Jennifer Schaus & Associates complimentary webinar on GSA Schedules.
1 - Use data to decide if this the GSA Schedule is right for you;
2 - GSA Schedule requirements & proposal preparation;
3 - Market your GSA Schedule;
4 - GSA Schedule compliance and reporting.
More info: hello@JenniferSchaus.com
1. GSA Schedules - Top To Bottom
December 8, 2022
TOPICS:
* Using Data To Determine If You Need A GSA Schedule;
* GSA Schedule Requirements & Proposal Preparation
* Marketing Your GSA Schedule
* GSA Schedule Compliance & Reporting
Archisha Mehan
GovSpend
Jennifer Schaus
Jschaus & Assoc.
Jim Bender
ZK Development
Karen Long
Streamline Contracts
2. AGENDA:
Archisha Mehan
GovSpend
Jennifer Schaus
Jschaus & Assoc.
SESSION 1 – 12:05pm - 12:45pm
Using Data To Determine If You Need This Contract Vehicle
SESSION 2 – 12:45pm - 1:25pm
Requirements And Proposal Preparation
SESSION 3 – 1:25pm - 2:05pm
GSA Schedule Marketing Best Practices
SESSION 4 – 2:05pm - 2:45pm
GSA Schedule Compliance & Reporting
Jim Bender
ZK Development
Karen Long
Streamline Contracts
3. About Us:
Washington DC based
Professional services for established businesses (GSA Sched)
570+ Complimentary govt contracting webinars on YouTube
https://www.youtube.com/channel/UCYvCaZcAvSYYEAZCqj2CQ9g
GSA Schedule Webinars
https://www.jenniferschaus.com/gsa-schedules
GSA Agency Profile, FAR Supplement, Org Chart, Subcontracting Opps, etc.
https://www.jenniferschaus.com/general-services-administration
4.
5. GSA Schedules – Top To Bottom – DEC 2022
12/12 Federal Contractors Holiday Soiree
https://holiday1212.eventbrite.com
6. GSA Schedules – Top To Bottom
1 - Using Data To Determine If You Need This Contract Vehicle
2 - Requirements & Proposal Preparation Best Practices
3 - GSA Schedule Marketing Best Practices
4 - GSA Schedule Compliance & Reporting
8. GSA Schedules – Top To Bottom – DEC 2022
Importance of Data
Confident decision making – guides strategy/commit to a vision as
it is based on data
Proactive – business opportunities
Transparency and objectivity
In federal contracting, the spend data helps understand how the
agency buys what you sell, what is expiring and is there an
opportunity for you?
9. GSA Schedules – Top To Bottom – DEC 2022
Data provides us the answers to create our strategy
Use the data to understand if you need a GSA Schedule, however,
keep in mind that the Schedule is a vehicle and is not a guarantee
Which agency is
buying
How are they
buying
• Schedule/GWAC/BPA
• SB/OTSB
• Set Aside/Sole Source
• Goals?
Possible
Opportunities
• expiring contracts
• new requirements
• innovative solutions
10. GSA Schedules – Top To Bottom – DEC 2022
An Overview of the Awards
Understand how the awards are made
Keep in mind that FY 20 = pandemic, however increasing trend
Results will vary when you do a focused search
FY 23 FY 22 FY 21 FY 20
Total Contract s Obligated $24,727,699,040 $629,645,731,370 $647,181,016,282 $686,102,328,600
% of contracts awarded on schedules 10.56% 9.31% 9.47% 5.31%
Awards on GSA/MAS Schedules $2,610,820,819 $58,609,372,860 $61,271,272,524 $36,408,992,697
GSA/MAS contracts awarded as SB $1,252,035,613 $27,163,742,613 $27,856,688,672 $16,026,664,360
SB contracts as a % 47.96% 46.35% 45.46% 44.02%
11. GSA Schedules – Top To Bottom – DEC 2022
Top 10 Schedules
Multiple Schedules consolidated into one MAS Schedule to make
it easier, so reporting is a little different
Note: OASIS, Alliant, 8A Stars, VETS are GWAC’s under GSA
Government Wide Acquisition Contracts
Schedule
FY 2023 FY 2022 FY 2021
Total Total Total
MAS $886,112,650 $17,605,342,637 $18,126,538,375
70 $408,248,996 $7,813,296,563 $9,459,897,190
OASIS $102,689,786 $6,254,681,198 $5,744,876,492
00CORP $202,014,458 $5,418,000,515 $5,692,639,179
CORP $135,412,374 $4,401,264,949 $4,711,098,454
OASIS SB $73,368,051 $4,384,847,955 $4,078,470,862
ALLIAN $80,915,630 $2,083,560,280 $2,635,313,094
8ASTARS2 $8,319,139 $854,781,318 $1,391,146,468
EIS $85,217,705 $849,558,494 $588,979,564
874 $22,375,877 $800,857,773 $1,021,803,307
12. GSA Schedules – Top To Bottom – DEC 2022
Deep Dive into the MAS Schedule
13. GSA Schedules – Top To Bottom – DEC 2022
Deep Dive into Schedule 70 (now SINS in MAS)
Historical data by
Schedules
Can do searches
by schedule type
14. GSA Schedules – Top To Bottom – DEC 2022
Deep Dive into OASIS
15. GSA Schedules – Top To Bottom – DEC 2022
Awards less than $150,000
16. GSA Schedules – Top To Bottom – DEC 2022
Case Study:
Company provides
“Cyber” solutions
Step 1:
Search Contract
awards for Cyber
17. GSA Schedules – Top To Bottom – DEC 2022
Step 2: Using the same keyword, search for GSA Schedules across all
agencies
• What percent of
total contracts are
awarded on GSA Schedules?
