A to Z

GSA Schedules

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A to Z - GSA Schedules
AGENDA:
Introductions
Geoff Orzam, Eastern Foundry
Jennifer Schaus, Schaus & Assoc.
Presentation
Q & A

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A to Z - GSA Schedules
Geoff Orzam, Eastern Foundry
Founder/CEO, Eastern Foundry
GovCon Incubator
McKinsey & Co.

US Marine Corp

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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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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
1. Administrative
2. Technical
3. 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 EOffer

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
8. Disclose any pricing changes in
accordance with the PRC and your
BOA Customer
9. 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@jenniferschaus.com
www.JenniferSchaus.com

11 December 2014