GSA Schedule Basics Part 1

Procurement Training
GSA Schedules:
Basics – Part 1 of 2
AUGUST 17, 2023

GSA Schedules:
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GSA Schedules:

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GSA Schedules:

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GSA Schedules:

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GSA Schedules:

Agenda
 GSA Overview
 Fundamentals
 The Process
 The Proposal Components
 Considerations / Conclusions
GSA Schedules:

GSA Overview
GSA Schedules:

GSA Overview
GSA - General Services Administration
Non-appropriated agency
PBS & Contracts
Public websites – SAM, FPDS, etc.
GSA Schedules:

GSA Schedule Fundamentals
GSA Schedules:

 Contract Vehicle – Vendor Short List
 Marketing Tool ONLY & NOT Required
 One of MANY Contract Vehicles
 Ticket to the dance – still need a partner
 Used 10-15% of the time in federal purchases
GSA Schedules:

 Smaller set of eyes looking at opportunities
 All have been pre-vetted upfront:
PAST PERFORMANCE & PRICE FOCUS
GSA Schedules:

GSA Schedules:
B = Opportunities on SAM.gov
A = Opportunities on GSA Ebuy

 5 Year Contract (initial award)
 3 Five Year Renewal Periods
= 20 Year Contract (potentially)
 Contract = Comes with T/C’s
GSA Schedules:

 20,000 Vendors
 60% or more have ZERO Sales (through Schedule)
$25K Per Year Sales “Quota”
1st year is grace period
 Primarily based on your lowest prices
 Price restrictions post award
 Awarded Rates are NOT TO EXCEED RATES / CEILING
GSA Schedules:

 Open and rolling RFP / Solicitation (No due date)
 NOTE: Refreshes
 Found on SAM.gov (like any other solicitation)
 All GSA Schedules have been CONSOLIDATED into ONE Multiple Award
Schedule (MAS)
 Multiple Awards = 20K Schedule Holders
GSA Schedules:

 Differentiators are SINs – Special Item Numbers
 Mostly correspond to NAICS
North American Industry Classification System
GSA Schedules:

 323 SINs Total
 Each has a Large Category, a Sub Category, NAICS and SIN Description
 Companies MUST have past performance for each SIN they are pursuing
NOTE: Some of the IT related SIN’s have additional past performance requirements
GSA Schedules:

GSA Schedules:

GSA Schedules:
LINK TO AVAILABLE SIN’S :
https://view.officeapps.live.com/op/view.aspx?src=https%3A%2F%2Fwww.gsa.gov%2
Fsystem%2Ffiles%2FMAS%2520Available%2520Offerings_Refresh__17.xlsx&wdOrigin
=BROWSELINK

 Can be used by all of Federal Government; Quasi Govt; Some S/L/Ed
 Simplifies the acquisition process
(Past Performance & Pricing competition is done upfront)
 Based on lowest price – MAIN FOCUS IS PRICE!!
GSA Schedules:

WHAT IS IN IT FOR YOU??
 Limit or eliminate competition
 Shows you are series/credible/respect – been vetted
 Additional marketing exposure
 RFP “scoop” (GSA E-BUY)
GSA Schedules:

GSA Schedule – The Process
GSA Schedules:

 Homework / Market research
 Who is your customer?
 How do they purchase your specific service / product?
 GSA vs. Other Vehicles – Know The Specific $$
GSA Schedules:

GSA can be used across ALL of the FED GOV
Contract Vehicles Specific To Departments / Agencies:
 DHS - Eagle II
 NASA – SEWP
 NAVY – SeaportE
 STATE – Evolve
 May have specific categories / functional groups
GSA Schedules:

 Homework / Market research
 How do your prices compare?
Products: GSAadvantage.gov
Services: buy.gsa.gov
GSA Schedules:

 Homework
 Meet or exceed solicitation qualifications / basic requirements
(Open RFP – with updates/refreshes)
 Green light does not equate to a good fit
GSA Schedules:

 Map out:
 Time-line
 Compliance Matrix
 Quality Control
 Submission
GSA Schedules:

GSA Schedule – The Proposal Components
GSA Schedules:

 Administrative
 Technical
 Pricing
GSA Schedules:

Administrative
GSA Schedules:

Administrative
 Last 2 Years Balance Sheet & Income Statement
(SOMETIMES Follow-up GSA SF527 – Bank Reference)
> Readiness Assessment (vsc.gsa.gov)
> Pathway To Success (vsc.gsa.gov)
GSA Schedules:

Administrative
> Cover Letter
> SAM record (current – AND - with correct NAICS) – REPS & CERTS
> TAX ID & UEI
> Authorized Negotiator
> Note on previous, current, rejected, cancelled Scheds
GSA Schedules:

Technical
GSA Schedules:

Technical
 Corporate Narrative
 Quality Control
 3 CPARs or REFERENCES - replaces Open Ratings (3-5)
 Questionnaire completed by customer
 Project Narratives with SOW/Contract – mapped to SIN
GSA Schedules:

Technical
PRODUCTS
 Letter Of Supply (if non-mfg)
 TAA (Trade Agreement Acts)
 Ability One
GSA Schedules:

Technical
SERVICES
 HR Plan for OT and Compensation
 SCA (Service Contract Act, if applicable)
GSA Schedules:

Pricing
GSA Schedules:

Pricing
When government purchases from you via GSA SCHEDULE
they know …..
 Your company has been vetted (past performance)
 Your prices have been pre-negotiated
 Your prices are your “lowest”
 Prices are competitive with other vendors on the GSA Sched
GSA Schedules:

Pricing
 Labor Category Matrix – or – Product Listing
 Price List – Comml or Market Rates
 Back-Up Documentation: (invoice justification)
 Price Proposal
 Competitive Analysis (gsaadvantage.gov or buy.gsa.gov)
 Commercial Sales Practice (CSP-1)
 Fair & Reasonable Statement
GSA Schedules:

Pricing
GSA will want equal to – OR – better than your Most Favored Customer
STANDARD DISCOUNTS:
Routinely given to a category or class of customers or a specific customer
Built into your process
GSA Schedules:

Pricing
GSA will conduct 2 litmus test
GSA Schedules:

Pricing
1 - Internal Pricing Discounts
2 – External Prices (GSA Competitors)
GSA Schedules:

Pricing
1 - Internal Pricing Discounts
GSA will want equal to or better than you STANDARD Discounts
2 – External Prices (GSA Competitors)
GSA will want your prices to be on par with other GSA SCHED Holders
GSA Schedules:

GSA Schedule – Considerations & Conclusions
GSA Schedules:

 Sales and Marketing should be conducted BEFORE you decide to pursue
 Who is your customer, how do they prefer to purchase?
 Do you have a pipeline of opportunities specifically for GSA?
 Meet or exceed the $25K Sales Requirement?
GSA Schedules:

 Is there ROI?
 Will you be profitable?
 Competitive rates?
GSA Schedules:

 Pro’s vs Con’s
 Ensure this makes sense for your company
 Use public data to make your procurement (strategy / tactical) decisions!!
GSA Schedules:

Hello@JenniferSchaus.com
GSA Schedules:

GSA Schedule Basics Part 1

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