Govt Contracting GSA SCHEDULES - Eastern Foundry

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GSA Schedules

11 December 2014

AGENDA:

Introductions

Geoff Orzam, Eastern Foundry

Jennifer Schaus, Schaus & Assoc.

Presentation

Q & A

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Geoff Orzam, Eastern Foundry

•Founder/CEO, Eastern FoundryGovCon Incubator

•McKinsey & Co.

•US Marine Corp

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Jennifer Schaus, Schaus & Associates

•Washington DC based

•20 Yrs Govt Contracting

•GSA Schedule Services

•Product/Service Clients

•Large & Small Businesses

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GSA Schedule

OVERVIEW

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GSA Schedule OVERVIEW

•Contract Vehicle / Marketing Tool

•MAS / FSS

•5 Yrs w 3 Option Periods = 20 Yrs

•Focus = Lowest PRICE

•Terms & Conditions

•$25k Sales Quota

•.75% IFF Quarterly Fee

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GSA Schedule OVERVIEW

•Approx 39 GSA Scheds

•Segmented by Product/Service

•Open RFP process

•Past Performance Required

•Pricing Disclosures / Invoices

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GSA Schedule OVERVIEW

•Facilitates the purchasing process

•Can be used by State / Local / Quasi Govt

•Status Symbol – shows you are serious about selling to the Govt.

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GSA Schedule – I. PROPOSAL

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GSA Schedule PROPOSAL

• Read the Solicitation (time sensitive)

• Ensure you meet requirements• Pre-Award

• Post-Award

• Prepare a compliant proposal1. Administrative

2. Technical3. Pricing

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GSA Schedule – II. ADMINISTRATIVE

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GSA Schedule ADMINISTRATIVE

• Pathway To Success – time sensitive

• SAM Registration

• Other Schedules

• Financials

• Sub-K Plan (Large Biz Only)

• Readiness Assessment

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GSA Schedule - III. TECHNICAL

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GSA Schedule TECHNICAL

• Corp Narrative

• Quality Control

• Project Experiences(2 Per SIN) – time sensitive

• Open Ratings Report – time sensitive

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GSA Schedule – IV. PRICING

GSA Schedule PRICING

• Price List – fully burdened

• CSP1

• Labor Category Description

• Invoice Justification – every item

• HR Plan – Comp & OT

• SCA – if applic.

• Price Proposal

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GSA Schedule PRICING

• Products:

• TAA Compliance

• Letter of Supply

• Ability One

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GSA Schedule PRICING

OF IMPORTANCE !!!

$10.00 widgets$9.00 to MFC (Coca Cola)

$8.00 to GSA

GSA AWARD

$8.00 GSA NTE/Price Ceiling$7.50 to MFC (Coca Cola or a new MFC)

YOU MUST NOTIFY GSA & REDUCE YOUR GSA RATE BY THE SAME PERCENTAGE

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GSA Schedule – V. NEXT STEPS

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GSA Schedule NEXT STEPS

• Obtain Digital Certificate

• Make Proposal Submission via E-Offer

• Ensure documents are ALL current

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GSA Schedule NEXT STEPS

Clarifications / Reject / Accept

• Satisfy questions and clarifications via email

documentation

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GSA Schedule NEXT STEPS

Price Negotiations

• Can be call or email

• GSA seeking deeper discounts, prompt payment, volume/quantity

discounts

• BOA Customer Identified by GSABasis of Award

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GSA Schedule NEXT STEPS

FPRFinal Proposal Revision

Outlines what occurred during Price Negotiations including BOA

Document to be placed on co letterhead, sign & date

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GSA Schedule NEXT STEPS

Award Letter

GSA Schedule #Award Dates

SF 30

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GSA Schedule – VI. POST AWARD

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GSA Schedule POST AWARD

1. GSA E-Buy RegistrationRFP Notification

2. GSA AdvantageOn-line Catalog of Approved Vendors

Items

3. GSA E-LibraryOn-line listing of Approved Vendors

Terms & Conditions

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GSA Schedule POST AWARD

4. GSA 72A Site for Paying IFF (.75%)

5. GSA CAV’s 2xCustomer Assisted Visits

6. Pricing Updates/ModsIf pricing is based on Comml Price

List

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GSA Schedule POST AWARD

7. Renewals

8. Disclose any pricing changes in accordance with the PRC and your

BOA Customer

9. Meet $25k Sales Quota!!!

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GSA Schedule – VII. CONCLUSIONS

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GSA Schedule CONCLUSIONS

• Not for everyone

• Do you meet requirements?

• Asset or Liability?

• Is there ROI for your business?

• Lower Margins

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GSA Schedule CONCLUSIONS

• Back Office/Compliance investment

• Monitor PRC – Price Reduction Claus

• Proposals still need to be written

• Sales Rep to drive business

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THANK YOU!

Jennifer Schaus202-365-0598

jschaus@jenniferschaus.com www.JenniferSchaus.com

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11 December 2014