Government Contracting - GSA Schedule Proposal Piece by Piece - Jennifer Schaus

GSA SCHEDULES Everything You Need To Know Upfront Do I Qualify & More…?!?

17 JULY 2014

GSA Schedules – 17 JULY 2014

Today’s Agenda …

GSA Schedules – 17 JULY 2014

Today’s Agenda …

Welcome !!

Introductions * VET Force – Joe Wynn * Audience * Jennifer Schaus * Presentation * Q&A * Networking

GSA Schedules – 17 JULY 2014

Introductions . . .

VET Force – Veterans Entrepreneur Task Force Veterans Advocacy Group Policy – Regulations & Laws Agency Events Education Classes POC: Joe Wynn JoeWynn@VetForce.org

GSA Schedules – 17 JULY 2014

Introductions . . .

Attendees Name Company Name Years In Business Industry – What do you sell/do?

What Primes are you contracting with?

What Agencies are you contracting with?

GSA Schedules – 17 JULY 2014

Introductions …

Jennifer Schaus 20 Yrs in Govt Contracting 10 Yrs in Business GSA Consultant Gov Con Events – JULY 21 – Army Corps, SBA, GSA, Wash Gas, Alexandria Vets BEC

GSA Schedules – 17 JULY 2014

Today’s Agenda … GSA Schedules What Is It? Do I Qualify?

Don’t Forget Basic First Steps The Proposal – ADMIN, TECH, PRICE

Other Tips & Suggestions Process & Time Frames Questions?

GSA Schedules – 17 JULY 2014

What Is the GSA Schedule?

GSA Schedules – 17 JULY 2014

What Is the GSA Schedule?

FSS – Federal Supply Schedule MAS – Multiple Award Schedule Many Awards

IDIQ – Indefinite Delivery / Quantity Still Competition – NO Guarantee

GSA Schedules – 17 JULY 2014

What Is the GSA Schedule?

Marketing Tool ONLY – NOT Required Comes with Sales Quota - $25k / year Comes with IFF Fee - .75% of GSA Sales

Comes with frequent GSA Audits Only 7-10% of Fed Purchases

GSA Schedules – 17 JULY 2014

What Is the GSA Schedule?

5 year Contract w 3 five year renewal periods; Simplifies the process for CO; Gives a competitive advantage – status symbol;

Eliminates other non-GSA firms from bidding; Has some set-aside SINs for small business.

GSA Schedules – 17 JULY 2014

What Is the GSA Schedule?

Approx 39 Schedules – 9 are VA Schedule (medical) Segmented by Service or Product NOT by Agency SINS = Special Item Numbers (further ID offering) IE – Sched 874 MOBIS SIN 874-1 = Consulting SIN 874-4 = Training SIN 874-7 = Prgm Support Services

GSA Schedules – 17 JULY 2014

Do I Qualify?

GSA Schedules – 17 JULY 2014

Do I Qualify?

24 Months / 2 FULL Years of Balance & Sheet Income Statements; 4 Customer References for Open Ratings Report; Must use these POCs for SIN Justification Invoices to Justify All Items/Services; At least 3 invoices per Labor Category Contracts / SOW to Justify Services – Must be w/in last 2 years; 2 PER SIN Must be relevant Must also use these POCs for Open Ratings

GSA Schedules – 17 JULY 2014

Do I Qualify?

Offer GSA Fair & Reasonable Pricing (Better than or Equal to MFC) Products must be from TAA Compliant Countries; Products must have a LoS from MFG.

GSA Schedules – 17 JULY 2014

First & Foremost … !

GSA Schedules – 17 JULY 2014

First & Foremost ‌ !

Ensure you have selected the correct Schedule;

Ensure you have selected the correct SIN #; Note the Refresh # !; Read the Solicitation. Again!

Full List of Schedules:

http://www.gsa.gov/portal/content/207509

GSA Schedules – 17 JULY 2014

Basic First Steps

Mission Accomplished - GSA Schedules – October 25, 2013

Basic First Steps – Part I 1. Obtain D&B DUNS# www.DNB.com 2. Register in www.SAM.gov

3. Obtain Digital Certificate http://aces.orc.com/

Mission Accomplished - GSA Schedules – October 25, 2013

Basic First Steps – Part 2 1. Complete GSA’s Pathway To Success https://gsafas.secure.force.com/MASTrainingHome

2. Complete GSA’s Readiness Assessment https://vsc.gsa.gov/RA/ReadinessAssessment.pdf

GSA Schedules – 17 JULY 2014

Basic First Steps – Part 3 1. Obtain Open Ratings Past Performance Evaluation https://www.supplierriskmanager.com/ppe-order/login.seam ** Must match your Project Descriptions

2. Prepare Last 2 FULL Years Financial Statements (Recommend 3 Years)

GSA Schedules – 17 JULY 2014

The Proposal

GSA Schedules – 17 JULY 2014

The Proposal Administrative Technical Pricing -

GSA Schedules – 17 JULY 2014

The Proposal - Administrative

GSA Schedules – 17 JULY 2014

The Proposal - Administrative Pathway To Success

SAM Other Schedules, Pending Offers, Rejections Financials SubK- Plan when LARGE BIZ

