business development

Is a GSA Schedule Right for Your Company?

GSA Schedule Proposals


Arrowhead Solutions, LLC is the state of Colorado PTAC’s Subject Matter Expert for GSA.

What is a Schedule? – The General Services Administration (GSA) Schedule (also referred to as Multiple Award Schedules (MAS) and Federal Supply Schedules) establish long-term government contracts with commercial firms. GSA Schedules provide fast, flexible, cost-effective procurement solutions that allow customers to meet acquisition challenges, while achieving their missions. There are forty different Schedules that cover everything from environmental services, furniture, restaurant equipment and finance to business solutions.

Acting almost like a catalog of supplies and services for the US Government to procure from, GSA Schedules can be an easy way for customers to access your supplies/services quickly and easily, to an extent. It seems to be a common belief that a GSA Schedule is a necessity and if your company doesn’t have one, you’ll be left behind. Let’s look at some of the pros, cons and considerations you should make before jumping into GSA.

Pros

– Access to all government customers, not just one particular agency – the Schedule Program is government-wide
– Ability to receive orders quickly
– Pre-negotiated terms, conditions, and pricing (thus allowing for your quick orders)
– Diversification of your company’s contract tools – having more ways for your government customer to reach you is good
– Five year award, with options up to another fifteen years

Cons
– Requirement to sell twenty five thousand dollars under the Schedule within the first twenty four months and twenty five thousand dollars every year after
– Work involved with proposal preparation – piles of documents and time needed to navigate the submission rules/process
– Length of time to award – although advertised and quick (for eOffers), GSA is backlogged by eight months right now
– Lower profit margins – your company is required to offer to the government a discount on top of your lowest prices
– Administration – your company is required to pay back the Industrial Funding Fee and report sales


Your particular company’s industry, size, time in business and client base should be taken into consideration before making the leap.

Considerations
– Is your industry dominated by competitors with schedules? Do they receive most of their revenue from GSA Schedules?
– Is your product or service in high demand and do you have current government clients complaining they can’t reach you easily?
– Have you been in business for over two years and do you have stellar track records and solid sales?
– Do you have the extra funding available to pay for your time, or that of outside assistance, to build your proposal?
– Are you willing to wait nearly a year to get on Schedule, or is your time better spent chasing other opportunities?


So, do the benefits of having a Schedule outweigh the costs of building a proposal, offering discounted pricing and administering the schedule? If the answer is yes, we can help.

Contact Us

Meet the Team: Steve Griffin, Contracts Specialist

StephenGriffin200Arrowhead Solutions would like to introduce and welcome  a new team member, Steve Griffin. Steve, PhD, joined Arrowhead Solutions in February 2014 and brings with him over 32 years of experience in Federal Government contracting.

Mr. Griffin has worked a wide variety of contracts types involving acquisition of supplies, services, research, weapons development and testing, and managed healthcare.  In his career, Steve has worked for, worked as a contractor employee providing support to, or worked for firms contracting with the Federal Government.

Steve started his career in contracting in 1981 as a contracts intern with the U. S. Air Force at Luke Air Force.  In 1983 the Air Force moved him to Nellis AFB, and from there he moved to the China Lake facility of the Naval Air Warfare Center in 1985, where he worked until 1992.  In 1992, Steve moved to the National Renewable Energy Laboratory in Golden, Colorado, as a subcontract administrator.  From 1994 until 1996 he worked for a small disadvantaged business which held a number of contracts with the FAA for asbestos inspection and monitoring as the manager of contracts at its Denver area office.  From 1996 until 1998 Steve worked for an environmental engineering firm that held contracts with the EPA, Corps of Engineers, the U. S. Forest Service, and other Federal agencies.  In 1998 Steve moved on to a contract administrator position with a firm supporting the contracting operations of the DoD TRICARE program, and in 1999 he returned to the Government with TRICARE as a contract administrator working a number of contracts to acquire healthcare services for active duty military, their family members, and military retirees.  In 2000 Steve was appointed a contracting officer at TRICARE, and was responsible for the administration of five different regional healthcare services contracts over his time as a contracting officer at TRICARE.  In 2006 Steve left TRICARE and contracting to pursue a PhD.  During his time completing his degree program, Steve provided contracting advice and assistance to a firm that held healthcare administration contract with the DoD and the VA.  From February 2013 through January 2014 Steve worked as a contract specialist as an employee of the firm providing support to the GSA, Region 8 FAS office in Lakewood, Colorado working a number of service contracts and task orders.  With the end of his work at GSA, Steve joined Arrowhead Solutions.

