GSA Schedule - Requirements, Preparation & Leverage

Procurement Training
GSA Schedule:
Requirements, Preparation & Leverage
March 16, 2021

GSA Schedule:
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

Save The Date / Register Now
DFARS – Defense Federal Acquisition Regulation Supplement
Each Part uncovered EVERY Wednesday in 2021
Link: https://www.jenniferschaus.com/dfar
FAR – Federal Acquisition Regulations
Each Part WAS UNCOVERED in 2020
Link: https://www.jenniferschaus.com/far-sighted-2020
GSA Schedule:

Save The Date / Register Now
March 12 – Bid Protest – Gov Con LIVE Q&A Café
Link: https://attendee.gotowebinar.com/register/4087224877946305293
GSA Schedule:
April – TEAMING AGREEMENTS
May – SUB-CONTRACTING
June – SALES & CAPTURE
August - COMPLIANCE
September - ORALS
October – SET ASIDES
November – PRICING
December – M&A

Additional Resources on
GSA & GSA Schedules
Over 20 complimentary webinars
on our website & YouTube channel
https://www.jenniferschaus.com/archived-gsa-schedule
GSA Schedule:

Agenda
GSA Overview
GSA Schedule - The Basics
GSA Schedule – The Process
GSA Schedule – The Proposal Components
GSA Schedule – The Tme Lines
GSA Schedule – Post Award Best Practices
Leverage
Conclusions
GSA Schedule:

GSA Overview
GSA Schedule:

GSA Overview
GSA - General Services Administration
Non-appropriated agency
PBS & Contracts
Public websites – SAM etc
GSA Schedule:

GSA Schedule Basics
GSA Schedule:

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
GSA Schedule:

GSA Schedule Basics
20,000 Vendors
60% or more have ZERO Sales (through Schedule)
Primarily based on your lowest prices
Price restrictions post award
GSA Schedule:

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 – Special Item Numbers
Mostly correspond to NAICS
North American Industry Classification System
GSA Schedule:

GSA Schedule Basics
SIN Examples:
54151S = IT Professional Services (formerly 132-51 from GSA Schedule 70)
611430 = Professional Services – Training (formerly 874-4; 874-8; 899-3)
541611 = General Management - (formerly 874-1; 874-6; 874-7)
GSA Schedule:

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 – MAIN FOCUS IS PRICE!!
GSA Schedule:

WHAT IS IN IT FOR YOU??
Limit or eliminate competition
Shows you are series/credible/respect – been vetted
Additional marketing exposure
RFP “scoop”
GSA Schedule:

GSA Schedule:

Homework / Market research
Who is your customer?
How do they purchase (your specific services/product)?
GSA vs. other vehicle
GSA Schedule:

GSA Schedule:

Homework / Market research
How do your prices compare?
Products: GSAadvantage.gov
Services: calc.gsa.gov
GSA Schedule:

Homework
Meet or exceed solicitation qualifications / basic requirements
(Open RFP – with updates/refreshes)
Green light does not mean automatically a good fit
GSA Schedule:

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

GSA Schedule:

Administrative
Technical
Pricing
GSA Schedule:

Administrative
GSA Schedule:

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)
GSA Schedule:

Administrative
- SAM record (current – AND - with correct NAICS)
- TAX ID & DUNS
- Authorized Negotiator
- Digital Certificate ($$$)
- Note on previous, current, rejected, cancelled Scheds
GSA Schedule:

Technical
GSA Schedule:

Technical
- Corporate Narrative
- Quality Control
- Listed References – replaces Open Ratings (3-5)
- Questionnaire completed by customer
- Project Narratives with SOW/Contract
GSA Schedule:

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

Technical
SERVICES
HR Plan for OT and Compensation
GSA Schedule:

Pricing
GSA Schedule:

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
GSA Schedule:

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
GSA Schedule:

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)
GSA Schedule:

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
GSA Schedule:

Pricing
GSA will want equal to – OR – better than your Most Favored Customer
STANDARD DISCOUNTS
GSA Schedule:

Pricing
GSA will conduct 2 litmus test
GSA Schedule:

Pricing
1 - Internal Pricing Discounts
See previous slides
GSA Schedule:

Pricing
2 - External Pricing / Other GSA Schedule Holders
Reference: calc.gsa.gov
Ensure (IN ADVANCE) that your rates are comparable
Used in negotiations
GSA Schedule:

Pricing
Post-Award
GSA Rates are a CEILING / NOT TO EXCEED
Through your Sched – Discounts Encouraged
Outside of Sched – Cannot go below
GSA Schedule:

Pricing
GSA rate is $100
GSA Schedule Purchase
$95
Non GSA Schedule Purchase
$100 or higher
GSA Schedule:

GSA Schedule – The Time Lines
GSA Schedule:

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
GSA Schedule:

Submit via E-Offer
Unlock with Digital Cert
1 Day
Suggest QC Review – 1 week
TOTAL: 1 week
GSA Schedule:

SF527 – Financial Request
Bank reference form
TOTAL: 2 weeks
GSA Schedule:

Clarifications
Questions from GSA – can be 2-3 rounds or just 1
TOTAL: 2 weeks – 2 months
GSA Schedule:

Negotiations
Counter offers & counter to the counter - can be 2-3 rounds or just 1
TOTAL: 2 weeks – 1 months
GSA Schedule:

FPR – Final Proposal Revision
GSA letter recapping T/C’s
TOTAL: 1 day to 1 week
GSA Schedule:

Award
GSA Schedule:

Post Award
Register in SIP – Price List
GSA E-Buy – RFP Notifications
GSA Sales Reporting
GSA Schedule:

Post Award – Best Practices
GSA Schedule:

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
GSA Schedule:

Continuous touch to pipeline
Back office compliance
GSA initiated Mods
Vendor initiated Mods
GSA Schedule:

The most important best practice is the
UPFRONT HOMEWORK
GSA Schedule:

THANK YOU
Please type in your questions in the dialogue box
Questions are anonymous
We will read your question, not your name
GSA Schedule:

Thank you for participating!
Hello@JenniferSchaus.com
202-365-0598
GSA Schedule:

GSA Schedule - Requirements, Preparation & Leverage

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