GSA Schedules – 17 JULY 2014

The Proposal - Technical

GSA Schedules – 17 JULY 2014

The Proposal - Technical Corporate Narrative – 2 page Max Quality Control – 2 page Max Project Experience – 4 page Max Insert your Open Ratings PPE Report

GSA Schedules – 17 JULY 2014

The Proposal - Technical Corporate Narrative – 2 page Max * * * * *

Corp Experience Size, Background Accounting Controls Marketing to Gov Use of Sub-Contractors, if any

GSA Schedules – 17 JULY 2014

The Proposal - Technical Project Experiences – 4 page Max *SERVICES ONLY Must include SOW / Copy of Contract Must be w/in last 2 years (to the month) or base year completed Detailed info relevant to the SIN

GSA Schedules – 17 JULY 2014

The Proposal - Technical Quality Control Narrative – 2 page Max * * * * * *

QC process Individuals Involved Use of Sub-contractors, if any Problem resolution Urgent matters Multiple projects

GSA Schedules – 17 JULY 2014

The Proposal - Pricing

GSA Schedules – 17 JULY 2014

The Proposal - Pricing Rates are fully burdened; Ea Item proposed MUST have invoice justification;

Commercial Price List w “Effective Date” Labor Category Descriptions – (services only)

GSA Schedules – 17 JULY 2014

The Proposal - Pricing Professional Comp Plan; Overtime Comp Plan;

(services only)

(services only)

SCA, if non-professional (DoL); (services only) Marketing Plan & Fair/Reasonable Statement.

GSA Schedules – 17 JULY 2014

The Proposal - Pricing Letter Of Supply re/ TAA; (products only).

CPL or Market Rates & applicable EPA; CSP – Commercial Sales Practices Form; Price Proposal Spreadsheet

GSA Schedules – 17 JULY 2014

The Proposal - Pricing CSP – Commercial Sales Practices Form Disclose MFC (Most Favored Customer); .

Disclose Price Discounts; Disclose Price Policies.

GSA Schedules – 17 JULY 2014

The Proposal - Pricing Price Proposal Spreadsheet Discloses your CPL rates Discloses your MFC rates Proposes your GSA rates w/o IFF Proposes your GSA rates w IFF

GSA Schedules – 17 JULY 2014

The Proposal - Pricing GSA Requires Equal to OR Better Than Your MOST FAVORED CUSTOMER (Lowest Priced) Regardless of Quantity/Volume *Can be hazardous to MFG’s

GSA Schedules – 17 JULY 2014

The Proposal - Other

GSA Schedules – 17 JULY 2014

The Proposal - Other Summary Of Offer – required – on site with solicitation Agent Authorization Form – if using consultant (goes in ADMIN Section)

Sub-K Plan – if large business (goes in ADMIN Section)

GSA Schedules – 17 JULY 2014

Final Tips & Suggestions

GSA Schedules – 17 JULY 2014

Final Tips & Suggestions Ensure you are on the current Refresh #; Ensure your documents all reference the correct Sched;

Ensure you have invoices for EACH item; Review everything before uploading.

GSA Schedules – 17 JULY 2014

Final Tips & Suggestions Ensure Open Ratings is current; Ensure Pathway to Success is current;

Ensure Project Experiences are current w/in 2 yrs;

GSA Schedules – 17 JULY 2014

The Process & Timing ;

GSA Schedules – 17 JULY 2014

The Process & Timing JULY 31 thru AUG 1 – HANDS-ON Proposal Preparation

;

Submit To GSA / E-Receipt http://gsa.eoffer.gsa.gov +1 – 6 Months “Welcome Letter” +1 – 6 Months Rejection / Clarification / Price Negotiations +1 – 2 Months Clarifications +1 Week – 1 Month Price Negotiations, FPR & Award

GSA Schedules – 17 JULY 2014

Next Steps / Options . . .

JULY 31 & AUG 1 2 Day Hands-On INTENSIVE GSA Proposal Preparation Discounted Rates for Veterans & Veteran Owned Businesses

GSA Schedules – 17 JULY 2014

Next Steps / Options . . .

JULY 31 & AUG 1 2 Day Hands-On INTENSIVE GSA Proposal Preparation Discounted Rates for Veterans & Veteran Owned Businesses

GSA Schedules – 17 JULY 2014

Next Steps / Options . . .

JULY 31 & AUG 1 2 Day Hands-On INTENSIVE GSA Proposal Preparation Discounted Rates for Veterans & Veteran Owned Businesses

GSA Schedules – 17 JULY 2014

JULY 21 – MONDAY! GOVERNMENT CONTRACTORS NETWORKING EVENT @ The Kennedy Center

Register: https://www.eventbrite.com/e/governmentcontractors-the-kennedy-center-5-yearanniversary-july-21-tickets-11662196945

GSA Schedules – 17 JULY 2014

Questions . . . ;

GSA Schedules – 17 JULY 2014

Jennifer Schaus & Associates www.JenniferSchaus.com +1–202–365–0598