Steve holds a BS in Natural Resource Management degree, a Master of Applied Communication degree, and a PhD in Communication Studies degree.   He received a DAWIA Level III certification while with TRICARE, and earned a graduate certificate in ADR from the University of Denver while completing his master’s degree.

How can Stephen and Arrowhead assist your business?

STOP – Don’t pay for SAM Assistance or Registration. Why? It’s FREE and EASY!

Let’s debug this common urban legend of government contracting: Someone tells you have to pay for a “service” in order to register your company with SAM.gov OR you have tocon-artist-alert pay for someone to update your entity’s registration.

So, you’re a government contractor, or you’re wanting to become one. You ask around, “What do I do first?” The responses are muddled, you do some Googling, then you start to really notice the emails offering services to set up or update your registration. WAIT – WHAT?! Services?? I have to pay for this?? The long and short answer: NO

You should never, ever in a million years have to pay for these “services” the emails claim to offer – EVER! The SAM registration takes about 15 minutes to complete, and any updates to it take less than 5 (honestly – it’s that easy)

Be aware of these other “offers” and how the issues can be addressed for free:

1) Year Long Technical “Support”
  • Updates are only as necessary, and often times SAM.gov only needs to be reviewed once a year
  • There is no “support” required
2) SAM.gov Migration Annual Updates
  • Migration happens once; Most likely all government contractors who have registered in the old CCR have already been migrated
3) FAR Updates (if necessary)
  • SAM.gov DOES NOT provide FAR updates!
  • During the annual update of the entity registration, these are already incorporated
4) Basic Changes to Registration (NAICS codes, contact info., contracts awarded, etc.)
  • This is a part of the basic updating
  • Takes 5 minutes!
5) Government Buyer Submission
  • Only if offering disaster response
  • One page within SAM.gov
  • Takes 30 seconds to complete!
6) Verification of Dun & Bradstreet Number (required)
  • Can be done by logging into iUpdate
  • If it is needed, you will be directed after SAM.gov login
7) SAM Registration Completion
  • This is a 15 minute process
  • Can be done for free! (or divide the completing person’s rate by the time it takes – that’s really the cost; just a few dollars of opportunity cost)
8) Verified Vendor Seal of Approval
  • BEWARE – THE GOVERNMENT WILL NOT RECOGNIZE THIS “SEAL”!
So, all in all it may take one person a total of maybe, maybe 25 minutes PER YEAR to either register or update SAM.gov. Now, unless you are paying your employees an exorbitant salary, isn’t 25 minutes much more affordable than the approximately $600 price tag companies out there are charging? I’m not an economics specialist by any means, but I think I’ll go with the 25 minutes, and I hope you do the same.

Still need help? Check out Arrowhead Solutions – we’ll lead you in the right direction with a FREE 30-minute consultation. We don’t like to be scammed, and we definitely don’t want our clients to deal with these “support” claims either.

 

Meet the team! Carrie Grigg – Contracts Specialist

New Team Member Spotlight: Carrie Grigg

ProfilePicGrigg

Carrie joins Arrowhead Solutions,LLC as a Government Contracts Specialist.  She brings ten years of experience in contract management and business development in diverse fields including IT, A/E/C, bioscience and energy.  While specializing in federal and state government contracts, Carrie collaborates with partners and clients to identify strategic contract opportunities, write proposals, improve business processes, and is passionate about creating a positive customer interaction.  In addition to assisting companies win government contracts, Carrie’s interests include writing, painting and exploring the use of social media to obtain customer feedback and build relationships.  Carrie holds a BA in English Literature from the University of Virginia.

Visit Arrowhead on the web to see what our government contract specialists can do for your small business.

Part 4 of 4 – You are now Ready for Government Contracting! Go Get ‘Em!

To give back, we’d like to share some government contracting tips and tricks so that you can be the best government contractor possible. Each week, throughout the month of March, we’re have posted 5 tips to celebrate 5 years. Time for the drumroll as we share our last set (for now)…5-years

This week’s post: Government Contracting Tips and Tricks
Part 4 – And not to forget…

#16: Analyze your approach to government marketing. Need help with strategy?

#17: Know your nicheWhy?Trust us – it’s most important in determining direction of efforts.

#18: Know your resources. Did you know you can go to your local Business Development Center and the SBA for resources?

#19: Make sure to reach out to past teammates regularly. Ask about new opportunities.

