Jennifer Schaus & Associates lays out the basics of The GSA Schedule, a federal contract vehicle used by federal agencies to procure goods and services at pre-negotiated set rates (or price ceilings). Link to YouTube recording: Visit or contact Jennifer Schaus at 202-365-0598 or jschaus@jenniferschaus.com

1. GSA Schedule:
What’s In It For You?
February 24, 2021

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3. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
About J Schaus & Associates
Washington DC Based
Professional services for product – service – software firms
Proposal writing – GSA Sched – SBA 8(a) Cert - Contract Admin
400+ complimentary webinars on federal contracting – website & YouTube

4. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
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5. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
Agenda
GSA Overview
GSA Schedule - The Basics
GSA Schedule – The Process
GSA Schedule – The Proposal Components
GSA Schedule – The Time Lines
GSA Schedule – Post Award Best Practices

6. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Overview

7. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Overview
GSA - General Services Administration
Non-appropriated agency
PBS & Contracts
Public websites – SAM etc

8. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Basics

9. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Basics
Contract Vehicle
Marketing Tool
NOT Required
Ticket to the dance – still need a partner
Used 10-15% of the time in federal purchases

10. GSA Schedule What’s In It For You?
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

11. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Basics
Can be used by all of Federal Government
Simplifies the acquisition process
Based on lowest price

12. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
WHAT IS IN IT FOR YOU??
Limit or eliminate competition
Shows you are series/credible/respect – been vetted
Additional marketing exposure
RFP “scoop”

13. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Process

14. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Process
Homework / Market research
Who is your customer?
How do they purchase (your specific services/product)?
GSA vs. other vehicle

15. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598

16. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Process
Homework / Market research
How do your prices compare?
Products: GSAadvantage.gov
Services: calc.gsa.gov

17. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598

18. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598

19. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598

20. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Process
Homework
Meet or exceed solicitation qualifications / basic requirements
(Open RFP – with updates/refreshes)
Green light does not mean automatically a good fit

21. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Process
Map out:
Time-line
Compliance Matrix
Quality Control
Submission

22. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components

23. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Administrative
Technical
Pricing

24. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Administrative

25. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Administrative
- Last 2 Years Balance Sheet & Income Statement
(Follow-up GSA SF527 – Bank Reference)
- Readiness Assessment (vsc.gsa.gov)
- Pathway To Success (vsc.gsa.gov)

26. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Administrative
- SAM record (current – AND - with correct NAICS)
- TAX ID & DUNS
- Authorized Negotiator
- Digital Certificate ($$$)
- Note on previous, current, rejected, cancelled Scheds

27. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Technical

28. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Technical
- Corporate Narrative
- Quality Control
- Listed References – replaces Open Ratings (3-5)
- Project Narratives with SOW/Contract

29. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Technical
PRODUCTS
Letter Of Supply (if non-mfg)
TAA (Trade Agreement Acts)
Ability One

30. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Technical
SERVICES
HR Plan for OT and Compensation

31. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Pricing

32. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Pricing
When government purchases from you via GSA SCHEDULE
they know …..
> your company has been vetted / past performance
> your prices have been pre-negotiated
> prices are your “lowest”
> prices are competitive with other vendors on the GSA Sched

33. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Pricing
Labor Category Matrix – or – Product Listing
Price List – Comml or Market Rates – 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

34. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Pricing
CSP – 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)

35. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – 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

36. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Pricing
GSA will want equal to – OR – better than your Most Favored Customer
STANDARD DISCOUNTS

37. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Pricing
GSA will conduct 2 litmus test

38. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Pricing
1 - Internal Pricing Discounts
See previous slides

39. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – 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

40. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Pricing
Post-Award
GSA Rates are a CEILING / NOT TO EXCEED
Through your Sched – Discounts Encouraged
Outside of Sched – Cannot go below

41. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Proposal Components
Pricing
GSA rate is $100
GSA Schedule Purchase
$95
Non GSA Schedule Purchase
$100 or higher

42. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Time Lines

43. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Time Lines
Proposal Prep
Administration – 1 -2 weeks
Technical – 1 – 2 weeks
Pricing – 2-3 weeks
QC Review and corrections – 1 -2 weeks
TOTAL: 1-2 months

44. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Time Lines
Submit via E-Offer
Unlock with Digital Cert
1 Day
Suggest QC Review – 1 week
TOTAL: 1 week

45. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Time Lines
SF527 – Financial Request
Bank reference form
TOTAL: 2 weeks

46. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Time Lines
Clarifications
Questions from GSA – can be 2-3 rounds or just 1
TOTAL: 2 weeks – 2 months

47. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Time Lines
Negotiations
Counter offers & counter to the counter - can be 2-3 rounds or just 1
TOTAL: 2 weeks – 1 months

48. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Time Lines
FPR – Final Proposal Revision
GSA letter recapping T/C’s
TOTAL: 1 day to 1 week

49. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Time Lines
Award

50. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
GSA Schedule – The Time Lines
Post Award
Register in SIP – Price List
GSA E-Buy – RFP Notifications
GSA Sales Reporting

51. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
Post Award – Best Practices

52. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
Post Award – Best Practices
GSA logo on
Website – link to GSAadvantage price list
Auto-Signature
Cap Statement
Marketing materials
Business card
Press Release – and / or - post on social media / newsletter

53. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
Post Award – Best Practices
Continuous touch to pipeline
Back office compliance
GSA initiated Mods
Vendor initiated Mods

54. GSA Schedule What’s In It For You?
Hello@JenniferSchaus.com 202-365-0598
Post Award – Best Practices
The most important best practice is the
UPFRONT HOMEWORK

55. GSA Schedule What’s In It For You?
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56. GSA Schedule What’s In It For You?
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