GSA Schedules - The Meat & Potatoes Of It All Link to Audio Webinar on You Tube --> http://tinyurl.com/n37hco2

1. GSA – The Meat & Potatoes of it All
September 12, 2013

2. 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

3. GSA Schedule - Overview
-

4. 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.

5. 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

6. GSA – What it is / What it is NOT

7. 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

8. 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 !!!

9. GSA – What it is / What it is NOT
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

10. 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.

11. GSA – Do I Need It? ROI Determination

12. 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

13. 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?

14. 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?

15. GSA – Do I Need It? ROI Determination
What is the Cost of Having a GSA Schedule
VS
What is the Cost of NOT Having a GSA Schedule?
What Opportunities Are YOU Missing?
Do the Math FIRST – Then, Make a Business
Decision

16. GSA – Current State

17. GSA – Current State
* GSA – Inundated & Overloaded – Rejections at ALL
time High!
* Priority = Current Schedule Holders
Notice: 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.

18. GSA – Conclusions & Next Steps

19. 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

20. GSA – Conclusions & Next Steps
* 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.

21. 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