• How are the agencies using
the schedules to award
the contracts?
• What % of contracts
are awarded on a schedule
in an agency?
• What type of schedule?
• Can I use a schedule?
18. GSA Schedules – Top To Bottom – DEC 2022
Step 3: Understand the agencies that use GSA Schedule – eg. Dept
of Homeland Security
Decide to either get a schedule or look at teaming?
Understand if any set-aside is used
19. GSA Schedules – Top To Bottom – DEC 2022
Use expiring contracts to understand possible opportunities.
20. GSA Schedules – Top To Bottom – DEC 2022
Case Study
Company sells “tile” – Total Awards by keyword
Awards on Schedules
21. GSA Schedules – Top To Bottom – DEC 2022
Best Practices In Data Mining
Accurate, Real-time data
Searches based on what product/service/solution you provide
Use Keywords, NAICS, PSC, Categories as you create your searches
Save searches to get real-time alerts
Create opportunities
22. GSA Schedules – Top To Bottom – DEC 2022
< QUESTIONS >
Please submit your QUESTIONS in the panel.
They will be read in the order they are received.
Thank You!
hello@jenniferschaus.com
23.
24. GSA Schedules – Top To Bottom – DEC 2022
12/12 Federal Contractors Holiday Soiree
https://holiday1212.eventbrite.com
25. GSA Schedules – Top To Bottom
1 - Using Data To Determine If You Need This Contract Vehicle
2 - Requirements & Proposal Preparation Best Practices
3 - GSA Schedule Marketing Best Practices
4 - GSA Schedule Compliance & Reporting
26. SESSION 2
Jennifer Schaus
J Schaus & Associates
hello@JenniferSchaus.com
Requirements & Proposal Preparation Best Practices
27. GSA Schedules – Top To Bottom – DEC 2022
Requirements & Proposal Preparation – Best Practices
About GSA Schedules:
➢ Contract Vehicle / Marketing Tool ONLY
➢ One of MANY options for procurement – only used 10%
➢ Vendor short list
➢ 18-20K Vendors – 60% have ZERO sales via GSA
➢ Public data / info on pricing, contracts available – USE IT
28. GSA Schedules – Top To Bottom – DEC 2022
Requirements & Proposal Preparation – Best Practices
29. GSA Schedules – Top To Bottom – DEC 2022
Requirements & Proposal Preparation – Best Practices
GSA Schedule – ONE of MANY Options
➢ Full & Open competition
➢ Set-Asides
➢ Simplified Acquisition
➢ Sole source
➢ OTA’s
➢ Other Department / Agency Contract Vehicles:
○ NASA SEWP; Navy Seaport-e, State Dpt Evolve; DHS Eagle, etc.
30. GSA Schedules – Top To Bottom – DEC 2022
Requirements & Proposal Preparation – Best Practices
GSA Schedule – Best Practices for Pursuing:
➢ Pipeline full of opportunities specifically slated for GSA
➢ Build it and they will come is NOT a strategy
➢ Relationships within the government / able to steer prospects
➢ Homework completed on pricing!
➢ Less eyeballs – still comes down to RELATIONSHIPS!
