Jennifer Schaus presented to the VET (Veterans Entrepreneurial Task Force) at The Small Business Administration event on June 10 2014. Full audio & video avail at: https://docs.google.com/file/d/0B7C9jXcRT_edcVJvWXlUcE0tXzg/edit

1. GSA Schedule - Overview
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10 June 2014

2. 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.

3. 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

4. GSA – What it is / What it is NOT

5. 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

6. 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 !!!

7. 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.

8. GSA – Do I Need It? ROI Determination

9. 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?

10. 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?

11. GSA – Do I Need It? ROI Determination
What is the Cost
of NOT Having
a GSA Schedule?

12. GSA – Conclusions & Next Steps

13. 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)

14. GSA Schedules – THANK YOU!
Jennifer Schaus
http://JenniferSchaus.com
Marketing@JenniferSchaus.com
+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8
Washington, DC