babies, boats & gsa schedules - understanding the responsibilities of a gsa schedule
TRANSCRIPT
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Babies, Boats & GSA Schedules
Understanding the Responsibilities of a GSA Schedule
Presented By:
Ms. Jennifer Schaus
JS & AssociatesWashington, DC Rome, ItalyGovernment Consulting Services
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AGENDA:
1. Speaker Introduction & Background
2. Federal Government Contracting
3. GSA ScheduleWhat is it?How & why is it used?
ResponsibilitiesTerms / ConditionsReportingPricingInvestment
4. GSA Schedule - GUIDANCE
5. Conclusions Q & A
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Speaker Introduction & Background
Jennifer Schaus
Washington DC Resident & Business - Maryland nativeTowson University graduate
15+ Years in B2G5 Years with D&B8 Years in business B2G Services
GSA Schedules / Federal Sales, Mktng, Biz Dev /Proposal Writing / SBA 8a Certification / Lobbying / Events
Clients:Product & Service / Small & Large / Public & Private /Domestic & Foreign
Press:Forbes/CNN, WSJ, WBJ, Washington Post, SuccessMagazine, Smart CEO, Gov Product News, etc.
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Federal Government Contracting
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Federal Government Contracting
US Federal Government = Worlds Largest Purchaser
Over $600 Billion AnnuallyProducts & Services everything!
Government purchases through Open Market, Competitive Bids,Contract Vehicles, IDIQs, BPAs, etc.
Contracting Goals / Bonus Points
Goal of 23% for set aside programs
8a / Veteran Owned / Disadvantaged / Women /
Minority / HUB Zone / Natives
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GSA Schedule
What is it?
How & Why is it used?
Responsibilities
Terms / Conditions
Reporting
Pricing
Investment
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GSA Schedule
What is it?
General Services Administration non-appropriated government agency
receives no tax-payer funding
runs GSA PBS (Public Building Service)government landlord
oversees GSA Schedule contract vehicles
GSA Schedules approximately 20k vendors
39 various Schedules (based on offering)
Schedules include product & service offerings
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GSA Schedules
What is it?
GSA Schedules are Long Term Commitment;(can be 20 years)
Unique Ts / Cs which can change often;
Will not walk on its own;
Can sometimes be difficult to obtain;
Requires regular payments;(IFF Fee)
Requires someone to oversee / manage it;
.Can require an economic / ROI decision beforepursuing.
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GSA Schedules
What is it?
GSA Schedules are legally binding contracts between your company& the government
unique set of terms & conditions for vendorcompliance
open / rolling RFP for vendors
some current exceptions & changes coming soon
5 year contract with 3 five year option periods= 20 year contract
require a GSA TAX each quarter of .75%
IFF = Industrial Funding Fee
require lowering your set GSA rates if/when yourMFC rates are lowered.
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GSA Schedules
What is it?
GSA Schedules seek to:establish a fair & reasonable price for yourproduct/services;
not to exceed price;
pricing is based on CPL or market rates;
establish a MFC for Basis of Award;
justify your price through company invoices,CPL, contracts;
ensure your company is vetted (D&B) +Past Performance / Corporate
Experience / Quality Control / strongfinancials.
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GSA Schedules
How & Why is it Used?
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GSA Schedules
How & Why is it Used?
GSA Schedules are used by Federal, State, Local, Quasi government agencies.
They are used to: Simplify paperwork for the CO;(saves time & $$$)
Let the CO know your firm has been vetted;
Allow the CO to purchase directly knowing they aregetting the best price for your product/service;
CO can purchase direct from GSAadvantage.gov
CO can send GSA E-Buy requestCO can issue RFP for GSA Schedule holders based
on relationship building & vendor filling need.
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GSA Schedules
Responsibilities of the VENDOR
Terms / Conditions
Reporting
Pricing
Investment
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GSA Schedules
Vendor Responsibilities - Terms / Conditions
must abide by GSAs;
must have $25k GSA sales1st24 months & every subsequent year;
maintain compliant paperwork for
on-site CAV/audits;
maintain current price list on GSAadvantage;
maintain current/correct T/Cs on GSAeLibrary;
accounting system to track & (pay IFF) GSA sales
services: I-9 reporting, O/T
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GSA Schedules
Vendor Responsibilities - Reporting
GSA requires reporting of: quarterly IFF reports & payments.75% of your GSA Sched sales;
lower rates to your MFC / BoA*compliant CSP-1 Form*
require to lower your GSA rates;
oversee Ability One conflicts;
oversee TAA conflicts (product companies);
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GSA Schedules
Vendor Responsibilities - Pricing
GSA Prices typically are better than or = to your MFC $disclosures are required & made on CSP-1 Form
Comml Rate = $100
XYZ Co. MFC Rate = $80. 20%GSA Rate = $70. 30% var 10%
Comml Rate = $100XYZ Co. MFC Rate $70. 30%GSA Rate = $60. 40% var 10%
Based on your written discounting policies (standard commercial sales practices in the event you do not have writtendiscounting policies), are the discounts and any concessions which you offer the Government equal to or better thanyour best price (discount and concessions in any combination) offered to any customer acquiring the same items regardlessof quantity or terms and conditions? YES__ NO___. (See definition of concession and discount in 552.212-70.)
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GSA Schedules
Vendor Responsibilities - Investment
Having a GSA Schedule is a long term commitment - an investment of your
TIME & MONEY!!!
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GSA Schedules
Vendor Responsibilities - Investment
T I M E & E F F O R T
Approx 24 mos to prepare a compliant proposal;
Approx 216 mos for GSA to review your proposal;
*based on Sched
Approx 12 mos to finalize / price negotiations / award w GSA.Can be a 20 year contract if all options are exercised
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GSA Schedules
Vendor Responsibilities - Investment
M O N E Y & M A I N T E N A N C E
Hiring consultant/firm to prepare proposal - or DIY/ internal sources;
Margins typically lower MFC / Basis Of Award customer;
IFF fee .75% per Q;
MFC / Basis of Award price decreases;
Hiring consultant/firm P/T to oversee/manage - or DIY / internalresources.
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GSA Schedules
G U I D A N C E
Read the Solicitationtwice;
Conduct research - Determine your R O I $ $ $https://vsc.gsa.gov/RA/ReadinessAssessment.pdf
Ensure you have 2 - 3 GSA Sched buyers;
Consider partnering with strategic / attractive Sched holders;
https://vsc.gsa.gov/RA/ReadinessAssessment.pdfhttps://vsc.gsa.gov/RA/ReadinessAssessment.pdfhttp://jenniferschaus3.eventbrite.com/ -
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Babies, Boats & GSA SchedulesUnderstanding the Responsibilities of a GSA Schedule
THANK YOU !!Jennifer Schaus & Associates
Washington, DC
* B2G Market Research / Biz Plans
* Gov Sales, Mktng, Biz Dev, Lobbying
* GSA Schedules
* SBA 8a Certification
* Proposal Writing
+ 1 2 0 2 3 6 5 0 5 9 8 www.JenniferSchaus.com
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