GSA Schedule

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

Are you up-to-date on recent GSA Schedule changes?

A recent interview with Tom Sharpe, Commissioner of the Federal Acquisition Service with GSA, details the changes that will help modernize the program and allow for greater buying power.

Link to article: FederalTimes.com

http://www.federaltimes.com/article/20140613/ACQ01/306130013/GSA-pushes-overhaul-its-Multiple-Award-Schedules-contracting-processes?odyssey=nav|head

ArrowHeadSolutionsLLC.com

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.

Meet the team! Douglas Wells – Contracts Specialist

Arrowhead Solutions is growing!

Each week, Arrowhead will be highlighting a new team member’s skills and expertise.  We’re thrilled to add their expertise to the Arrowhead portfolio and join in assisting current and prospective small business clients.

New Team Member Spotlight: Douglas WellsDouglas Wells

Doug Wells brings to Arrowhead almost 25 years of hands-on experience in Government contracting.  As an Air Force officer, he was a Contracting Officer with authority to award contracts up to an unlimited dollar amount.  His Air Force contracting experience ranges from nuts and bolts, spares and repairs, and logistics, all the way to multi-billion dollar weapon systems and IT support.  Since active duty retirement, Doug has used his expertise to assist the USDA and US Department of Education, as well as an Air Force operational contracting office.  A short list of Doug’s specialties include:

–        Contract management, related documents review and approval
–        Thorough understanding and use of FAR, DFARS, and other supplements, including DLA and civilian agencies
–        RFP analysis
–        RFP shredding and requirements matrix development
–        Proposal preparation
–        Source Selection process
–        Contract clause compliance and flow down
–        Subcontractor management
–        In-house process documentation and government compliance review
–        Contract closeout/records disposition

Welcome aboard, Doug!

 

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.

Time Your GSA Proposal Right

GSA Schedules are becoming more and more popular with government acquisition offices.  Recently, we have seen DoD using them to fulfill small business goals, project managers using them to buy goods/services fast, and companies finding success as short listed solicitation recipients because they have a Schedule.

This popularity coincides with GSA cracking down on those companies that have Schedules with low or no sales.  Cancellation of Schedules is becoming more common.  Also, rejection of proposals is becoming more common as well.  So, the time is right for those companies who have the opportunity to be successful GSA Schedule holders, to increase sales to the government using the tool of a GSA Schedule.  Lower competition and higher use is a good combination for many companies not yet on Schedule.

However, as with most things in life and business, timing is crucial.  Jumping into building your proposal for a GSA Schedule needs to be correctly timed.  There are two considerations 1) current government customer need and 2) government fiscal year.  We will talk about both these considerations to help you assess when the time is right to begin working on, and then submitting, your GSA proposal.

1)      Current Customer Need

If you are already doing a great job of networking and connecting with government customers, you are in a prime spot to submit a successful proposal for a GSA Schedule. More importantly, you are in a prime spot to gather sales under a resulting awarded Schedule.  If you have a customer who flat out is calling you saying “I have to put this requirement on Schedule” or “How fast can you get a Schedule?”, I hope it would be obvious that your company needs to submit your proposal ASAP to get your Schedule.  Don’t worry about timing, just make sure that the government customer is serious about their intent to funnel work your way.  GSA will move your proposal up on the review and negotiation list if you have a federal customer, with a decent SOW and timeline for award, who is willing to contact GSA to let them know they’re ready to use you.  Depending on whether or not you get consulting help (I know companies who successfully win GSA Schedules on their own, sometimes it takes them a year though) it can take a bit of time to build your proposal.  With help you can definitely get a proposal completed in two weeks.  The long pole in the tent is waiting on GSA.  Review and negotiation times vary, but plan on 4-6 months at a minimum between submission and award.  Even with the important customer call, it can still take 4 months.  It is very dependent on the Schedule, some take 12 months, so if you have a customer who says “Can I buy now?” and you’re a year out, you have to help foster that relationship until GSA comes through.

2)      Government Fiscal Year

We are starting the prime government purchasing season. Between now and September 30th, buying will be ever increasing.  If you don’t fall into #1 above, think about your timing. Because of the time it takes to build a proposal, have it reviewed, negotiated, then awarded (again reference #1 above), you will most likely not see an award until the next fiscal year. As we know, the beginning of the fiscal year is usually the slowest time of the year for government spending.  So if you submit a proposal now, it probably will get in Q1, and your clock for reaching the required sales goals starts at the worst time.  You should instead use the time between now and the end of the fiscal to foster relationships and work other purchasing avenues.  Use the slow time of the beginning of the next fiscal year to build a complete and easily awardable proposal; one that can be submitted by the end of Q1.  That way, you will most likely have an active GSA Schedule (and hopefully willing buyers) this time next year to kick off sales immediately at high-buying time, and reach your sales quota sooner.  One caveat to this would be those Schedules that may be 12 months out for review.  The solicitation for the Schedule you are looking at should tell you the anticipated processing time.

Although it can be frustrating to see many opportunities go towards GSA, the government will still be spending money next year.  In the long run, good timing will only help your company be a successful GSA Schedule holder.