Jennifer Schaus presents a webinar on Babies, Boats & GSA Schedules - understanding the responsibiliities of a GSA Schedule & why it may be better to have a friend who has one. More info: JSchaus@JenniferSchaus.com + 1 - 2 0 2 - 3 6 5 - 0 5 9 8

1. 15 January 2013
Babies, Boats & GSA Schedules
Understanding the Responsibilities of a GSA Schedule
Presented By:
Ms. Jennifer Schaus
JS & Associates
Washington, DC – Rome, Italy
Government Consulting Services

2. 15 January 2013
AGENDA:
1. Speaker Introduction & Background
2. Federal Government Contracting
3. GSA Schedule
What is it?
How & why is it used?
Responsibilities
Terms / Conditions
Reporting
Pricing
Investment
4. GSA Schedule - GUIDANCE
5. Conclusions – Q & A

3. 15 January 2013
Speaker Introduction & Background
Jennifer Schaus
Washington DC Resident & Business - Maryland native
Towson University graduate
15+ Years in B2G
5 Years with D&B
8 Years in business – B2G Services
GSA Schedules / Federal Sales, Mktng, Biz Dev /
Proposal Writing / SBA 8a Certification / Lobbying / Events
Clients:
Product & Service / Small & Large / Public & Private /
Domestic & Foreign
Press:
Forbes/CNN, WSJ, WBJ, Washington Post, Success
Magazine, Smart CEO, Gov Product News, etc.

4. 15 January 2013
Federal Government Contracting

5. 15 January 2013
Federal Government Contracting
US Federal Government = Worlds Largest Purchaser
Over $600 Billion Annually
Products & Services – everything!
Government purchases through Open Market, Competitive Bids,
Contract Vehicles, IDIQs, BPA’s, etc.
Contracting Goals / “Bonus Points”
Goal of 23% for set – aside programs
8a / Veteran Owned / Disadvantaged / Women /
Minority / HUB Zone / Natives

6. 15 January 2013
GSA Schedule
What is it?
How & Why is it used?
Responsibilities
Terms / Conditions
Reporting
Pricing
Investment

7. 15 January 2013
GSA Schedule
What is it?
General Services Administration non-appropriated government agency
receives no tax-payer funding
runs GSA PBS (Public Building Service)
government landlord
oversees GSA Schedule contract vehicles
GSA Schedules approximately 20k vendors
39 various Schedules (based on offering)
Schedules include product & service offerings

8. 15 January 2013
GSA Schedules
What is it?
GSA Schedules are Long Term Commitment;
(can be 20 years)
Unique T’s / C’s – which can change often;
Will not “walk” on it’s own;
Can sometimes be difficult to obtain;
Requires regular payments;
(IFF Fee)
Requires someone to oversee / manage it;
.
Can require an economic / ROI decision before
pursuing.

9. 15 January 2013
GSA Schedules
What is it?
GSA Schedules are legally binding contracts between your company
& the government
unique set of terms & conditions for vendor
compliance
open / rolling RFP for vendors
some current exceptions & changes coming soon
5 year contract with 3 five year option periods
= 20 year contract
require a GSA TAX each quarter of .75%
IFF = Industrial Funding Fee
require lowering your set GSA rates if/when your
MFC rates are lowered.

10. 15 January 2013
GSA Schedules
What is it?
GSA Schedules seek to:establish a “fair & reasonable price” for your
product/services;
not to exceed price;
pricing is based on CPL or market rates;
establish a MFC for Basis of Award;
justify your price through company invoices,
CPL, contracts;
ensure your company is vetted (D&B) +
Past Performance / Corporate
Experience / Quality Control / strong
financials.

11. 15 January 2013
GSA Schedules
How & Why is it Used?

12. 15 January 2013
GSA Schedules
How & Why is it Used?
GSA Schedules are used by Federal, State, Local, Quasi government agencies.
They are used to: Simplify paperwork for the CO;
(saves time & $$$)
Let the CO know your firm has been vetted;
Allow the CO to purchase directly knowing they are
getting the best price for your product/service;
CO can purchase direct from GSAadvantage.gov
CO can send GSA E-Buy request
CO can issue RFP for GSA Schedule holders based
on relationship building & vendor filling need.

13. 15 January 2013
GSA Schedules
Responsibilities of the VENDOR
Terms / Conditions
Reporting
Pricing
Investment

14. 15 January 2013
GSA Schedules
Vendor Responsibilities - Terms / Conditions
must abide by GSA’s;
must have $25k GSA sales –
1st
24 months & every subsequent year;
maintain compliant paperwork for
on-site CAV/audits;
maintain current price list on GSAadvantage;
maintain current/correct T/Cs on GSAeLibrary;
accounting system to track & (pay IFF) GSA sales
services: I-9 reporting, O/T

15. 15 January 2013
GSA Schedules
Vendor Responsibilities - Reporting
GSA requires reporting of: quarterly IFF reports & payments
.75% of your GSA Sched sales;
lower rates to your MFC / BoA
*compliant CSP-1 Form*
require to lower your GSA rates;
oversee Ability One conflicts;
oversee TAA conflicts (product companies);

16. 15 January 2013
GSA Schedules
Vendor Responsibilities - Pricing
GSA Prices typically are better than or = to your MFC $
disclosures are required & made on CSP-1 Form
Comml Rate = $100
XYZ Co. – MFC Rate = $80. 20%
GSA Rate = $70. 30% var 10%
Comml Rate = $100
XYZ Co. – MFC Rate $70. 30%
GSA Rate = $60. 40% var 10%
Based on your written discounting policies (standard commercial sales practices in the event you do not have written
discounting policies), are the discounts and any concessions which you offer the Government equal to or better than
your best price (discount and concessions in any combination) offered to any customer acquiring the same items regardless
of quantity or terms and conditions? YES__ NO___. (See definition of “concession” and “discount” in 552.212-70.)

17. 15 January 2013
GSA Schedules
Vendor Responsibilities - Investment
Having a GSA Schedule is a long term commitment - an investment of your
TIME & MONEY!!!

18. 15 January 2013
GSA Schedules
Vendor Responsibilities - Investment
T I M E & E F F O R T
Approx 2 – 4 mo’s to prepare a compliant proposal;
Approx 2 – 16 mo’s for GSA to review your proposal;
*based on Sched
Approx 1 – 2 mo’s to finalize / price negotiations / award w GSA.
Can be a 20 year contract if all options are exercised

19. 15 January 2013
GSA Schedules
Vendor Responsibilities - Investment
M O N E Y & M A I N T E N A N C E
Hiring consultant/firm to prepare proposal - or DIY/ internal sources;
Margins typically lower – MFC / Basis Of Award customer;
IFF fee .75% per Q;
MFC / Basis of Award price decreases;
Hiring consultant/firm – P/T to oversee/manage - or DIY / internal
resources.

20. 15 January 2013
GSA Schedules
G U I D A N C E
Read the Solicitation – twice;
Conduct research - Determine your R O I $ $ $
https://vsc.gsa.gov/RA/ReadinessAssessment.pdf
Ensure you have 2 - 3 GSA Sched buyers;
Consider partnering with strategic / attractive Sched holders;

21. 15 January 2013
Babies, Boats & GSA Schedules
Understanding the Responsibilities of a GSA Schedule
THANK YOU !!
Jennifer Schaus & Associates
Washington, DC
* B2G Market Research / Biz Plans
* Gov Sales, Mktng, Biz Dev, Lobbying
* GSA Schedules
* SBA 8a Certification
* Proposal Writing
+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8 www.JenniferSchaus.com