Does a GSA Schedule benefit your Company?
The purpose of the GSA Schedules Program is to leverage the buying power of the federal government in order to negotiate streamlined contracts with commercial businesses. It is the most widely used government contract vehicle with purchases over $37 billion in fiscal 2012. GSA Schedules enable qualified businesses sell to federal customers by simplifying the procurement process and enabling federal customers to make purchases quickly and easily. Once a GSA Schedule is established purchases can be made directly to your GSA Schedule, eliminating time-consuming responses to complex RFP’s and lengthy negotiations. GSA Advantage is an online shopping mall for federal government agencies to purchase products and services. Other GSA Schedule benefits:
* Blanket Purchase Agreements (BPAs): A GSA Schedule holder can pursue long term contracts through BPAs established to meet recurring product and service needs of federal government agencies while eliminating the lengthy and, often costly, RFP process.
* Contractor Team Arrangements (CTAs): Using your GSA Schedule, two or more GSA Schedule holders can establish a CTA to work together in order to provide a complete solution to an agency's need. This is advantageous for small businesses with synergistic product/service offerings to pursue larger, longer term contracts. CTAs also allow large businesses to partner with a small businesses to help fill product/service voids and fulfill their SBA goals. A BPA can be established under a Contractor Team Arrangement.
* eBuy allows federal, state, and local government agencies (buyers) to maximize their buying power by leveraging the power of the Internet to increase Schedule contractor participation in order to obtain quotations that will result in a best value purchase decision. eBuy provides Schedule holders with greater opportunities to offer quotations and increase business volume for supplies and services provided under their Schedule. In short, eBuy provides both agencies and contractors with a tool that will result in savings of both time and money.
Let GI2 help you achieve your GSA Schedule goals!
Step 1: Planning your GSA Schedule strategy
Obtaining a GSA Schedule is often the first step new businesses take when entering the federal marketplace. Being on Schedule makes it easier for agencies to do business with your company. However, becoming a Schedules contractor may involve significant investments of time and resources – which is why planning and developing a strategy is a critical first step for all interested businesses.
GI2's experienced Consultants help companies conduct an honest business assessment to determine whether your company complies with the minimum GSA Schedule contract requirements including, but not limited to: a determination of the proper GSA Schedule that best fit your Company; a determination of which Special Item Numbers (SINs) grouping(s) best fit the products/services your company offers; a competitive pricing analysis to determine if your company is able to compete in this market; and a myriad of other business planning activities to ensure future success.
Step 2: Preparing your GSA Schedule proposal
After carefully considering whether or not a GSA Schedule is the right fit for your company, there are a number of registrations and certifications required before responding to a solicitation. For some companies already doing business with the government, these administrative steps have already been taken and you are ready to development your proposal for a GSA Schedule.
GI2 assists companies with all the necessary registrations and certifications and we assist with the GSA Schedule preparation process. For most companies, establishing a pricing strategy that meets the commerciality requirements for a GSA Schedule is the most difficult. GI2’s expertise in proposal development and strategic pricing helps customers ensure compliance with the RFP requirements and a pricing proposal that is fair and reasonable with the appropriate data supporting and explaining the pricing structure.
Step 3: Submitting the proposal and preparing for negotiations
GSA’s offer review process usually takes between 30 and 120 days although it is important to note that a majority of offers are returned to the vendor for correction or clarification. To speed up the process, it is necessary to ensure that a complete and accurate offer is submitted.The goal of negotiations is to create a discount ratio in regards to your Most Favored Customer (MFC). Your MFC is the customer or class of customers who obtain your best pricing and discounts. If an offer fails to meet the evaluation criteria or offer fair and reasonable pricing, it may be rejected.
GI2’s offers Consultants with experience in developing GSA Schedule responses that are compliant and a strategic and well-documented Commercial Sales Practice (CSP) that provide details about your pricing history. The step-by-step process we deploy is designed to minimize costs and delays through failed submission efforts - taking companies to the finish line and start selling through the GSA Schedule.
Step 4: Managing and Marketing your GSA Schedule
Successful marketing and management of a GSA Schedule requires the marriage of People, Process and Tools. Shortly after receiving your GSA Schedule award, it is critical to establish a concept of operations (CONOPS) that provides an end-to-end roadmap defining the sales process and parameters, operations through billing and reporting. Establishing CONOPS and support tools early in the contract ensure effective management of the GSA Schedule and assures success when an audit occurs. In addition, effectively communicating the established process, through training programs, is critical to overall success.GI2 Consultants have significant experience helping new and existing GSA Schedule holders with establishing effective processes, support tools and training programs, while providing expertise with selling strategies to increase Schedule sales. Please click on Successes for some highlighted experience.
