The document is a presentation on GSA Schedules, specifically part 2 of 2. It discusses understanding pricing on GSA Schedules, including providing equal or better pricing than a vendor's most favored customer. It also covers post-award considerations like marketing, reporting fees, and modifications. The presentation concludes that GSA Schedules are only a marketing tool and vendors should do customer and pricing homework to succeed.
2. Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
Hello@JenniferSchaus.com
About JSchaus & Associates
Washington DC Based
Professional services for product โ service โ software firms
^ Proposal Writing
^ GSA Schedule Support
^ Marketing & BD Support (Capture)
3. Hello@JenniferSchaus.com 202-365-0598
About JSchaus & Associates
600+ Webinars on Federal Contracting
30+ Webinars on GSA SCHEDULES
FREE โ Follow Our Channel:
https://www.youtube.com/user/Schausjennifer/videos
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
9. Hello@JenniferSchaus.com 202-365-0598
Additional Website Resources:
๏ FAR, DFARS, FAR Supplements
๏ Subcontracting
๏ Top 40 Fed Gov Contractors โ THIS YEAR
2023 Webinar Series, Wednesdays 12pm ET - Complimentary
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
10. Hello@JenniferSchaus.com 202-365-0598
Agenda
๏ GSA Overview
๏ Review & Recap of Part 1 of 2
๏ Understanding Pricing
๏ Post Award Considerations
๏ Conclusions
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
14. Hello@JenniferSchaus.com 202-365-0598
Strategic / Tactical Contract
๏ Contract Vehicle โ Vendor Short List
๏ Marketing Tool ONLY & NOT Required
๏ One of MANY Contract Vehicles
๏ Ticket to the dance โ still need a partner
๏ Used 10-15% of the time in federal purchases
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
Contract With Terms & Conditions
๏ 5 Year Contract
๏ Three 5 Year Renewable Periods
๏ = 20 Year Contract
๏ * IF you meet the T/Cโs!!
16. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Review & Recap
๏ Smaller set of eyes looking at opportunities
๏ All have been pre-vetted upfront
PAST PERFORMANCE & PRICE FOCUS
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
17. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule Review & Recap
๏ 20,000 Vendors
๏ 60% or more have ZERO Sales (through Schedule)
๏ $25K Per Year Sales โQuotaโ
๏ 1st Year is โgrace periodโ
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
19. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ Pricing
GSAโs goal is to obtain
โEQUAL TO OR BETTER THAN YOUR MOST FAVORED CUSTOMERโ
(MFC)
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
20. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ Pricing
๏ Who is your MFC?
A customer, or category of customers who receive your lowest prices via standard
discounts.
๏ What is a Category of Customers?
For Example: All non-profits, all state & local government, all universities
๏ What are Standard Discounts?
Part of your business practices and pricing policies.
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
21. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ Pricing
๏ Standard Discounts
Part of your businesses every day pricing policies
๏ Non-Standard Discounts
Spot discounts, not routinely part of your business practice
Examples: Flagship customers, making an exception to win the business, etc.
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
22. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ Pricing
๏ Companies will disclose price list, invoices, copies of contracts, etc.
๏ GSA will conduct 2 litmus tests:
๏ 1 = Compare what you offer GSA to your MFC rates;
๏ 2 = Compare what you offer GSA to other GSA Schedule holders.
๏ Product Analysis = GSAadvantage.gov
๏ Services Analysis = Buy.GSA.gov
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
33. Hello@JenniferSchaus.com 202-365-0598
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
Vendor Name SIN/SIN(s) Proposed Description Type Labor Category/Service Title
Labor Category/Service
Description
Key Words
(separated by commas,
limit to five keywords.
include these words in the
description)
Minimum
Education
Identify High
School Equivalent
and/or Required
Certifications or
Licenses (State
"None" if not
required)
Minimum Years of
Experience (Must be a
whole number and
cannot be a range)
If applicable, indicate
proposed education
substitutions
Security
Clearance
Required
Contractor or
Customer Facility
or Both
34. Hello@JenniferSchaus.com 202-365-0598
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
Domestic,
Overseas, or
Worldwide
Commercial Price
List (CPL)
Unit of Issue (e.g.