31. GSA Schedules – Top To Bottom – DEC 2022
Requirements & Proposal Preparation – Best Practices
GSA Schedule – Basic Requirements
➢ Compliance matrix
➢ SAM registration, appropriate NAICS Codes
➢ Representations & Certifications
32. GSA Schedules – Top To Bottom – DEC 2022
Requirements & Proposal Preparation – Best Practices
GSA Schedule – Administrative Section
➢ Last 2 years Financials
➢ Declarations / SAM information
➢ Readiness Assessment / Pathway To Success
➢ Authorized Negotiator Form
33. GSA Schedules – Top To Bottom – DEC 2022
Requirements & Proposal Preparation – Best Practices
GSA Schedule – Technical Section
➢ Corporate Narrative
➢ Quality Control
➢ SIN Project Experience
➢ 5 References / 3 CPARS
➢ 3 Questionnaires
34. GSA Schedules – Top To Bottom – DEC 2022
Requirements & Proposal Preparation – Best Practices
GSA Schedule – Pricing Section
⮚ Labor Category / Products
⮚ Invoice Justification
⮚ Price Proposal Template
⮚ Price List (internal & GSA facing)
⮚ HR Policy (OT & Comp)
⮚ TAA (Products)
35. GSA Schedules – Top To Bottom – DEC 2022
Requirements & Proposal Preparation – Best Practices
GSA Schedule – Submit via E-Offer
➢ Review for quality / content
➢ Log onto GSA E-Offer
➢ Screenshots can be helpful
➢ Record # and e-receipt
➢ Welcome Letter within 1-2 Weeks
36. GSA Schedules – Top To Bottom – DEC 2022
Requirements & Proposal Preparation – Best Practices
GSA Schedule – Reminder
➢ This is NOT for everyone
➢ Meet the pre-award requirements
➢ Meet the post-award requirements
➢ Just because you meet the requirements does not mean this is a
good idea!!!
37. GSA Schedules – Top To Bottom – DEC 2022
Requirements & Proposal Preparation – Best Practices
GSA Schedule – Self Check – Know the Market
➢ Revenue for your SIN via the GSA Sched last 4 FY’s
(How big is the market for your services/product within GSA?)
➢ Top companies w/in the SIN & how much work they have won $
➢ Top companies w/in the SIN & what agencies they are working
➢ Price comparison for your labor vs GSA averages
38. GSA Schedules – Top To Bottom – DEC 2022
Requirements & Proposal Preparation – Best Practices
GSA Schedule – Self Check – Know the Market
➢ Understand the repercussions of pricing post award
(not to exceed / price ceiling)
➢ GSA Schedule prices typically discounted within the Schedule
➢ GSA Schedule can be a liability
➢ Make your business decisions based on FACTS / DATA
(Plenty of data available!!)
39. GSA Schedules – Top To Bottom – DEC 2022
Requirements & Proposal Preparation – Best Practices
GSA Schedule – Self Check – Know the Market
Have a FACTUAL (data driven) reason for getting
on the GSA Schedule (or any contract vehicle!!)
40. GSA Schedules – Top To Bottom – DEC 2022
Requirements & Proposal Preparation – Best Practices
GSA Schedule – Online Resources
➢ Price Comparison For Products:
gsaAdvantage.com
Price Comparison For Services:
buy.gsa.gov/pricing
Competitor / Partners:
elibary.gsa.gov
41. GSA Schedules – Top To Bottom – DEC 2022
SOURCE: buy.gsa.gov/pricing
42. GSA Schedules – Top To Bottom – DEC 2022
SOURCE: gsaAdvantage.gov
43. GSA Schedules – Top To Bottom – DEC 2022
SOURCE: elibrary.gsa.gov
44. GSA Schedules – Top To Bottom – DEC 2022
Requirements & Proposal Preparation – Best Practices
GSA Schedule – Online Resources
Over 40+ Complimentary GSA Webinars
https://www.jenniferschaus.com/gsa-schedules
45. GSA Schedules – Top To Bottom – DEC 2022
Requirements & Proposal Preparation – Best Practices
GSA Schedule – Online Resources
GSA - Contract Research Tools
https://vsc.gsa.gov/vsc/app-content-viewer/section/70
GSA Agency Profile:
(Contracting, Subcontracting, POC’s, etc)
https://www.jenniferschaus.com/general-services-administration
46. GSA Schedules – Top To Bottom – DEC 2022
< QUESTIONS >
Please submit your QUESTIONS in the panel.
They will be read in the order they are received.
Thank You!
hello@jenniferschaus.com
47.
