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7/28/2019 Build Your Pipeline with Term Contracts
1/18
Build Your Pipeline With Government Term Contracts
Presented By:
Jennifer L. Schaus
In Collaboration With:
ONVIAMay 2, 2012
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
2/18
AGENDA
Welcome & Introductions
Background
Onvia
Jennifer Schaus
Term Contracts
What are they?
How is government using them?
How does agency leadership affect them?
How can you find more?
Winning Bid Strategies
Conclusions Q & A
AGENDA
Welcome & Introductions
Background
Onvia
Jennifer Schaus
Term Contracts
What are they?
How is government using them?
How does agency leadership affect them?
How can you find more?
Winning Bid Strategies
Conclusions Q & A
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
3/18
BACKGROUND: ONVIA
Leading provider of B2G intel/data
RFP NotificationsFed, State, Local
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
4/18
BACKGROUND: JENNIFER SCHAUSOver 15 years Federal procurement & sales experience;
Offices in Washington, DC and Rome, Italy
Contributed government purchasing expertise to:Wall Street Journal / Washington Post / WashingtonBusiness Journal / Government Product News
NCMA (National Contract Management Assoc) /
AMEXWIPP (Women Impacting Public Policy) /
NDIAWID (Women In Defense) / Various foreignembassy delegations.
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
5/18
BACKGROUND: JENNIFER SCHAUSDun & BradstreetFED GOV Sales
GSA Schedule & FED GOV Sales / Business Development
Jennifer Schaus & Associates* Washington, DCRome, Italy
* Small, Mid, Large, Fortune 500 Clients
* Product & ServicesDomestic & International Clients
* GSA Schedules
* B2G Sales / MarketingFED, STATE & LOCAL* Related Services: 8a, Proposal Writing, Lobbying, etc.
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
6/18
TERM CONTRACTS:What Are They? Definition
A term contract is a contract in which a source orsources of supply areestablished for a specific period of time at a predetermined unit price.
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Sources of Supply can include both products and services.
Specific Period usually is no less than one year and no more than 10 years.
Predetermined Unit Price are usually established and negotiated between the seller (vendor)and buyer (government).
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
7/18
TERM CONTRACTS:
What Are They? Explanation
Term Contracts tend to be multiple award (MAS);Multiple Vendors can be listed on the Term Contract;Many times, there is no guarantee of sales;
Competition still exists.
Creates a designated & vetted pool for the buyer to select from.
Some have set date enrollment periods (typically State / Local)Others are open enrollment (ie. Federal GSA Schedule)
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
8/18
TERM CONTRACTS:What Are They? Examples
Federal Government:
GSA Schedule
VA ScheduleArmy FIRST
Navy NAV SEAPORTe
FAA eFAST
State & Local Government:
CMASCalifornia Multiple Award Schedule
TXMASTexas Multiple Award Schedule
MHEC - Midwest Higher Education Consortium
WSCAWestern States Contracting Alliance
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
9/18
TERM CONTRACTS:What Are They? Advantages
Can be a competitive advantage (FOR VENDORS) to keep out similar firms whodo not have;
Bidding opps designated for contract holders (EX: GSA E-Buy)
Facilitates the buying process for the government;
Paperwork has been completed on the front-end;
Less risky and less work for the buyer/CO;
Company is approved;
Budget dollars are allocated for these purchases;Vendor has complied with established Ts & Cs in the contract upfront.
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
10/18
TERM CONTRACTS:How is government using term contracts?
Government uses term contracts to simplify purchases;
Vetting has been done upfront;
Capabilities have been established & checked;
Fair & Reasonable pricing has been negotiated & set;
Facilitates purchasing process for the buyer.
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
11/18
TERM CONTRACTS:How does agency leadership affect term contracts?
What affects agency leadership?
Scandals
Election YearPolitical ChangesOutside Events9/11 ; Financial Crisis ; etc.
Creation of Agency
(DHS) Department Of Homeland Security
Dissolve Agency or Department
Bureau of Ocean Energy Management, Regulation & Enforcement (BOEMRE), formerly MineralsManagement Service (MMS), was replaced by Bureau of Ocean Energy Management (BOEM) &Bureau of Safety & Environmental Enforcement (BSEE).
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
12/18
TERM CONTRACTSHow does agency leadership affect term contracts?
Directives from agency leadership to utilize (or not) specific contracts.
Agency Specific Contracts:
Army FIRST
Navy NAV SEAPORTe
DHS Eagle
Vendor-Ready Contracts for Disaster Recovery & ARRA ProgramsGSA Schedule sub-sets
Terms & Conditions will vary that vendor accepts
TERM CONTRACTS:How does agency leadership affect term contracts?
Directives from agency leadership to utilize (or not) specific contracts.
Agency Specific Contracts:
Army FIRST
Navy NAV SEAPORTe
DHS Eagle
Vendor-Ready Contracts for Disaster Recovery & ARRA ProgramsGSA Schedule sub-sets
Terms & Conditions will vary that vendor accepts
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
13/18
TERM CONTRACTS:How can you find more?
More = Not always better
Are term contracts right for you?
How does your customer buy?
What are your margins with term contracts?
Do you have wiggle room for bidding?
What are repercussions after accepting term contracts?
If term contracts are a good fit for your B2G strategy consider:
Obtain one that is used the most for your offering;
Obtain one that can be replicated/grandfathered in (GSA)
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
14/18
TERM CONTRACTS:How can you find more?
More term contracts =
More bidding opportunities with a smaller playing field of competitors
More bidding opportunities =More chances to win and grow business
More chances to win and grow business =
More revenue for your company
CONSIDERATION:Profit MarginsNegotiate rates that you can live with- and survive / thrive on!
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
15/18
TERM CONTRACTS:Winning Bid Strategies - NEGOTIATING Term Contracts
Negotiate upfront rates that leave you room to bid lower
(if this is part of the terms & conditions)
Negotiate rates that allow you to still be profitable
(Otherwise this market is not for you & you will be buying contracts)
Negotiate rates that are competitive with your industry leaders
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
16/18
TERM CONTRACTS:Winning Bid Strategies POST Term Contracts
Ensure you understand and comply with all of the Terms / Conditions;
This is important both pre and post award.
Build relationships with your buyers for repeat business;
Incumbents who perform well and play well with others tend to continue winning.
Build relationships with your Contract Administrators
They can make your B2G business miserable or pleasant.
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
17/18
TERM CONTRACTS:
Winning Bid Strategies POST Term Contracts
Ensure you are receiving the e-bidding opportunities;
Many companies go through the tedious process & forget this step!
Understand your limitations on set price and options for bid price.
Ts and Cs will vary by contract.
Stay on top of the renewal to ensure no lapse or non-compliance;
Renewals tend to be easier than starting from scratch.
If you are overwhelmed, consider an outside expert to manage the process &
Reporting requirements.
http://www.onvia.com/http://jenniferschaus3.eventbrite.com/7/28/2019 Build Your Pipeline with Term Contracts
18/18
THANK YOU !
Ms. Jennifer L. Schaus
+ 12 0 23 6 50 5 9 8
* GSA Schedules
* Contact Maintenance / Management
* B2G Sales / Marketing / Lobbying
* Proposal Writing
* 8a Certification
* Social Media Services (B2G and B2B)
* B2G NetworkingMonthly: Wash, DC
mailto:[email protected]://www.onvia.com/http://jenniferschaus3.eventbrite.com/mailto:[email protected]