GSA Schedules Training: Understanding Pricing and Post Award Considerations
β’Download as PPTX, PDFβ’
0 likesβ’33 views
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.
Recommended
Recommended
More Related Content
Similar to GSA Schedules Training: Understanding Pricing and Post Award Considerations
Similar to GSA Schedules Training: Understanding Pricing and Post Award Considerations (20)
More from JSchaus & Associates
More from JSchaus & Associates (20)
Recently uploaded
Recently uploaded (20)
GSA Schedules Training: Understanding Pricing and Post Award Considerations
- 1. Procurement Training GSA Schedules: Basics β Part 2 of 2 AUGUST 24, 2023
- 2. Procurement Training GSA Schedules: Basics β Part 2 of 2 Hello@JenniferSchaus.com About JSchaus & Associates Washington DC Based Professional services for product β service β 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 β Follow Our Channel: https://www.youtube.com/user/Schausjennifer/videos Procurement Training GSA Schedules: Basics β Part 2 of 2
- 4. Hello@JenniferSchaus.com 202-365-0598 Webinar Categories On our Website ALL ARE COMPLIMENTARY! https://www.jenniferschaus.com/ Procurement Training GSA Schedules: Basics β Part 2 of 2
- 5. Hello@JenniferSchaus.com 202-365-0598 Additional Website Resources βDoing Business Withβ ALL ARE COMPLIMENTARY! Procurement Training GSA Schedules: Basics β Part 2 of 2
- 6. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2
- 7. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2
- 8. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2
- 9. Hello@JenniferSchaus.com 202-365-0598 Additional Website Resources: ο FAR, DFARS, FAR Supplements ο Subcontracting ο Top 40 Fed Gov Contractors β THIS YEAR 2023 Webinar Series, Wednesdays 12pm ET - Complimentary Procurement Training GSA Schedules: Basics β Part 2 of 2
- 10. Hello@JenniferSchaus.com 202-365-0598 Agenda ο GSA Overview ο Review & Recap of Part 1 of 2 ο Understanding Pricing ο Post Award Considerations ο Conclusions Procurement Training GSA Schedules: Basics β Part 2 of 2
- 11. Hello@JenniferSchaus.com 202-365-0598 GSA Overview Procurement Training GSA Schedules: Basics β Part 2 of 2
- 12. Hello@JenniferSchaus.com 202-365-0598 GSA Overview GSA - General Services Administration Non-appropriated agency PBS & Contracts Public websites β SAM, FPDS, etc. Procurement Training GSA Schedules: Basics β Part 2 of 2
- 13. Hello@JenniferSchaus.com 202-365-0598 GSA Schedule Review & Recap Procurement Training GSA Schedules: Basics β Part 2 of 2
- 14. Hello@JenniferSchaus.com 202-365-0598 Strategic / Tactical Contract ο Contract Vehicle β Vendor Short List ο Marketing Tool ONLY & NOT Required ο One of MANY Contract Vehicles ο Ticket to the dance β still need a partner ο Used 10-15% of the time in federal purchases Procurement Training GSA Schedules: Basics β Part 2 of 2 Contract With Terms & Conditions ο 5 Year Contract ο Three 5 Year Renewable Periods ο = 20 Year Contract ο * IF you meet the T/Cβs!!
- 15. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2
- 16. Hello@JenniferSchaus.com 202-365-0598 GSA Schedule Review & Recap ο Smaller set of eyes looking at opportunities ο All have been pre-vetted upfront PAST PERFORMANCE & PRICE FOCUS Procurement Training GSA Schedules: Basics β Part 2 of 2
- 17. Hello@JenniferSchaus.com 202-365-0598 GSA Schedule Review & Recap ο 20,000 Vendors ο 60% or more have ZERO Sales (through Schedule) ο $25K Per Year Sales βQuotaβ ο 1st Year is βgrace periodβ Procurement Training GSA Schedules: Basics β Part 2 of 2
- 18. Hello@JenniferSchaus.com 202-365-0598 GSA Schedule β Understanding Pricing Procurement Training GSA Schedules: Basics β Part 2 of 2
- 19. Hello@JenniferSchaus.com 202-365-0598 GSA Schedule β Pricing GSAβs goal is to obtain βEQUAL TO OR BETTER THAN YOUR MOST FAVORED CUSTOMERβ (MFC) Procurement Training GSA Schedules: Basics β Part 2 of 2
- 20. Hello@JenniferSchaus.com 202-365-0598 GSA Schedule β Pricing ο Who is your MFC? A customer, or category of customers who receive your lowest prices via standard discounts. ο What is a Category of Customers? For Example: All non-profits, all state & local government, all universities ο What are Standard Discounts? Part of your business practices and pricing policies. Procurement Training GSA Schedules: Basics β Part 2 of 2
- 21. Hello@JenniferSchaus.com 202-365-0598 GSA Schedule β Pricing ο Standard Discounts Part of your businesses every day pricing policies ο 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 β Part 2 of 2
- 22. Hello@JenniferSchaus.com 202-365-0598 GSA Schedule β Pricing ο Companies will disclose price list, invoices, copies of contracts, etc. ο GSA will conduct 2 litmus tests: ο 1 = Compare what you offer GSA to your MFC rates; ο 2 = Compare what you offer GSA to other GSA Schedule holders. ο Product Analysis = GSAadvantage.gov ο Services Analysis = Buy.GSA.gov Procurement Training GSA Schedules: Basics β Part 2 of 2
- 23. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2 GSA PRICING RESOURCE FOR PRODUCT COMPANIES Use DATA to make decisions!