#20: Don’t get discouraged! The government contracting cycle is LONG. The effort to go after a contract can be exhausting. However, heading the previous 19 tips will really help you become a successful government contractor. As, always, feel free to contact Arrowhead Solutions. Now, go get ’em!

Don’t forget to follow Arrowhead Solutions on Twitter (@arrowheadllc) for daily tips, too!

Thanks for tuning in! All of these tips will “live” here on our blog for quite some time. We look forward to many more years to come and helping out small businesses in any way that we can.

CHEERS!

Five Years; time to give back to our wonderful readers! Part 1 of 4:

As Arrowhead celebrates our 5th anniversary, we realize that we could not have done it without all the support from you – our readers and clients!

To give back, we’d like to share some government contracting tips and tricks so that you can be the best government contractor possible. Each week, throughout the month of March, we’re going to be posting 5 tips to celebrate 5 years. Cheers!

This week’s post: Government Contracting: Tips and Tricks Part 1 – DCAA and Government Accounting

#1: Ask “How would we fair during a DCAA audit?” Not sure? Try a mock audit with Arrowhead’s experts on the other side of the table before there is DCAA in the picture.

#2: Make sure you know what wrap rate means. Need a refresher?

#3: Be familiar with indirect and direct rates. Read On…

#4: Read RFQs carefully – response instructions must be followed exactly as stated.

#5: Make sure to time your GSA proposal right  (if you have one). Not sure? Just call Arrowhead and we’ll help you sort it out. Don’t know if you really need a GSA? You could be right. Not all companies can benefit from being on a GSA Schedule. Arrowhead will also help you sort this out.

Don’t forget to follow Arrowhead Solutions on Twitter (@arrowheadllc) for daily tips, too!

See you next week!

Press Release: Arrowhead Solutions, LLC Celebrates Five Years of Continued Growth

Boulder, CO (March 3, 2014) – Stephanie Mueller Amend, Founder of the boutique consulting firm, Arrowhead Solutions, LLC, announces the company’s five-year anniversary. With specialties in supporting small businesses with the processes and cycles relating to government proposals, GSA Schedules, contracts, accounting, compliance and marketing to the government, .  Arrowhead continues to experience significant revenue growth year over year. Focusing on quality and effectiveness differentiates Arrowhead as a top-rated, government contractor consulting firm. Positive reviews of Arrowhead from current clients are well documented, and continue to lead to the company’s growth supporting clients from coast to coast. Diversification into commercial support for clients and placing emphasis on strengthening client marketing efforts has allowed Arrowhead continued success; even as a recession, funding cuts, government shutdowns, and sequestration nearly paralyzed the industry of government contracting.

Marching with the rhythms of the government has been one key to Arrowhead’s continued success. Slow periods in government spending translate to “focus time” for Arrowhead clients’, as well all Arrowhead’s own, business development; hence the birth of the ArrowBD service and addition of the government marketing division of the business in 2013. Arrowhead’s next major advance, coming in 2014, will continue to propel Arrowhead and their clients forward for years to come.

About Arrowhead Solutions:

Arrowhead Solutions, LLC has been serving Boulder, Colorado area, the Denver Metro area, and clients across the nation since 2009. Stephanie Mueller Amend, founded Arrowhead after seeing a need for assistance in the small-business government contracting arena. Five years later, Arrowhead has fostered the ability to assist in every area of government contracting and grown to support a diverse roster of clients nationwide. For additional information about Arrowhead Solutions, LLC call 303-515-0527, email Lindsy Bentz, l.bentz@arrowheadsolutionsllc.com, or visit the website at: www.arrowheadsolutionsllc.com.

Introducing ArrowBD – The Complete Government Contracting Solution

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It’s finally here, and tailored for small business government contractors! A complete contract opportunity solution, ArrowBD matches the most current contracting opportunities to your specific niche. One simple, easy-to-read weekly email, and access to your own, well-seasoned Account Analyst, will allow you to feel confident that you will never miss that next big opportunity. Because ArrowBD is backed by the experts at Arrowhead Soltuions, LLC you can be sure that your spending your BD budget intelligently.

Simple. Easy. Opportunity. 

With ArrowBD, you can spend your resources and time on the pursuit of the opportunity itself, or in many cases, opportunities, highlighted by your ArrowBD report (AKA: “push”). You no longer have to spend hours looking through multiple search agents and opportunity tracking sites. We take the burden completely away, and present you with one email, once a week. This removes all the inbox-clutter from daily tracking agents that return results not typically fit for your business. The opportunities received in your weekly ArrowBD “push” are hand-picked by a designated Account Analyst, so you can rest assured that they are a “perfect fit” for your company. The Account Analyst will set up your subscription after just one quick phone call; then, you pick the date on which to receive your opportunities in your inbox in one, clean PDF. We can track based upon NAICS codes, keywords, departments with which you wish to work, and even help you with teaming efforts.