48. GSA Schedules – Top To Bottom – DEC 2022
12/12 Federal Contractors Holiday Soiree
https://holiday1212.eventbrite.com
49. GSA Schedules – Top To Bottom
1 - Using Data To Determine If You Need This Contract Vehicle
2 - Requirements & Proposal Preparation Best Practices
3 - GSA Schedule Marketing Best Practices
4 - GSA Schedule Compliance & Reporting
50. SESSION 3
Jim Bender
ZK Development
jim@zk-development.com
GSA Schedule Marketing Best Practices
51. GSA Schedules – Top To Bottom – DEC 2022
Start with Strategy
52. GSA Schedules – Top To Bottom – DEC 2022
What Is NOT A Strategy
Wait for an RFP in your NAICS code on SAM.gov
Responding to RFPs when the buyer has never heard of you
Bulk emails to CO/KO’s
Selling your set-aside
53. GSA Schedules – Top To Bottom – DEC 2022
Start With Strategy:
What agencies (not Departments) will you target?
Past performance in agency or something that sounds like it
People You Know
What friends can you help/help you?
What vehicles do you have direct access to?
What vehicles can you access through partners?
What set-asides do you have and what can you get?
54. GSA Schedules – Top To Bottom – DEC 2022
GSA Teaming Partners
What have you got for them?
What have they got for me?
Is Booz Allen or Northrup Grumman or SAIC your best target?
55. GSA Schedules – Top To Bottom – DEC 2022
Answers To What Have You Got (both ways)
Vehicles
Agency Past Performance
Expertise (specific and actionable)
Client intimacy
Capacity
Facility clearance, certifications
Set-asides (last)
56. GSA Schedules – Top To Bottom – DEC 2022
Where Do You Find People
LinkedIn is your Best Friend
Agency Org Charts
Company Website>>About
Industry Day Participant Lists
Small biz: SAM.gov contacts
Large biz: Supplier diversity, small business office (fill out the form!)
OSDBU/OSBP Matchmaking
57. GSA Schedules – Top To Bottom – DEC 2022
How To Approach GSA Teaming Partners
Find the right person to approach (GSA Price List POC)
Business development, capture, growth in title
Who makes the introduction?
Peer-to-peer is best
Tell them what you can give and what you want
Be specific. Agency, vehicle, opportunity
Best use of bulk email
58. GSA Schedules – Top To Bottom – DEC 2022
I am with the ABC Learning Center (www.ABCllc.com ) which is an 8a
certified and SDVOSB firm that specializes in training & developing Project
Management Professionals (PMP) ® and providing project management
services
• We have a complete training catalog that includes The Leadership
Challenge, Lean Six Sigma, as well as business skills like accounting and
acquisition.
• We have strong past performance in the DoD including international
training.
• With most training centers when the training stops the relationship stops.
We have the mentor for life program until they pass PMP or implement a
successful professional project.
Would you be open to a 20-minute meeting to discuss areas of possible
collaboration including [insert specific opportunity]?
59. GSA Schedules – Top To Bottom – DEC 2022
Federal Agency Staff – GSA Small Business Specialist
Contracting Staff
Program Staff
Small Business Advocates
Contact the right person for the information/action you need
GSA POC’s:
https://www.gsa.gov/contactgroup/small-business-support
60. GSA Schedules – Top To Bottom – DEC 2022
Networking Methods
Industry Days
Trade Publications/ Professional organizations
NDIA - National Defense Industrial Association
SECAF – Small Emerging Contractors Advisory Forum
NCMA – National Contract Management Association
PSC - Professional Services Council
APMP – Association of Proposal Management Professionals
Federal News Network Defense Industry
61. GSA Schedules – Top To Bottom – DEC 2022
What Do You Talk About?
7 Quality Questions For Sales Calls
https://www.zk-development.com/blog/2022/11/11/7-quality-
questions-for-sales-calls
Put the Spotlight on Them
Ask Open Ended Questions
Listen. React. Listen.
Don’t Sell
62. GSA Schedules – Top To Bottom – DEC 2022
Research
USASpending.gov, FPDS.gov, GovSpend, GovWin, GovTribe, etc.
Who buys what you sell (NAICS, PSC, keywords)?
Under what vehicles?
Under what set-asides?
From whom? (teaming partners, competitors)
What contracts are expiring? Is the incumbent sized out?
63. GSA Schedules – Top To Bottom – DEC 2022
GSA Data to Decisions
GSA Schedule sales by SIN, Vendor, FY
https://d2d.gsa.gov/report/fas-schedule-sales-query-plus-ssq
64. GSA Schedules – Top To Bottom – DEC 2022
GSA Data to Decisions
GSA Schedule sales by SIN, Vendor, FY
https://d2d.gsa.gov/report/fas-schedule-sales-query-plus-ssq
65. GSA Schedules – Top To Bottom – DEC 2022
Homework
Use these methods to develop a call list
Set aside time in your week to make calls
Go to 2-4 events a month
Get through the NO’s to get to the YES
66. GSA Schedules – Top To Bottom – DEC 2022
< QUESTIONS >
Please submit your QUESTIONS in the panel.