- 24. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2
- 25. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2 GSA PRICING RESOURCE FOR SERVICE COMPANIES Use DATA to make decisions!
- 26. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2
- 27. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2
- 28. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2
- 29. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2
- 30. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2
- 31. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2
- 32. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2 GSA PRICE PROPOSAL TEMPLATE FOR SERVICE COMPANIES
- 33. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β 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 β 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
- 35. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2 GSA PRICE PROPOSAL TEMPLATE FOR PRODUCT COMPANIES
- 36. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β 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 β 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 β The Pricing Component ο Understanding the IFF Fee, Industrial Funding Fee ο .75% of your GSA Sched sales ONLY ο This βfeeβ gets built into your pricing ο GSA customers pay your price, PLUS the IFF ο Each quarter, you submit the IFF back to GSA. Procurement Training GSA Schedules: Basics β Part 2 of 2 IFF .75%
- 39. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2
- 40. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2 Process: ο Submit proposal to GSA ο Q&A Period ο Price Negotiations 1: GSA will (typically) ask for additional discounts ο Price Negotiations 2: GSA will ask for quantity and volume discounts
- 41. Hello@JenniferSchaus.com 202-365-0598 Procurement Training GSA Schedules: Basics β Part 2 of 2 Your GSA (awarded) Rates are a PRICE CELING ONLY
- 42. Hello@JenniferSchaus.com 202-365-0598 GSA Schedule β Post Award Considerations Procurement Training GSA Schedules: Basics β Part 2 of 2
- 43. Hello@JenniferSchaus.com 202-365-0598 GSA Schedule β Post Award Considerations ο Sales and Marketing should be conducted BEFORE you decide to pursue ο Who is your customer, how do they prefer to purchase? ο Do you have a pipeline of opportunities specifically for GSA? ο If you have done your homework, then the sales/capture process should be simplified and accelerate the purchasing process. Procurement Training GSA Schedules: Basics β Part 2 of 2
- 44. Hello@JenniferSchaus.com 202-365-0598 GSA Schedule β Post Award Considerations ο Cost of Doing Business: ο Contract Administration ο Reporting IFF ο MAS Mods (Come from GSA with Refreshes β updates to Sched) ο Monitoring GSA E-Buy for RFPβs, etc. (Still need to write proposals) Procurement Training GSA Schedules: Basics β Part 2 of 2
- 45. Hello@JenniferSchaus.com 202-365-0598 GSA Schedule β Post Award Considerations Procurement Training GSA Schedules: Basics β 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 β 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 β Widget $95 Offer to GSA client β OK! $101 Offer to GSA client β 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 β Widget $95 Offer to ABC Co or Dpt Of Commerce β NOT OK! $101 Offer to ABC or Dpt of Commerce β OK!
- 47. Hello@JenniferSchaus.com 202-365-0598 GSA Schedule β Conclusions Procurement Training GSA Schedules: Basics β Part 2 of 2
- 48. Hello@JenniferSchaus.com 202-365-0598 GSA Schedule β Post Award Considerations ο ONLY a marketing tool; ο Do your homework & use data, specifically in 2 areas: - Customer Preference; - Pricing ο Get your house in order prior, specifically in 2 areas: - Past Performance - Structured Pricing with tiers Procurement Training GSA Schedules: Basics β Part 2 of 2
- 49. Hello@JenniferSchaus.com 202-365-0598 GSA Schedule β 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 β Part 2 of 2
- 50. Hello@JenniferSchaus.com Procurement Training GSA Schedules: Basics β Part 2 of 2