Hour, Daily Rate,
Task, Sq Ft)
Most Favored
Customer (MFC)
Discount Offered
to Commercial
MFC (%)
Commercial MFC Price
Discount Offered to GSA
(off CPL or Market Prices)
(excluding IFF) (%)
Difference in GSA
Price (exclusive of
IFF) and MFC
Price (%)
Price Offered to
GSA
(excluding IFF)
Price Offered to GSA
(including IFF)
Supporting Invoice or Document
Number(Initial submittal)
Page Location
36. Hello@JenniferSchaus.com 202-365-0598
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
UEI VENDOR NAME
CONTRACT NUMBER/OFFER
NUMBER
SIN/SIN(s) PROPOSED MANUFACTURER NAME MFR PART NO
VENDOR PART NO (if
applicable)
UPC-A PRODUCT NAME
PRODUCT DESCRIPTION (Provide
detailed product description)
UOI GREEN CERTIFICATION
37. Hello@JenniferSchaus.com 202-365-0598
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
RECYCLED AND/OR POST
CONSUMER MATERIAL
CONTENT %
COMMERCIAL PRICE LIST
(CPL)
MOST FAVORED
CUSTOMER (MFC)
DISCOUNT OFFERED TO
COMMERCIAL MFC (%)
COMMERCIAL MFC PRICE
DISCOUNT OFFERED
TO GSA (off CPL)
(excluding IFF) (%)
DIFFERENCE
BETWEEN GSA
DISCOUNT AND
MFC DISCOUNT (%)
DISCOUNT PRICE
OFFERED TO GSA
(excluding IFF)
DISCOUNT PRICE
OFFERED TO GSA
(including IFF)
QUANTITY/VOLUME DISCOUNT COO
Supporting Invoice or
Document Number(Initial
submittal)
Page Location
38. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ The Pricing Component
๏ Understanding the IFF Fee, Industrial Funding Fee
๏ .75% of your GSA Sched sales ONLY
๏ This โfeeโ gets built into your pricing
๏ GSA customers pay your price, PLUS the IFF
๏ Each quarter, you submit the IFF back to GSA.
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
IFF
.75%
40. Hello@JenniferSchaus.com 202-365-0598
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
Process:
๏ Submit proposal to GSA
๏ Q&A Period
๏ Price Negotiations 1:
GSA will (typically) ask for additional discounts
๏ Price Negotiations 2:
GSA will ask for quantity and volume discounts
43. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ Post Award Considerations
๏ Sales and Marketing should be conducted BEFORE you decide to pursue
๏ Who is your customer, how do they prefer to purchase?
๏ Do you have a pipeline of opportunities specifically for GSA?
๏ If you have done your homework, then the sales/capture process should
be simplified and accelerate the purchasing process.
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
44. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ Post Award Considerations
๏ Cost of Doing Business:
๏ Contract Administration
๏ Reporting IFF
๏ MAS Mods (Come from GSA with Refreshes โ updates to Sched)
๏ Monitoring GSA E-Buy for RFPโs, etc. (Still need to write proposals)
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
45. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ Post Award Considerations
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
THROUGH Your Schedule:
You can offer discounts LOWER than your GSA Rates
You cannot offer rates HIGHER than your GSA Rates
OUTSIDE of Your Schedule:
You cannot offer ANYONE rates LOWER than your GSA Rates
You can offer rates HIGHER than your GSA Rates
46. Hello@JenniferSchaus.com 202-365-0598
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
THROUGH Your Schedule:
You can offer discounts LOWER than your GSA Rates
You cannot offer rates HIGHER than your GSA Rates
$100 โ Widget
$95 Offer to GSA client โ OK!
$101 Offer to GSA client โ NOT OK!
OUTSIDE of Your Schedule:
You cannot offer ANYONE rates LOWER than your GSA Rates
You can offer rates HIGHER than your GSA Rates
$100 โ Widget
$95 Offer to ABC Co or Dpt Of Commerce โ NOT OK!
$101 Offer to ABC or Dpt of Commerce โ OK!
48. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ Post Award Considerations
๏ ONLY a marketing tool;
๏ Do your homework & use data, specifically in 2 areas:
- Customer Preference;
- Pricing
๏ Get your house in order prior, specifically in 2 areas:
- Past Performance
- Structured Pricing with tiers
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2
49. Hello@JenniferSchaus.com 202-365-0598
GSA Schedule โ Post Award Considerations
Link to Part 1 RECORDING:
https://www.youtube.com/watch?v=YzBEzSLUdJE&list=PPSV
Link to Part 1 PPT:
https://www.slideshare.net/JenniferLSchaus/gsa-schedule-basics-part-1
Procurement Training
GSA Schedules:
Basics โ Part 2 of 2