GSA Schedules - The Meat & Potatoes Of It All

GSA – The Meat & Potatoes of it All

September 12, 2013

GSA – The Menu / Today’s Agenda

* GSA Schedule Overview

* What it is / What it is NOT

* Do I need it? ROI Determination

* Current State

* Conclusions & Next Steps

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.


* 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


* IFF Reporting

* GSA Audits

* Contract Administration

* BoA Pricing Implications Post Award

* NO Sales Guarantee – Mktng Tool ONLY !!!


Comml Price MFC/BoA Price GSA Price $100 $95 $90

- 5% - 10%

POST AWARD

Comml Price MFC/BoA Price GSA Price $100 $85 ?? - 15% -15% or more

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


What is the Investment ???

Time & Money

Time = 1 - 4 mo. to prepare proposal; = 6 - 16 mo. for GSA to review; = 1 – 2 mo. for Negotiations, FPR, Award

Money = Approx $200 for Digital Certificate = Approx $200 for Open Ratings Rpt. = Sales Person = Contract Admin & Rpting

= Consultant or In-House


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?


What is the Cost of Having a GSA Schedule

VSWhat is the Cost of NOT Having a GSA Schedule?

What Opportunities Are YOU Missing?

Do the Math FIRST – Then, Make a Business Decision

GSA – Current State

GSA – Current State* GSA – Inundated & Overloaded – Rejections at ALL time High!

* Priority = Current Schedule HoldersNotice: The GSA Multiple Award Schedule (MAS) program has recently experienced a tremendous increase in new offers. Due to the large number of new offers currently in process, it could take up to 12 months before your offer is evaluated.

* OASIS – New Schedule

* FSSI – Federal Strategic Sourcing Initiative GSA’s Small Biz Hunger Games “Clear Winners & LOSERS” stated Political Appointee Joe Jordan.

.

GSA – Conclusions & Next Steps


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

* NOT for Everyone – Do your homework/research!

* Understand the Responsibilities

* Make this a Business Decision with a Strategic B2G Business Plan


* Research SSQ.GSA.gov & FPDS.gov

* Take the GSA Readiness Assessment & Pathway to Success;

* Talk to your prospects – ask HOW they purchase;

* Understand Time Frames & Time Investment

* Download & read the Solicitation;

* Devise a plan to project manage completing the proposal.

GSA Schedules – THANK YOU!

Jennifer Schaus

http://JenniferSchaus.com

[email protected]

+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8

Washington, DC

GSA Schedules - The Meat & Potatoes Of It All

Business

Transcript of GSA Schedules - The Meat & Potatoes Of It All