GSA Schedule - Overview

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10 June 2014

GSA Schedule - Overview* One of MANY Contract Vehicles;

* GSA = 39 Different Schedules;

* Multiple SINs under ea/ Sched;

* 5 Yr Contract – w Renewals = 20 Yr Contract;

* $25k Sales Quota;

* .75% IFF (Industrial Funding Fee) Q payment.

GSA Schedule - Overview* Pricing is MAIN factor;

* Seek to obtain “better than” or “equal to” your MFC (Most Favored Customer Pricing);

* GSA Price = Price Ceiling ONLY;

* Customers encouraged to ask for deeper discounts

GSA – What it is / What it is NOT

GSA – What it is / What it is NOT* NOT For Everyone !!!

* ONLY 7–10% of Federal Purchases

* ONLY a Marketing / Sales Tool

* Sales Quota - $25k / yr

* 60% of the 20k Sched Holders = 0

GSA – What it is / What it is NOT

* IFF Reporting

* GSA Audits

* Contract Administration

* BoA Pricing Implications Post Award

* NO Sales Guarantee – Mktng Tool ONLY !!!

GSA – What it is / What it is NOT* Feather in your cap – Ticket to the dance;

* Shows you are “SERIOUS” – Competitive Advantage;

* Minimizes paperwork for the CO;

* Dedicated GSA E-Buy RFP’s;

* GSA Advantage Listing;

* SM Biz SIN Set-Aside;

* State & Local & Quasi.

GSA – Do I Need It? ROI Determination

GSA – Do I Need It? ROI Determination

Questions to Ask ???

* Have I read the Solicitation?

* Do I REALLY know what I am signing up for?

* Do I have 3-4 prospects who will purchase from me via the Sched?

* Can I easily EXCEED the GSA Sales Quota?

* Will I be able to maintain a COMPLIANT contract?

GSA – Do I Need It? ROI Determination Questions to Ask ???

* Are my competitors on Sched?

* How much revenue potential is avail for me? Break down by similar size, industry, set-asides, etc.

* Do I meet the requirements?

* Do I know HOW to use the Sched?

* Will GSA prices allow me margin?

GSA – Do I Need It? ROI Determination

What is the Cost of NOT Having

a GSA Schedule?

GSA – Conclusions & Next Steps

GSA – Conclusions & Next Steps

* Feather in your Cap – BUT you still need to hunt!

* Great way to facilitate the Procurement Process.

JULY 10 or JULY 17 – GSA Overview & Requirements (Class & Networking)

JULY 31 & AUG 1 = GSA Hands-On Workshop (2 Day Workshop)

GSA Schedules – THANK YOU!Jennifer Schaus

http://JenniferSchaus.com

Marketing@JenniferSchaus.com

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Washington, DC