GSA Schedules, a tactical guide

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GSA SCHEDULES Down Dirty A TACTICAL GUIDE
25 APRIL 2017
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GSA Schedules 25 April 2017
Todays Agenda
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GSA Schedules 25 April 2017
Todays Agenda
Welcome !! Introductions Intro -
Attendees Intro - Jennifer Schaus
Presentation Q A
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GSA Schedules 25 April 2017
Introductions . . .
Attendees Name Company Name Years In
Business Industry What do you sell/do? What
Primes are you contracting with? What Agencies
are you DIRECTLY contracting with?
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GSA Schedules 25 April 2017
Introductions
Jennifer Schaus Washington DC Based
(Downtown) 20 Yrs in Govt Contracting 10 Yrs in
Business GSA Fed Gov Contracts
Consulting http//www.JenniferSchaus.com
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GSA Schedules 25 April 2017
GSA Schedules The Details
What Is It? Do I Qualify? Dont Forget Basic
First Steps The Proposal ADMIN, TECH,
PRICE Other Information Tips
Suggestions Process Time Frames Questions?

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GSA Schedules 25 April 2017
What Is the GSA Schedule?

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GSA Schedules 25 April 2017
What Is the GSA Schedule?

FSS Federal Supply Schedule MAS Multiple
Award Schedule Many Awards IDIQ Indefinite
Delivery / Quantity Still Competition NO
Guarantee
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GSA Schedules 25 April 2017
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
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GSA Schedules 25 April 2017
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.
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GSA Schedules 25 April 2017
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) SIN 874-1 Consulting SIN
874-4 Training SIN 874-7 Prgm Support
Services
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GSA Schedules 25 April 2017
Do I Qualify?
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GSA Schedules 25 April 2017
Do I Qualify? 24 Months / 2 FULL Years of
Balance Sheet Income Statements 6 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 3
PER IT SIN Sched 70 Must be relevant Must also
use these POCs for Open Ratings
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GSA Schedules 25 April 2017
Do I Qualify? Offer GSA Fair Reasonable
Pricing -- Better than or Equal to you best
discounts -- Better than or Equal to Other
Vendors on Sched Products must be from TAA
Compliant Countries Products must have a LoS
from MFG.
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GSA Schedules 25 April 2017
First Foremost !
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Ensure you have selected the correct
ScheduleEnsure 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 25 April 2017
First Foremost !
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GSA Schedules 25 April 2017
Basic First Steps
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GSA Schedules April 25, 2017
Basic First Steps Part I 1. Obtain DB DUNS
www.DNB.com 2. Register in www.SAM.gov 3.
Obtain Digital Certificate http//aces.orc.com/
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GSA Schedules 25 April 2017
Basic First Steps Part 2 1. Complete GSAs
Pathway To Success https//gsafas.secure.force.com
/MASTrainingHome 2. Complete GSAs Readiness
Assessment https//vsc.gsa.gov/RA/ReadinessAssess
ment.pdf
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GSA Schedules 25 April 2017

• Basic First Steps Part 3
• 1. Obtain Open Ratings Past Performance
  Evaluation
• https//www.supplierriskmanager.com/ppe-order/logi
  n.seam
• Must match your Project Descriptions
• Prepare Last 2 FULL Years Financial Statements
• (Recommend 3 Years)

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GSA Schedules 25 April 2017
The Proposal
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GSA Schedules 25 April 2017
The Proposal
Administrative - Technical - Pricing -
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GSA Schedules 25 April 2017
The Proposal - Administrative
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GSA Schedules 25 April 2017
The Proposal - Administrative
Pathway To Success Readiness Assessment SAM Oth
er Schedules, Pending Offers, Rejections Financia
ls SubK- Plan when LARGE BIZ
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GSA Schedules 25 April 2017
The Proposal - Technical
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GSA Schedules 25 April 2017
The Proposal - Technical
Corporate Narrative 2 page Max Quality Control
2 page Max Project Experience 4 page
Max Open Ratings PPE Report Open Ratings PPE
Receipt (must match)
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GSA Schedules 25 April 2017
The Proposal - Technical
Corporate Narrative 2 page Max Corp
Experience Size, Background
Accounting Controls Marketing to Gov
Use of Sub-Contractors, if any
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GSA Schedules 25 April 2017
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
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GSA Schedules 25 April 2017
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 (12
months) completed Detailed info relevant to the
SIN
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GSA Schedules 25 April 2017
The Proposal - Pricing
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GSA Schedules 25 April 2017
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)
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GSA Schedules 25 April 2015
The Proposal - Pricing
Professional Comp Plan (services
only) Overtime Comp Plan (services only) SCA,
if non-professional (DoL, Table 5) (services
only) Marketing Plan Fair/Reasonable
Statement.
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GSA Schedules 25 April 2017
The Proposal - Pricing
Letter Of Supply re/ TAA (products
only). Ability One (products only) CPL or
Market Rates Applicable EPA CSP Commercial
Sales Practices Form Price Proposal
Spreadsheet
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GSA Schedules 25 April 2017
The Proposal - Pricing
CSP Commercial Sales Practices Form Financials
(sales of applicable offering) Disclose
Customer/Category (Name) who gets your best
discounts . Disclose Price Discounts (Frequency
Quantity) Disclose Price Policies (Who, Why,
When)
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GSA Schedules 25 April 2017
The Proposal - Pricing
Price Proposal Spreadsheet Discloses your CPL
Rates Propose your GSA rates w/o IFF Propose
your GSA rates w IFF NOTE Discounting
Policies NOTE Competitors http//calc.gsa.gov
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GSA Schedules 25 April 2017
The Proposal - Pricing
GSA Will Want Equal to OR Better Than Your MOST
FAVORED CUSTOMER (Lowest Priced) Regardless of
Quantity/Volume Can be hazardous to
MFGs NOTE Calc.gsa.gov
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GSA Schedules 25 April 2017
The Proposal - Other

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GSA Schedules 25 April 2017
The Proposal - Other

Summary Of Offer depends on Schedule Agent
Authorization Form if using consultant (goes
in ADMIN Section) Sub-K Plan if large business
(goes in ADMIN Section)
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GSA Schedules 25 April 2017
Final Tips Suggestions


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GSA Schedules 25 April 2017
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.
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GSA Schedules 25 April 2017
Final Tips Suggestions

Ensure Open Ratings is current Ensure Pathway
to Success is current Ensure Project
Experiences are current w/in 2 yrs

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GSA Schedules 25 April 2017
The Process Timing


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GSA Schedules 25 April 2015
The Process Timing
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



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GSA Schedules 25 April 2017
Next Steps Best Practices Project Management
Establish Project Management Plan Checklist for
Documents Timeline Identify a Project Manager
for Schedule Shared File for Company
Documentation Internal or External Review
Team Post Award Considerations Contract
Administration Modifications Reporting,
Finance, Compliance


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GSA Schedules 25 April 2017
Next Steps Post Award


GSA E-Buy RFP Notifications Data Mining TDR
Transactional Data Reporting SIP Upload - GSA
Advantage 72a IFF Reporting E-Library
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GSA Schedules 25 April 2017
Questions . . .



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   Jennifer Schaus Associateswww.JenniferSch
aus.comWASHINGTON, DC 1 2 0 2 3 6 5 0 5
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GSA Schedules 25 April 2017