strategies for government contractors - gsa schedule basics

Doing Business With The US Government

Strategies for Being A Successful Government Contractor

September 19, 2014

Understanding The GSA Schedule

Jennifer L. SchausWashington, DC

+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8

19 September 2014

Jennifer L. Schaus

20 Yrs Gov Con ExperienceWashington DC Based

Product & Service CustomersGSA Schedule & Other Gov Con Services

Agenda:Facts

RequirementsTerms / ConditionsProcess & Timing

AdvantagesDisadvantages

Conclusions

GSA Schedule - FACTS

5 Year Contract VehicleMarketing Tool ONLY

3 Five Year Renewable Periods = 20 Yrs39 Schedules Segmented by Product & ServiceMAS – Multiple Award Schedule – 20k Vendors

Terms / ConditionsEmphasis is on PRICE PRICE PRICE

Requirements

2 Full Years Balance Sheet / Income Statement

Relevant Past PerformanceInvoices for EVERY item/service you are

providingOffer GSA lowest pricing

$25/year in GSA Sales

Terms / ConditionsPre-Award

Offer GSA equal to or better than MFC $Post-Award

Price Reduction Clause Meet $25k/annual revenue

Pay GSA .75% IFF Fee2 CAV’s – Audits per 5 Years

Limits on price increase

Process & TimingAdministrative, Technical & Pricing =

ProposalMultiple Documents, Reports &

Disclosures Required 1 – 3 Months Proposal Prep4 – 18 Months Wait for GSA1 – 3 Months Clarifications, Negotiations, FPR, Award

AdvantagesShows you are “worthy” serious

competitorOpens up new buying channels (state,

local, int’l)Limit or exclude competitionDedicated RFP’s - GSA E-Buy

Marketing Tool – GSA AdvantageDecrease paperwork for the CO

Disadvantages10% of Federal Purchases

One of many contract vehiclesNo Guarantees

Lowest Price – Price CeilingPrice Limitations - MarginsSales Quota – Repercussions

IFF Reporting, Audits – Back Office

Conclusions

Not for everyone Know who your customer is & HOW they

purchaseBuild It & They Will Come = High RiskMeasure ROI before jumping in – Price

& MarginsFind partners on Schedule

Asset or Liability

Thank You!Jennifer L. Schaus1717 Pennsylvania Ave, NW #1025Washington, DC 20006+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8JSchaus@JenniferSchaus.comhttp://www.JenniferSchaus.com