Unlocking the Secrets of GSA Schedules: Tips Revealed

Dr. Curtis A. Merriweather, Jr. discusses various government contracting and entrepreneurship topics. Dr. Curtis was named a Game-changer by the White House Policy Advisor for Entrepreneurship and Innovation in 2020. He has secured more than $1B+ in contract ceiling. Dr. Curtis will provide practical techniques, tips, and tricks that you aid your entrepreneurial journey on this channel.Show more

Courtney Fairchild is the co-founder and President/CEO of Global Services. Ms. Fairchild has been with the company since it was founded in 1997 and has headed up the Global Services GSA Schedule Programs division from its inception. Over the past twenty-five years, she and her team have successfully prepared, negotiated, and managed 3000+ Schedule contracts for Global Services’ clients. Ms. Fairchild is an authority on all GSA Schedules within the Multiple Award Schedule program and has spoken on related topics nationwide. Ms. Fairchild has worked with companies ranging from multinational/multibillion-dollar publicly traded corporations to micro businesses with only a few employees.

Email: CFairchild@globalservicesinc.com
Website: https://globalservicesinc.com/
LinkedIn: https://www.linkedin.com/in/globalservices/

The GSA Schedule, or the General Services Administration schedule, is a contract vehicle allowing government agencies to purchase goods and services from pre-approved vendors. It is a multiple-award contract, meaning multiple vendors are awarded contracts under the schedule. The premise behind the GSA schedule is to streamline the procurement process for government agencies by providing them with a list of pre-vetted vendors who have demonstrated past performance in their respective industries.

To be awarded a GS A schedule, vendors must show that they have completed relevant projects or have provided specific products within the last two years. The projects or products must align with the scope of the special item number (SIN) they are applying for. In this conversation, Dr. Curtis and Courtney discuss key points when contemplating a GSA Schedule pursuit.

Chapters:
00:00:00 Introduction
00:05:05 Speaker Introduction
00:06:50 Proposal Management And Development Experience
00:09:03 Multiple Award Contract Explanation
00:10:58 Global Services
00:17:03 Customer Intimacy
00:17:46 Planning And GSA Schedule Qualifications
00:22:22 Limited GSA Visibility
00:25:23 GSA Schedule Inclusion Requirements
00:30:06 Strategic Pricing
00:33:50 Engagement & Next Steps

Key Takeaways:
1. Understanding the ordering agency and its mission is crucial in federal contracting.
2. Simply getting on master contract vehicles and waiting for the phone to ring is ineffective.
3. Multiple award contracts (MACs) are contracts issued by an ordering agency that can be used by multiple agencies.
4. Proposals should focus on conveying the ability to solve a problem from the ordering agency's perspective.
5. It's important to ask questions about an RFP to determine if it's worth bidding.
6. A strategic approach to selecting special item numbers (SINs) is recommended.
7. GSA Schedule pursuits must provide financial data, past performance, and rates.

U. S. General Services Administration (GSA): https://www.gsa.gov/

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