GSA Schedule – BEST PRACTICES
ADMINISTRATION
GSA Advantage – Price List
GSA E Library – T/C’s
GSA E-Buy – RFP’s
72A.GSA.gov – IFF Reporting / Payment
*** TDR – Transactional Data Reporting
On-Going:
Modifications
Audits
Renewals

23. Winning With A GSA Schedule – April 2017
GSA Schedule – BEST PRACTICES
MARKETING
Website – GSA Logo & Price List
Business Cards – Sched #
Auto-Signature
Capability Statement

24. 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.

25. GSA Schedule – CONCLUSIONS
Winning With A GSA Schedule – April 2017
GSA Schedule – CONCLUSIONS

26. 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

27. * Capability Statements
THANK YOU!
Ms. Jennifer L. Schaus
Washington DC
– –
Our Services Include:
* GSA Schedules
* SBA 8a Certification
* Proposal Writing
* Federal Sales
* Capability Statements