# Presentation: 681480

## 10 TIPS FOR

**Industry Partnership Day 2006**
**June 15, 2006**

***10 TIPS FOR***
*** ******REALIZING THE POTENTIAL***
*** ******OF YOUR GSA SCHEDULE***

## GSA SALES QUERY - 2 QUARTERS OF FY06

**GSA SALES QUERY**** ****-**** ****2 QUARTERS OF FY06**
**$1,272,220,153**   **TOTAL PES SALES**
**    ****852 ****Contractors  Awarded Schedule 871**** ****- Engineering Services****  **
**    ****TOP**** ****2%**** ****of the Schedule Holders Received**** ****56.7%**** ****of the Dollars**
**    ****399**** ****Contractors**** ****(46.8%)**** ****DID NOT ****Report ****ANY**** SALES**
**	**
**       ****HOW IS YOUR COMPANY DOING?****	****	****	****	****	**

## Let’s Discuss Some Actions that Might Improve Your Position

**Let’s Discuss Some Actions that Might Improve ****Your Position**
**The Main Point to Remember:**
**Customers WON’T Start Shoveling Money Into Your**
**Company, Just Because You Were Awarded a Schedule **
*************
**It will be Easier for them to, but you still need to Market**
**Your Services and Convince them they want YOU!**

## Know Your Schedule

***Know Your Schedule***
- 	What is the Scope?
- 	How Does a Customer Know You’re There?
- 	How Does a Customer Utilize a Schedule to Get to You?
- 	Where Do You Find Opportunities?
***Know Your Customer***
- 	Do You Know Your Customer’s Needs? Current and Future?
- 	What Contract Vehicles Does Your Customer Use Now?
- 	Do They Know They Can Use GSA Schedules and Do They  Know How?
- 	Do They Understand and Appreciate that GSA Schedules Offer Cost-
- 	Effective and Quicker Turn-Around Time for Task Orders?
***Know your Competitors***
***	***What Contract Vehicles Do They Use Now?
- 	What Schedules and Contracts Do They Have as a Prime?
- 	What Efforts Are Going to be Re-Competed Soon?
- 	Are Their Current Customers Happy with Their Services?

## GSA Schedules are a unique kind of IDIQ

_***GSA Schedules***_*** are a unique kind of IDIQ***
**They are not contracts in the traditional sense: **
- They _**are not**_ awarded competitively, and no money is obligated on the Schedule itself
- They _**are**_ awarded based upon a company demonstrating its ability to provide services and/or products within the scope of the Schedule at fair and reasonable prices
- They describe Scope and Ts & Cs that define:
- how the Task Order contracts under them are to be competed, and executed by federal (and select other) agency/customers
- What companies must do to remain compliant when selling to Gov’t customers through task orders under the Schedule
**For Industry, they are in fact a “hunting license” (a license to sell) to Federal Government agencies, through task orders which are competed and awarded consistent with**:
- Ts & Cs  of the Schedule vehicle and
- Funding and Ts & Cs of the the task orders (which may have unique Terms and Conditions themselves, so long as they do not contradict Ts & Cs of the Schedule vehicle).

## Ongoing challenges in successfully using GSA Schedules are:

_***Ongoing challenges***_*** in successfully using GSA Schedules are:***
**Establishing and implementing at Corporate and across all Business Units, those processes needed to:**
- Make all the vehicles known and available across all of your company
- Train all of your personnel who touch customers to:
- Know vehicle choices available within your company
- Identify customer needs and  translate them into potential rapid turnaround task orders
- Distribute and qualify Schedule RFPs/RFQs quickly across all of your company
- Incorporate Schedules opportunity potential into strategic BD planning for each year for all Company Business Units
- Help customers understand how to use Schedules to obtain what they need from YOU!
**Ensure Contracting, Accounting/Finance, Internal Compliance and Legal processes at all levels are properly documented and complied with:**
- To protect your access to these powerful procurement systems
- To preclude costly fines and other negative consequences due to failure to comply with rule, law and regulations

## Action Items

***Action Items***
**Establish a Centralized GSA Program Management Office**
- Increase Corporate Wide Understanding of GSA Schedules
- Identify GSA Schedules on your Corporate Web Site – Provide Easy Access
- Maintain/provide Collateral and Marketing Materials
- Keep Schedule Up-to-Date and Ensure GSA Advantage is Current
- Facilitate Technology Refreshment for additional Product/Services
- Provide early identification of opportunities, to include GSA ITSS, e-Buy, and other sources.  ***Check e-Buy on a Daily Basis! Make Sure You’re Registered!***
- Educate Business Development and Line Management on the availability and mechanics of Schedule for their effective use
- Provide a central base of information about using these vehicles more effectively
- Provide Corporate policy, procedures, and processes for proper use of Schedule
- Use ***WWW.GSA.GOV*** as a Training and Marketing Resource Tool
**Enhance processes for improved win-rate with quick turnaround TO’s.**
- Develop automated mechanism to ensure timely distribution and bid decisions for opportunities arriving from GSA (E-buy, ITSS, GSA marketing forces), and other agencies.)
**Leverage Interface with GSA Marketing force to improve early lead identification**

## Action Items

***Action Items***
**Provide end-user Customer Training on effective use of GSA Schedules**
- Direct Orders, Assisted Services, BPAs, etc.
- Help customers use Schedules to obtain what they need from YOU!
**Identify customer needs and  translate them into potential rapid turnaround task orders**
**Establish relationship with Contracting Officers, Program Managers, and Marketing Personnel in Zones/Regions for Assisted Services**
**Build/expand your company’s leadership roll in key associations and GSA industry councils**
**Develop Strategic Partnerships with Industry Leaders – Team – Ask Advise**
**Partner more closely with GSA to provide industry perspectives to ongoing evolution of laws, regulations, policies, procedures and practices.  Work with your Legislative Affairs Office to provide insight, recommendations and strategies for dealing with externally proposed changes to rules, laws and regulations that will impact Your Schedules**

## Action Items 

***Action Items****** ***
**  ****ACT NOW – END OF YEAR FUNDS**
**Make Sure Your Customers Know that They Can Get Money Obligated and Orders Placed Quickly through Your Schedule**
**Interface with Zones/Regions and Determine the Cut-Off Date for Accepting New Monies**
**Have Customers Identify Requirements and Develop Work Package in case Available End-of-Year Funds are Identified**
**Check e-Buy More Often than Once Daily**
**Be Prepared for Quick Turn-Around Proposals**

## Thank You for Your Attention

**Thank You for Your Attention**
**Good Luck!  Wishing You Success**
**If You Have Any Questions or Need Assistance Contact Me at**
- _[Susan.Siegel@ManTech.com](mailto:Susan.Siegel@ManTech.com)_
**or at 703-218-8236**