GSA Schedule - Requirements, Proposal Prep and - What's Next?

Join Jennifer Schaus & The Virginia Apex Accelerator for a complimentary webinar on the GSA Schedule. Link to video: https://www.youtube.com/watch?v=LU0G37Lk0Sc

1. Procurement Training GSA Schedules: Requirements, Proposal Preparation & What’s Next THURSDAY – June 13, 2024

2. [email protected] 202-365-0598 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next 20+ Years in Federal Contracting Began career with D&B Launched own business to help contractors Educational Webinars Events Consulting

3. Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next [email protected] 202-365-0598 About JSchaus & Associates Washington DC Based Professional services for product – service – software firms ^ Proposal Writing ^ GSA Schedule Support ^ Marketing & BD Support (Capture)

4. Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next [email protected] 202-365-0598 About JSchaus & Associates 600+ Complimentary webinars on Federal Cntracting Please visit our YouTube Channel 30+ Webinars on GSA SCHEDULES FREE – Follow Our Channel: https://www.youtube.com/user/Schausjennifer/videos

5. Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next [email protected] 202-365-0598 Webinar Categories On our Website ALL ARE COMPLIMENTARY! https://www.jenniferschaus.com/

6. Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next [email protected] 202-365-0598 Additional Website Resources “Doing Business With” ALL ARE COMPLIMENTARY! https://www.jenniferschaus.com/

7. Federal Government Contractors - SUMMER SOIREE Monday June 24 th The John F Kennedy Center 530PM - 730PM REGISTER NOW! https://govsummer2024.eventbrite.com

8. [email protected] 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 What’s Next?? Conclusions Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

9. [email protected] 202-365-0598 GSA Overview Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

10. [email protected] 202-365-0598 GSA Overview GSA - General Services Administration Non-appropriated agency PBS & Contracts Public websites – SAM, FPDS, etc. Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

11. [email protected] 202-365-0598 GSA Schedule Basics Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

12. [email protected] 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 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

13. [email protected] 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 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

14. [email protected] 202-365-0598 GSA Schedule Basics Open and rolling RFP / Solicitation Found on SAM.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 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

15. [email protected] 202-365-0598 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) Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

16. [email protected] 202-365-0598 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!! Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

17. [email protected] 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” Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

18. [email protected] 202-365-0598 GSA Schedule – The Process Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

19. [email protected] 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 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

20. [email protected] 202-365-0598 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

21. [email protected] 202-365-0598 GSA Schedule – The Process Homework / Market research How do your prices compare? Products: GSAadvantage.gov Services: buy.gsa.gov Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

22. [email protected] 202-365-0598 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

23. [email protected] 202-365-0598 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

24. [email protected] 202-365-0598 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

25. [email protected] 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 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

26. [email protected] 202-365-0598 GSA Schedule – The Process Map out: Time-line Compliance Matrix Quality Control Submission Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

27. [email protected] 202-365-0598 GSA Schedule – The Proposal Components Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

28. [email protected] 202-365-0598 GSA Schedule – The Proposal Components Administrative Technical Pricing Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

29. [email protected] 202-365-0598 GSA Schedule – The Proposal Components Administrative Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

30. [email protected] 202-365-0598 GSA Schedule – The Proposal Components 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) Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

31. [email protected] 202-365-0598 GSA Schedule – The Proposal Components Administrative - Cover Letter - SAM record (current – AND - with correct NAICS) – REPS & CERTS - TAX ID & UEI - Authorized Negotiator - Note on previous, current, rejected, cancelled Scheds Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

32. [email protected] 202-365-0598 GSA Schedule – The Proposal Components Technical Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

33. [email protected] 202-365-0598 GSA Schedule – The Proposal Components 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 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

34. [email protected] 202-365-0598 GSA Schedule – The Proposal Components Technical PRODUCTS Letter Of Supply (if non- mfg ) TAA (Trade Agreement Acts) Ability One Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

35. [email protected] 202-365-0598 GSA Schedule – The Proposal Components Technical SERVICES HR Plan for OT and Compensation Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

36. [email protected] 202-365-0598 GSA Schedule – The Proposal Components Pricing Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

37. [email protected] 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 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

38. [email protected] 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 buy.gsa.gov) Commercial Sales Practice (CSP-1) Fair & Reasonable Statement Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

39. [email protected] 202-365-0598 GSA Schedule – The Proposal Components Pricing CSP – Commercial Sales Practices Disclose : Internal Pricing Policies and STANDARD Discounts Frequency, Why, When, How Much, Who (Customer Name or Category) Narrative for NON-STANDARD (explanation why) Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

40. [email protected] 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 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

41. [email protected] 202-365-0598 GSA Schedule – The Proposal Components Pricing GSA will want equal to – OR – better than your Most Favored Customer STANDARD DISCOUNTS Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

42. [email protected] 202-365-0598 GSA Schedule – The Proposal Components Pricing GSA will conduct 2 litmus test Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

43. [email protected] 202-365-0598 GSA Schedule – The Proposal Components Pricing 1 - Internal Pricing Discounts See previous slides Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

44. [email protected] 202-365-0598 GSA Schedule – The Proposal Components Pricing 2 - External Pricing / Other GSA Schedule Holders Reference: buy.gsa.gov Ensure (IN ADVANCE) that your rates are comparable Used in negotiations Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

45. [email protected] 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 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

46. [email protected] 202-365-0598 GSA Schedule – The Proposal Components Pricing GSA rate is $100 GSA Schedule Purchas e $95 Non GSA Schedule Purchase $100 or higher Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

47. [email protected] 202-365-0598 GSA Schedule – The Time Lines Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

48. [email protected] 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: 6-8 weeks Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

49. [email protected] 202-365-0598 GSA Schedule – The Time Lines Submit via E-Offer 1 Day Suggest QC Review – 2 Days TOTAL: 2-5 Days Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

50. [email protected] 202-365-0598 GSA Schedule – The Time Lines SF527 – Financial Request Bank reference form TOTAL: 2 weeks Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

51. [email protected] 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 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

52. [email protected] 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 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

53. [email protected] 202-365-0598 GSA Schedule – The Time Lines FPR – Final Proposal Revision GSA letter recapping T/C’s TOTAL: 1 day to 1 week Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

54. [email protected] 202-365-0598 GSA Schedule – The Time Lines Award Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

55. [email protected] 202-365-0598 GSA Schedule – The Time Lines Post Award Register in SIP – Price List and T/C’s (GSA migrating to new system) GSA E-Buy – RFP Notifications GSA Sales Reporting (FAS.gsa.gov) Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

56. [email protected] 202-365-0598 Post Award – What’s Next? Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

57. [email protected] 202-365-0598 Post Award – What’s Next? Continue to use data to MARKET & SELL your solution! Repeat, & Refine! GRIT! Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

58. [email protected] 202-365-0598 Post Award – What’s Next? 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 Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

59. [email protected] 202-365-0598 Post Award – What’s Next? Continuous touch to pipeline Back office compliance GSA initiated Mods – MAS MODS Vendor initiated Mods Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

60. [email protected] 202-365-0598 Post Award – What’s Next? Continue to use data to MARKET & SELL your solution! Repeat, & Refine! GRIT! Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

61. [email protected] 202-365-0598 THANK YOU Please type in your questions in the dialogue box Questions are anonymous We will read your question, not your name Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next

62. Federal Government Contractors - SUMMER SOIREE Monday June 24 th The John F Kennedy Center 530PM - 730PM REGISTER NOW! https://govsummer2024.eventbrite.com

63. [email protected] Procurement Training GSA Schedule: Requirements, Proposal Preparation & What’s Next