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WELCOME to theGSA Proposal Preparation

Workshop Webinar:

Commercial Price Lists andWorkshop Pre-work

Presenter: Tracie Grant, Consultant, Logistic Specialties, Inc.

Thank You

Utah Governor’s Office of Economic DevelopmentUtah PTAC

Utah Defense AllianceLogistic Specialties, Inc.

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WEBINAR OBJECTIVES

Check the progress on your pre-work

Understand what pricing documents are required for a GSA MAS proposal

Learn what is included in a Commercial Price List

Understand what pre-work needs to be done before the GSA Proposal Workshop.

Learn what we’re going to tackle during the three days of the workshop.

Pre-work? What Pre-work?

Completed Commercial Pricelist – this is key! (A list of which SINs they go with is a bonus!)

CCR/ORCA Current Registrations

Open Ratings Report Started

TAA Compliant Products

Pathway to Success Certificate (if available)

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See Steps One through Three in your e-book.

Commercial Price List (CPL) Facts

A CPL is a listing of a commercial vendor’s products and services and their commercial pricing. No mention of government pricing should be included. (Just before you submit your proposal, we do mark your SINs on your CPL.)

All GSA Schedule Solicitations require the submission of a CPL.

If you have thousands of products, the CPL will need to be sent electronically.

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eBook pages 70-71

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What Should My CPL contain?

1) Effective Date – ALL CPLs should have an effective date. This is the date when the pricing became effective. Perhaps January 1, 2009 or January 1, 2010.

2) Product Numbers/Product Descriptions/All Commercial Pricing

3) A “Statement of Warranty”

4) A “Restocking Policy”

5) Your FOB point – you could also include your standard delivery times.

Your CPL can be as plain or as fancy as you want it to be.

GSA-REQUIRED PRICING DOCS

Commercial Price List

Price Discount Relationship Spreadsheet (this is called different things in different solicitations). Some solicitations have specific forms. Others don’t.

Commercial Sales Practices Format (doesn’t list your pricing, but tells how you follow your pricing policies).

There may be other pricing documents you need to worry about depending on your GSA Schedule such as invoices, or labor category matrices, or more.

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Why Does GSA Require a CPL?

• A GSA Schedule is for commercial items.

• GSA needs to understand what you are offering and what you charge for each item.

• GSA wants to get a price better than your lowest commercial price.

• Your commercial price is included on other pricing documents and must match the price in your CPL.

BIGGEST BARRIERS TO 3-DAY COMPLETION

Pricing spreadsheets.

• Management must approve pricing

• Not sure what products you’re including

• Not sure what the commercial price is for the products you’re including

• Not sure what discount management wants to use

• Not sure who is your Most Favored Customer.

For Services Schedules

• Corporate Experience write ups

• Project Experience write ups

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WHAT SHOULD BE DONE BEFORE THE WORKSHOP

Commercial Pricing Nailed Down

Client names for Open Ratings Report

GSA Discount Determined—or at least in the process

Completed /Reviewed the GSA Pricing Worksheet

Review the Six Step e-book

Review your Solicitation Documents (At least know what and where they are.)

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WHAT YOU SHOULD BRING TO THE WORKSHOP

Electronic copies of your pre work

Six Step List Showing What you’ve Completed

All the knowledge you have gained about GSA.

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Six-Step ProcessSM

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Step One: INTRODUCTORY ACTIVITIES1-1 Understand the GSA Multiple Award Schedule1-2 Choose the Schedule that fits your business1-3 Review CCR & ORCA to make sure they are complete1-4 Search www.epls.gov and print the search results1-5 Watch “Pathway to Success” and complete the quiz

Step Two: FOUNDATIONAL REVIEW AND ACTIVITIES2-1 Review/Prepare Your Commercial Pricelist2-2 Review the Solicitation and Attachments2-3 Determine type of submission (electronic/paper) (http://eoffer.gsa.gov/)2-4 Prepare and Submit Open Ratings List (www.openratings.com)2-5 Request Letters of Supply if required

Step Three: PRICING PREPARATION3-1 Determine the SINs applicable to your business3-2 Determine the items you want on the Schedule3-3 Determine your GSA pricing strategy3-4 Gather Invoices for each item you want to offer

Step Four: DOCUMENT PREPARATION4-1 Create Proposal Requirements Matrix4-2 Complete SF14494-3 Complete Vendor Response Document4-4 Draft Commercial Sales Practices Format (CSP-1)4-5 Draft Schedule-Specific Documents4-6 Draft Cover Letter4-7 Complete Pricing Matrices4-8 Draft Subcontracting Plan (if large business)4-9 Draft Fair and Reasonable and Sales Rationale

Step Five: REVIEW DOCUMENTS/DRAFT PROPOSAL5-1 Review Drafts update as needed5-2 Create Draft Proposal5-3 Distribute Draft Proposal for review5-4 Incorporate Comments from internal review

Step Six: PROPOSAL REVIEW AND PRODUCTION6-1 Final Review of all documents6-2 Proposal Production6-3 Submit Proposal

YOUR WORKSHOP KIT

You have received your participant kit for the workshop. This will help you throughout the workshop and contains a variety of electronic documents. We will go through each document at the workshop.

• Sample GSA Pricing Worksheet

• Sample Cover Letter

• Sample Proposal Documents

• Open Ratings FAQ and Sample Report

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Workshop Agenda – Day One

DAY ONE

9:30 – 10:30Review of Six Step ProcessSubmission RequirementsDigital Certificates

10:30 – 10:40 Break10:40 – 12:30 Required Document ReviewCompany preparation of proposals

SF1449Vendor Response DocumentOpen Ratings Report Requests

12:30 – 1:301:30 – 3:30Introduction to Price Proposals

Company preparation of proposals

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Workshop Agenda – Day Two

DAY TWO9:30 – 10:15

Questions and IssuesQuality ControlCompensation Plans/Uncompensated OvertimeSmall Business Subcontracting Plans (large businesses only)Pricing ReviewCover Letters

 10:15 – 10:30 Break10:30 – 12:30

Company preparation of proposals 12:30 – 1:30 Lunch1:30 – 4:00

Company preparation of proposals Corporate Experience Write ups

Project Experience Write upsSmall Business Subcontracting Plans

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Individual work on GSA Proposals

Questions and Discussions

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Workshop Agenda – Day Three

Action Round-up

Know which GSA Schedule is applicable to you. (eBook pg. 17-18)

Get your commercial price list completed.(eBook pg. 70-71)

Determine what products or services you want to put on GSA. Know what you want to charge GSA for these products or

services. Get the Name, Telephone Number, and email for 6-10

customers who you know love and adore you. Make sure your computer can open pdf files. Update your

laptop if you don’t use it often. Make sure your computer has WiFi capabilities. Bookmark the sites listed in your eBook on page 8.

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Questions?

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Tracie Grant

801-949-8323