They will be read in the order they are received.
Thank You!
hello@jenniferschaus.com
67.
68. GSA Schedules – Top To Bottom – DEC 2022
12/12 Federal Contractors Holiday Soiree
https://holiday1212.eventbrite.com
69. GSA Schedules – Top To Bottom
1 - Using Data To Determine If You Need This Contract Vehicle
2 - Requirements & Proposal Preparation Best Practices
3 - GSA Schedule Marketing Best Practices
4 - GSA Schedule Compliance & Reporting
71. GSA Schedules – Top To Bottom – DEC 2022
GSA Schedule Compliance Check List
1) COMMERCIAL (MFC) PRICING
2) PRICE REDUCTION CLAUSE (PRC)
3) INDUSTRIAL FUNDING FEE (IFF)
4) SERVICE CONTRACT LABOR STANDARDS (SCL)
5) CONTRACTOR ASSESSMENT VISIT (CAV)
72. GSA Schedules – Top To Bottom – DEC 2022
1) COMMERCIAL (MFC) PRICING
Prior to award, Most Favored Customer (MFC) pricing is
established and becomes the basis for all discount relationships
MFC can be a named commercial business or the federal
government as a whole
Common Problem: GSA contracts are not setup consistently,
making it impossible to rely on system produced data
If multiple customers are identified as MFC’s under different
LCATs it is imperative that a system exists to track correctly
Common Problem: Employees unaware of the price ceiling and
accept orders in excess of the approved ceiling price
73. GSA Schedules – Top To Bottom – DEC 2022
2) PRICE REDUCTION CLAUSE
A price reduction may be triggered if the commercial price list is
revised to reduce prices or if more favorable discounts or terms
and conditions are given to another customer
GSA must be notified within 15 days after the effective date of
the reduction
Training and strong internal controls on pricing requirements is
essential to ensure compliance
74. GSA Schedules – Top To Bottom – DEC 2022
3) INDUSTRIAL FUNDING FEE
IFF (0.75%) is due to GSA no later than 30 days after the end of
each business quarter
IFF is due on all schedule items; not required on open market
items
GSA has financial incentive to audit contractor’s compliance with
IFF reporting
Common Problem: not classifying GSA contracts or sales in system
correctly and missing items from reporting calculations
Common Problem: calculating IFF on Contractor Teaming
Arrangements, Blanket Purchase Agreements, and leasing
payments
75. GSA Schedules – Top To Bottom – DEC 2022
4) SERVICE CONTRACT LABOR STANDARDS
SCLS (formerly SCA) is applicable on GSA contracts
Compliance can be challenging when wage determinations (WD)
are incorporated based on locality regardless of pricing on
schedule
Schedule holders have to submit requests for equitable
adjustments to update TO’s with new WD rate
Executive Orders on minimum wage rules can further complicate
compliance with schedule rates and SCLS rates
76. GSA Schedules – Top To Bottom – DEC 2022
5) CONTRACTOR ASSESSMENT VISIT (CAV)
CAV’s conducted 2x per 5 year contract term
Types Of Items Examined: compliance with MFC discount pricing,
personnel meeting LCAT requirements in years of experience and
education, quarterly IFF values calculated correctly, minimum
contract sales
Lack of preparation is a major compliance issue
An inconsistent contracts system will result in an extensive
amount of review/manual effort to prepare for a CAV
77. GSA Schedules – Top To Bottom – DEC 2022
< QUESTIONS >
Please submit your QUESTIONS in the panel.
They will be read in the order they are received.
Thank You!
hello@jenniferschaus.com
78.
79. GSA Schedules – Top To Bottom – DEC 2022
12/12 Federal Contractors Holiday Soiree
https://holiday1212.eventbrite.com
80. Thank You For
Attending!
“GSA Schedules - Top To Bottom”
December 8, 2022
hello@JenniferSchaus.com
Archisha Mehan
GovSpend
Jennifer Schaus
JSchaus & Assoc.
Jim Bender
ZK Development
Karen Long
Streamline Contracts
81. Contact Us:
Archisha Mehan
GovSpend – amehan@govspend.com - 240-476-4850
Jennifer Schaus
Jschaus & Assoc. – hello@jenniferschaus.com – 202-365-0598
Jim Bender
ZK Development - jim@zk-development.com - 571-235-0613
Karen Long
Streamline Contracts - klong@streamlinegovcon.com - 240-644-5314