Govt Contracting - GSA Schedules

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AGENDA Introductions Capitol Post VETERANS,
BUSINESS, PURPOSE Jennifer Schaus, Schaus
Assoc. Presentation Q A
20 March 2015
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• Capitol Post
• Part of Alexandria SBDC
• Small Business Development Center
• Resource training for local Veterans

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• Jennifer Schaus, Schaus Associates
• Washington DC based
• 20 Yrs Govt Contracting
• GSA Schedule Services
• Product/Service Clients
• Large Small Businesses

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Schaus Associates EVENT MONDAY MARCH 23 5.30
7.30pm GOVERNMENT CONTRACTORS SPRING SOIREE
SBA VETERANS AFFAIRS CFPB SCORE GMU
PTAC HUBZone Council Over 200 Attendees
http//govconspring2015.eventbrite.com At The
Kennedy Center TERRACE LEVEL
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• GSA Schedule
• OVERVIEW

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• 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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• GSA Schedule OVERVIEW
• Approx 39 GSA Scheds
• Segmented by Product/Service
• Open RFP process
• Past Performance Required
• Pricing Disclosures / Invoices

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• 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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• GSA Schedule I. PROPOSAL

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• 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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GSA Schedule II. ADMINISTRATIVE
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• GSA Schedule ADMINISTRATIVE
• Pathway To Success time sensitive
• SAM Registration
• Other Schedules
• Financials
• Sub-K Plan (Large Biz Only)
• Readiness Assessment

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• GSA Schedule - III. TECHNICAL

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• GSA Schedule TECHNICAL
• Corp Narrative
• Quality Control
• Project Experiences
• (2 Per SIN) time sensitive
• Open Ratings Report time sensitive

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GSA Schedule IV. PRICING
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• GSA Schedule PRICING
• Price List fully burdened
• CSP1
• Labor Category Description
• Invoice Justification every item
• HR Plan Comp OT
• SCA if applic.
• Price Proposal

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

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• GSA Schedule PRICING
• OF IMPORTANCE !!!
• 10.00 widgets
• 9.00 to MFC (Coca Cola)
• 8.00 to GSA
• GSA AWARD
• 8.00 GSA NTE/Price Ceiling
• 7.50 to MFC (Coca Cola or a new MFC)
• YOU MUST NOTIFY GSA REDUCE YOUR GSA RATE BY THE
  SAME PERCENTAGE

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• GSA Schedule V. NEXT STEPS

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• GSA Schedule NEXT STEPS
• Obtain Digital Certificate
• Make Proposal Submission via E-Offer
• Ensure documents are ALL current

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• GSA Schedule NEXT STEPS
• Clarifications / Reject / Accept
• Satisfy questions and clarifications via email
  documentation

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• GSA Schedule NEXT STEPS
• Price Negotiations
• Can be call or email
• GSA seeking deeper discounts, prompt payment,
  volume/quantity discounts
• BOA Customer Identified by GSA
• Basis of Award

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• GSA Schedule NEXT STEPS
• FPR
• Final Proposal Revision
• Outlines what occurred during Price Negotiations
  including BOA
• Document to be placed on co letterhead, sign
  date

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• GSA Schedule NEXT STEPS
• Award Letter
• GSA Schedule
• Award Dates
• SF 30

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• GSA Schedule VI. POST AWARD

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• GSA Schedule POST AWARD
• 1. GSA E-Buy Registration
• RFP Notification
• 2. GSA Advantage
• On-line Catalog of Approved Vendors
• Items
• 3. GSA E-Library
• On-line listing of Approved Vendors
• Terms Conditions

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• GSA Schedule POST AWARD
• 4. GSA 72A
• Site for Paying IFF (.75)
• 5. GSA CAVs 2x
• Customer Assisted Visits
• 6. Pricing Updates/Mods
• If pricing is based on Comml Price List

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• GSA Schedule POST AWARD
• 7. Renewals
• Disclose any pricing changes in accordance with
  the PRC and your BOA Customer
• Meet 25k Sales Quota!!!

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• GSA Schedule VII. CONCLUSIONS

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• GSA Schedule CONCLUSIONS
• Not for everyone
• Do you meet requirements?
• Asset or Liability?
• Is there ROI for your business?
• Lower Margins

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• GSA Schedule CONCLUSIONS
• Back Office/Compliance investment
• Monitor PRC Price Reduction Claus
• Proposals still need to be written
• Sales Rep to drive business

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• THANK YOU!
• Jennifer Schaus
• 202-365-0598
• jschaus_at_jenniferschaus.com
• www.JenniferSchaus.com

20 March 2015