Jennifer Schaus presents for America's SBDC - Small Business Development Center on the requirements of the GSA Schedule, how to prepare the proposal and then ultimately leverage it to win federal contracts. More info at hello@JenniferSchaus.com
2. Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
Hello@JenniferSchaus.com 202-365-0598
About J Schaus & Associates
Washington DC Based
Professional services for product โ service โ software firms
Proposal writing โ GSA Sched โ SBA 8(a) Cert - Contract Admin
400+ complimentary webinars on federal contracting โ website & YouTube
3. Hello@JenniferSchaus.com 202-365-0598
Save The Date / Register Now
DFARS โ Defense Federal Acquisition Regulation Supplement
Each Part uncovered EVERY Wednesday in 2021
Link: https://www.jenniferschaus.com/dfar
FAR โ Federal Acquisition Regulations
Each Part WAS UNCOVERED in 2020
Link: https://www.jenniferschaus.com/far-sighted-2020
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
4. Hello@JenniferSchaus.com 202-365-0598
Save The Date / Register Now
March 12 โ Bid Protest โ Gov Con LIVE Q&A Cafรฉ
Link: https://attendee.gotowebinar.com/register/4087224877946305293
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
April โ TEAMING AGREEMENTS
May โ SUB-CONTRACTING
June โ SALES & CAPTURE
August - COMPLIANCE
September - ORALS
October โ SET ASIDES
November โ PRICING
December โ M&A
5. Hello@JenniferSchaus.com 202-365-0598
Additional Resources on
GSA & GSA Schedules
Over 20 complimentary webinars
on our website & YouTube channel
https://www.jenniferschaus.com/archived-gsa-schedule
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
6. Hello@JenniferSchaus.com 202-365-0598
Agenda
GSA Overview
GSA Schedule - The Basics
GSA Schedule โ The Process
GSA Schedule โ The Proposal Components
GSA Schedule โ The Tme Lines
GSA Schedule โ Post Award Best Practices
Leverage
Conclusions
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
10. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Basics
Contract Vehicle
Marketing Tool
NOT Required
Ticket to the dance โ still need a partner
Used 10-15% of the time in federal purchases
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
11. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Basics
20,000 Vendors
60% or more have ZERO Sales (through Schedule)
Primarily based on your lowest prices
Price restrictions post award
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
12. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Basics
Open and rolling RFP / solicitation
Found on BetaSAM.gov (like any other solicitation)
All GSA Schedules have been CONSOLIDATED into ONE Multiple Award Schedule (MAS)
Differentiators are SINS โ Special Item Numbers
Mostly correspond to NAICS
North American Industry Classification System
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
13. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Basics
SIN Examples:
54151S = IT Professional Services (formerly 132-51 from GSA Schedule 70)
611430 = Professional Services โ Training (formerly 874-4; 874-8; 899-3)
541611 = General Management - (formerly 874-1; 874-6; 874-7)
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
14. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Basics
Can be used by all of Federal Government; Quasi Govt; Some S/L/Ed
Simplifies the acquisition process
Based on lowest price โ MAIN FOCUS IS PRICE!!
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
15. Hello@JenniferSchaus.com 202-365-0598
WHAT IS IN IT FOR YOU??
Limit or eliminate competition
Shows you are series/credible/respect โ been vetted
Additional marketing exposure
RFP โscoopโ
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
17. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Process
Homework / Market research
Who is your customer?
How do they purchase (your specific services/product)?
GSA vs. other vehicle
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
19. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Process
Homework / Market research
How do your prices compare?
Products: GSAadvantage.gov
Services: calc.gsa.gov
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
23. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Process
Homework
Meet or exceed solicitation qualifications / basic requirements
(Open RFP โ with updates/refreshes)
Green light does not mean automatically a good fit
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
24. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Process
Map out:
Time-line
Compliance Matrix
Quality Control
Submission
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
31. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Technical
- Corporate Narrative
- Quality Control
- Listed References โ replaces Open Ratings (3-5)
- Questionnaire completed by customer
- Project Narratives with SOW/Contract
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
32. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Technical
PRODUCTS
Letter Of Supply (if non-mfg)
TAA (Trade Agreement Acts)
Ability One
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
33. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Technical
SERVICES
HR Plan for OT and Compensation
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
35. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
When government purchases from you via GSA SCHEDULE
they know โฆ..
> your company has been vetted / past performance
> your prices have been pre-negotiated
> prices are your โlowestโ
> prices are competitive with other vendors on the GSA Sched
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
36. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
Labor Category Matrix โ or โ Product Listing
Price List โ Comml or Market Rates โ and EPA
Back-Up Documentation: (invoice justification)
Price Proposal
Competitive Analysis (gsaadvantage.gov or calc.gsa.gov)
Commercial Sales Practice (CSP-1)
Fair & Reasonable Statement
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
37. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
CSP โ Commercial Sales Practices
Most important GSA Form / Document in submission
Disclose: Internal Pricing Policies and STANDARD Discounts
Frequency, Why, When, How Much, Who (Customer Name or Category)
Narrative for NON-STANDARD (explanation why)
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
38. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
Standard Discounts
Part of normal practice
10% to non-profits
Non-Standard Discounts
One time spot discounts
Does not comprise a large portion
of your revenue
Other invoices indicating not part
of standard practice
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
39. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
GSA will want equal to โ OR โ better than your Most Favored Customer
STANDARD DISCOUNTS
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
41. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
1 - Internal Pricing Discounts
See previous slides
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
42. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
2 - External Pricing / Other GSA Schedule Holders
Reference: calc.gsa.gov
Ensure (IN ADVANCE) that your rates are comparable
Used in negotiations
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
43. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
Post-Award
GSA Rates are a CEILING / NOT TO EXCEED
Through your Sched โ Discounts Encouraged
Outside of Sched โ Cannot go below
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
44. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Proposal Components
Pricing
GSA rate is $100
GSA Schedule Purchase
$95
Non GSA Schedule Purchase
$100 or higher
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
47. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
Submit via E-Offer
Unlock with Digital Cert
1 Day
Suggest QC Review โ 1 week
TOTAL: 1 week
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
48. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
SF527 โ Financial Request
Bank reference form
TOTAL: 2 weeks
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
49. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
Clarifications
Questions from GSA โ can be 2-3 rounds or just 1
TOTAL: 2 weeks โ 2 months
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
50. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
Negotiations
Counter offers & counter to the counter - can be 2-3 rounds or just 1
TOTAL: 2 weeks โ 1 months
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
51. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
FPR โ Final Proposal Revision
GSA letter recapping T/Cโs
TOTAL: 1 day to 1 week
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
53. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Time Lines
Post Award
Register in SIP โ Price List
GSA E-Buy โ RFP Notifications
GSA Sales Reporting
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
55. Hello@JenniferSchaus.com 202-365-0598
Post Award โ Best Practices
GSA logo on
Website โ link to GSAadvantage price list
Auto-Signature
Cap Statement
Marketing materials
Business card
Press Release โ and / or - post on social media / newsletter
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
56. Hello@JenniferSchaus.com 202-365-0598
Post Award โ Best Practices
Continuous touch to pipeline
Back office compliance
GSA initiated Mods
Vendor initiated Mods
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
57. Hello@JenniferSchaus.com 202-365-0598
Post Award โ Best Practices
The most important best practice is the
UPFRONT HOMEWORK
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
58. Hello@JenniferSchaus.com 202-365-0598
THANK YOU
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Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
59. Thank you for participating!
Hello@JenniferSchaus.com
202-365-0598
Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage