GovCon Strategies and Trends for Winning Today

Title: GovCon Strategies and Trends for Winning Today


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Government Contracting Conference Strategies
Trends For Winning Today Hosted By Holland
Knight LLP Tampa, FLORIDA APRIL 6, 2017
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Winning With A GSA Schedule Presented
By Jennifer Schaus Jschaus Assoc. Washington
DC 2 0 2 3 6 5 0 5 9 8 http//www.JenniferScha
us.com
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AGENDA Basics Of The GSA Schedule Overview Req
uirements The Proposal Best Practices Conclusio
ns
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Winning With A GSA Schedule April 2017

• GSA Schedule
• OVERVIEW

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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

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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

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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.

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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

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Winning With A GSA Schedule April 2017

• GSA Schedule THE PROPOSAL

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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

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Winning With A GSA Schedule April 2017
GSA Schedule ADMINISTRATIVE
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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

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Winning With A GSA Schedule April 2017

• GSA Schedule - TECHNICAL

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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

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Winning With A GSA Schedule April 2017
GSA Schedule PRICING
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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

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Winning With A GSA Schedule April 2017

• GSA Schedule PRICING
• Products
• TAA Compliance
• Letter of Supply
• Ability One / UNICOR

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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

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Winning With A GSA Schedule April 2017

• GSA Schedule NEXT STEPS

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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

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Winning With A GSA Schedule April 2017

• GSA Schedule BEST PRACTICES

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Winning With A GSA Schedule April 2017

• GSA Schedule BEST PRACTICES
• ADMINISTRATION
• GSA Advantage Price List
• GSA E Library T/Cs
• GSA E-Buy RFPs
• 72A.GSA.gov IFF Reporting / Payment
• TDR Transactional Data Reporting
• On-Going
• Modifications
• Audits
• Renewals

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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

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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.

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Winning With A GSA Schedule April 2017

• GSA Schedule CONCLUSIONS

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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

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• THANK YOU!
• Ms. Jennifer L. Schaus
• Washington DC
• 1 - 2 0 2 3 6 5 0 5 9 8
• Jschaus_at_JenniferSchaus.com
• Our Services Include
• GSA Schedules
• SBA 8a Certification
• Proposal Writing
• Federal Sales
• Capability Statements