ArrowBD also sets itself apart from other government opportunity search applications currently on the market due to is unique customization options and affordability. The Foundation package (the base: opportunity, news, and events package) can be tailored to add market analysis, capabilities statement creation, the management of other search platforms, custom insights/advice, and more. See the Pricing page for more information on customization options.

ArrowBD was developed out of necessity. Often times, small businesses lack the BD budget of their much larger competitors. How can you get ahead of the competition when you’re going against a large company with a dedicated BD department or assigned contract analyst? Access to your own Account Analyst is included with a subscription of ArrowBD. Don’t worry about waiting to hear back from an “automated” or generic email address that may have more than one person answering when you have time-sensitive questions. With ArrowBD, you can be sure that a seasoned professional is providing you with relevant, accurate information – fast.

News and information are the key to remaining “in the know” when it comes to new opportunities; especially as we move into the fast-paced end of Q4 of 2013. There are sure to be, and have been, many contracts up for grabs. Even with sequestration, the government still plans on spending relevant amounts on small business set-aside projects. With ArrowBD, you can be sure that you are always on top of these new opportunities. Industry day notices, sources sought, requests-for-information (RFIs) – all are delivered in your weekly ArrowBD report when announced.

More questions? We’ve prepared some FAQs – make the right decision – enlist in ArrowBD and feel confident in your pursuit. Feel free to contact us, as well, if you have any other questions related to ArrowBD, or any questions about Arrowhead Solutions full suite of government contract services.

Be Heard by the Government Using Sources Sought and RFI’s

It is that time of year, we’re about halfway into Q1 of Fiscal Year 2013 when the holidays (read : time off for federal employees), budgets, and, this year, sequestration, all impact government spending.  Many people think this is a slow time of year, which it can be, but your company can take advantage of Q1 to set course for the remainder of the year.

Right now is the time to reach out and be known.  Requests for Information (RFI’s) and Sources Sought are bubbling up through FBO.gov daily.  Although responding to these requests is not mandatory, not responding to these requests could hurt your future chances.  Per FAR 10.001(a)(2), agencies must conduct market research:

i) Before developing new requirements documents for an acquisition by that agency;

(ii) Before soliciting offers for acquisitions with an estimated value in excess of the simplified acquisition threshold;

(iii) Before soliciting offers for acquisitions with an estimated value less than the simplified acquisition threshold when adequate information is not available and the circumstances justify its cost;

(iv) Before soliciting offers for acquisitions that could lead to a bundled contract (15 U.S.C. 644(e)(2)(A));

(v) Before awarding a task or delivery order under an indefinite-delivery-indefinite-quantity (ID/IQ) contract (e.g., GWACs, MACs) for a noncommercial item in excess of the simplified acquisition threshold (10 U.S.C. 2377(c)); and

(vi) On an ongoing basis, take advantage (to the maximum extent practicable) of commercially available market research methods in order to effectively identify the capabilities of small businesses and new entrants into Federal contracting, that are available in the marketplace for meeting the requirements of the agency in furtherance of—

(A) A contingency operation or defense against or recovery from nuclear, biological, chemical or radiological attack; and

(B) Disaster relief to include debris removal, distribution of supplies, reconstruction, and other disaster or emergency relief activities. (See 26.205).

In addition, agencies are seeing more benefit in gathering industry input prior to releasing a solicitation.  So agencies are using RFIs and Sources Sought even outside the required FAR situations.

Providing timely, and informative responses to the government helps your company in the long run for a number of reasons:

1) You have the ability to present your company and capabilities directly to the CO – This is great because unsolicited proposals or cold calling CO’s is typically not the way to make friends with them.

2) You have the opportunity to provide input, as the expert in your industry, towards the future solicitation – Your professional input provides a better chance that when the solicitation is released, it will make more sense from an industry perspective and will be easier to respond to.

3) You are allowed a more open dialogue with the acquisition team during this time- Your company can make more personable connections with decision makers and requirements developers and those connection can go a long way.

By missing the opportunity to respond to the government’s market research, you are missing an opportunity to connect.  It is well-known among industry and government that winning proposals out of the blue is rare and difficult.  The winners are those that invest the time AHEAD of the solicitation’s release and jumping on those FBO RFIs and Sources Sought is a simple and easy investment to make.