GSA The Meat & Potatoes of it All

September 12, 2013

GSA The Menu / Todays Agenda

* GSA Schedule Overview * What it is / What it is NOT * Do I need it? ROI Determination * Current State * Conclusions & Next Steps

GSA Schedule - Overview

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.

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

GSA What it is / What it is NOT

GSA What it is / What it is NOT

* NOT For Everyone !!! * ONLY 710% of Federal Purchases * ONLY a Marketing / Sales Tool * Sales Quota - $25k / yr * 60% of the 20k Sched Holders = 0

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 !!!

GSA What it is / What it is NOT

Comml Price $100 MFC/BoA Price $95
- 5%

GSA Price $90

- 10%

POST AWARD
Comml Price MFC/BoA Price $100 $85
- 15%

GSA Price ??
-15% or more

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 RFPs; * GSA Advantage Listing; * SM Biz SIN Set-Aside; * State & Local & Quasi.

GSA Do I Need It? ROI Determination

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

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?

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?

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

GSA Current State

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 GSAs Small Biz Hunger Games Clear Winners & LOSERS stated Political Appointee Joe Jordan.

GSA Conclusions & Next Steps

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

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.

GSA Schedules THANK YOU!

Jennifer Schaus
http://JenniferSchaus.com Marketing@JenniferSchaus.com +12023650598 Washington, DC