GSA Schedule Basics - Part 2

Procurement Training
GSA Schedules:
Basics – Part 2 of 2
AUGUST 24, 2023

GSA Schedules:
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About JSchaus & Associates
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GSA Schedules:

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GSA Schedules:

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GSA Schedules:

GSA Schedules:

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GSA Schedules:

Agenda
 GSA Overview
 Review & Recap of Part 1 of 2
 Understanding Pricing
 Post Award 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 Review & Recap
GSA Schedules:

Strategic / Tactical Contract
 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:
Contract With Terms & Conditions
 5 Year Contract
 Three 5 Year Renewable Periods
 = 20 Year Contract
 * IF you meet the T/C’s!!

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

 20,000 Vendors
 60% or more have ZERO Sales (through Schedule)
 $25K Per Year Sales “Quota”
 1st Year is “grace period”
GSA Schedules:

GSA Schedule – Understanding Pricing
GSA Schedules:

GSA Schedule – Pricing
GSA’s goal is to obtain
“EQUAL TO OR BETTER THAN YOUR MOST FAVORED CUSTOMER”
(MFC)
GSA Schedules:

 Who is your MFC?
A customer, or category of customers who receive your lowest prices via standard
discounts.
 What is a Category of Customers?
For Example: All non-profits, all state & local government, all universities
 What are Standard Discounts?
Part of your business practices and pricing policies.
GSA Schedules:

 Standard Discounts
Part of your businesses every day pricing policies
 Non-Standard Discounts
Spot discounts, not routinely part of your business practice
Examples: Flagship customers, making an exception to win the business, etc.
GSA Schedules:

 Companies will disclose price list, invoices, copies of contracts, etc.
 GSA will conduct 2 litmus tests:
 1 = Compare what you offer GSA to your MFC rates;
 2 = Compare what you offer GSA to other GSA Schedule holders.
 Product Analysis = GSAadvantage.gov
 Services Analysis = Buy.GSA.gov
GSA Schedules:

GSA Schedules:
GSA PRICING RESOURCE FOR PRODUCT COMPANIES
Use DATA to make decisions!

GSA Schedules:
GSA PRICING RESOURCE FOR SERVICE COMPANIES
Use DATA to make decisions!

GSA Schedules:
GSA PRICE PROPOSAL TEMPLATE FOR SERVICE COMPANIES

GSA Schedules:
Vendor Name SIN/SIN(s) Proposed Description Type Labor Category/Service Title
Labor Category/Service
Description
Key Words
(separated by commas,
limit to five keywords.
include these words in the
description)
Minimum
Education
Identify High
School Equivalent
and/or Required
Certifications or
Licenses (State
"None" if not
required)
Minimum Years of
Experience (Must be a
whole number and
cannot be a range)
If applicable, indicate
proposed education
substitutions
Security
Clearance
Required
Contractor or
Customer Facility
or Both

GSA Schedules:
Domestic,
Overseas, or
Worldwide
Commercial Price
List (CPL)
Unit of Issue (e.g.
Hour, Daily Rate,
Task, Sq Ft)
Most Favored
Customer (MFC)
Discount Offered
to Commercial
MFC (%)
Commercial MFC Price
Discount Offered to GSA
(off CPL or Market Prices)
(excluding IFF) (%)
Difference in GSA
Price (exclusive of
IFF) and MFC
Price (%)
Price Offered to
GSA
(excluding IFF)
Price Offered to GSA
(including IFF)
Supporting Invoice or Document
Number(Initial submittal)
Page Location

GSA Schedules:
GSA PRICE PROPOSAL TEMPLATE FOR PRODUCT COMPANIES

GSA Schedules:
UEI VENDOR NAME
CONTRACT NUMBER/OFFER
NUMBER
SIN/SIN(s) PROPOSED MANUFACTURER NAME MFR PART NO
VENDOR PART NO (if
applicable)
UPC-A PRODUCT NAME
PRODUCT DESCRIPTION (Provide
detailed product description)
UOI GREEN CERTIFICATION

GSA Schedules:
RECYCLED AND/OR POST
CONSUMER MATERIAL
CONTENT %
COMMERCIAL PRICE LIST
(CPL)
MOST FAVORED
CUSTOMER (MFC)
DISCOUNT OFFERED TO
COMMERCIAL MFC (%)
COMMERCIAL MFC PRICE
DISCOUNT OFFERED
TO GSA (off CPL)
(excluding IFF) (%)
DIFFERENCE
BETWEEN GSA
DISCOUNT AND
MFC DISCOUNT (%)
DISCOUNT PRICE
OFFERED TO GSA
(excluding IFF)
DISCOUNT PRICE
OFFERED TO GSA
(including IFF)
QUANTITY/VOLUME DISCOUNT COO
Supporting Invoice or
Document Number(Initial
submittal)
Page Location

GSA Schedule – The Pricing Component
 Understanding the IFF Fee, Industrial Funding Fee
 .75% of your GSA Sched sales ONLY
 This “fee” gets built into your pricing
 GSA customers pay your price, PLUS the IFF
 Each quarter, you submit the IFF back to GSA.
GSA Schedules:
IFF
.75%

GSA Schedules:
Process:
 Submit proposal to GSA
 Q&A Period
 Price Negotiations 1:
GSA will (typically) ask for additional discounts
 Price Negotiations 2:
GSA will ask for quantity and volume discounts

GSA Schedules:
Your GSA (awarded) Rates are a PRICE CELING ONLY

GSA Schedule – Post Award Considerations
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?
 If you have done your homework, then the sales/capture process should
be simplified and accelerate the purchasing process.
GSA Schedules:

 Cost of Doing Business:
 Contract Administration
 Reporting IFF
 MAS Mods (Come from GSA with Refreshes – updates to Sched)
 Monitoring GSA E-Buy for RFP’s, etc. (Still need to write proposals)
GSA Schedules:

GSA Schedules:
THROUGH Your Schedule:
You can offer discounts LOWER than your GSA Rates
You cannot offer rates HIGHER than your GSA Rates
OUTSIDE of Your Schedule:
You cannot offer ANYONE rates LOWER than your GSA Rates
You can offer rates HIGHER than your GSA Rates

GSA Schedules:
THROUGH Your Schedule:
You can offer discounts LOWER than your GSA Rates
You cannot offer rates HIGHER than your GSA Rates
$100 – Widget
$95 Offer to GSA client – OK!
$101 Offer to GSA client – NOT OK!
OUTSIDE of Your Schedule:
You cannot offer ANYONE rates LOWER than your GSA Rates
You can offer rates HIGHER than your GSA Rates
$100 – Widget
$95 Offer to ABC Co or Dpt Of Commerce – NOT OK!
$101 Offer to ABC or Dpt of Commerce – OK!

GSA Schedule – Conclusions
GSA Schedules:

 ONLY a marketing tool;
 Do your homework & use data, specifically in 2 areas:
- Customer Preference;
- Pricing
 Get your house in order prior, specifically in 2 areas:
- Past Performance
- Structured Pricing with tiers
GSA Schedules:

Link to Part 1 RECORDING:
https://www.youtube.com/watch?v=YzBEzSLUdJE&list=PPSV
Link to Part 1 PPT:
https://www.slideshare.net/JenniferLSchaus/gsa-schedule-basics-part-1
GSA Schedules:

Hello@JenniferSchaus.com
GSA Schedules:

GSA Schedule Basics - Part 2

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