1. GSA SCHEDULES
Down & Dirty
A TACTICAL GUIDE
25 APRIL 2017

2. GSA Schedules – 25 April 2017
Today’s Agenda …
   

3. 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

4. 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?
   

5. 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
   

6. 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?
   

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

8. 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
   

9. 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
   

10. 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.
   

11. 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 = Consulting
SIN = Training
SIN = Prgm Support Services
   

12. GSA Schedules – 25 April 2017
Do I Qualify?
   

13. 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
   

14. 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.
   

15. GSA Schedules – 25 April 2017
First & Foremost … !
   

16. 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:

17. GSA Schedules – 25 April 2017
Basic First Steps
   

18. Basic First Steps – Part I
GSA Schedules – April 25, 2017
Basic First Steps – Part I
1. Obtain D&B DUNS#
2. Register in
3. Obtain Digital Certificate
   

19. Basic First Steps – Part 2
GSA Schedules – 25 April 2017
Basic First Steps – Part 2
1. Complete GSA’s Pathway To Success
2. Complete GSA’s Readiness Assessment
   

20. Basic First Steps – Part 3
GSA Schedules – 25 April 2017
   
Basic First Steps – Part 3
1. Obtain Open Ratings Past Performance Evaluation
** Must match your Project Descriptions
Prepare Last 2 FULL Years Financial Statements
(Recommend 3 Years)

21. GSA Schedules – 25 April 2017
The Proposal
   

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

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

24. 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

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

26. 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)

27. 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

28. 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

29. 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

30. GSA Schedules – 25 April 2017
The Proposal - Pricing
   

31. 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)

32. 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.

33. 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

34. 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)

35. 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

36. 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

37. GSA Schedules – 25 April 2017
The Proposal - Other
   

38. 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

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

40. 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.

41. 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;

42. GSA Schedules – 25 April 2017
The Process & Timing
   

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

44. 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

45. 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

46. GSA Schedules – 25 April 2017
Questions . . .
    ;

47. GSA Schedules – 25 April 2017
    Jennifer Schaus & Associates WASHINGTON, DC + 1 – – –