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

WELCOME to the GSA Proposal Preparation Workshop Webinar: Commercial Price Lists and Workshop Pre-work. Presenter: Tracie Grant, Consultant, Logistic Specialties, Inc. Thank You Utah Governor’s Office of Economic Development Utah PTAC Utah Defense Alliance Logistic Specialties, Inc.

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

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  1. WELCOME to theGSA Proposal Preparation Workshop Webinar:Commercial Price Lists andWorkshop Pre-work Presenter: Tracie Grant, Consultant, Logistic Specialties, Inc.

  2. Thank YouUtah Governor’s Office of Economic DevelopmentUtah PTACUtah Defense AllianceLogistic Specialties, Inc.

  3. 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.

  4. 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) See Steps One through Three in your e-book.

  5. 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. eBook pages 70-71

  6. What Should My CPL contain? • 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. • Product Numbers/Product Descriptions/All Commercial Pricing • A “Statement of Warranty” • A “Restocking Policy” • 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.

  7. 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.

  8. 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.

  9. 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

  10. 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.)

  11. 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. 

  12. Six-Step ProcessSM Step One: INTRODUCTORY ACTIVITIES 1-1 Understand the GSA Multiple Award Schedule 1-2 Choose the Schedule that fits your business 1-3 Review CCR & ORCA to make sure they are complete 1-4 Search www.epls.gov and print the search results 1-5 Watch “Pathway to Success” and complete the quiz Step Two: FOUNDATIONAL REVIEW AND ACTIVITIES 2-1 Review/Prepare Your Commercial Pricelist 2-2 Review the Solicitation and Attachments 2-3 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 PREPARATION 3-1 Determine the SINs applicable to your business 3-2 Determine the items you want on the Schedule 3-3 Determine your GSA pricing strategy 3-4 Gather Invoices for each item you want to offer Step Four: DOCUMENT PREPARATION 4-1 Create Proposal Requirements Matrix 4-2 Complete SF1449 4-3 Complete Vendor Response Document 4-4 Draft Commercial Sales Practices Format (CSP-1) 4-5 Draft Schedule-Specific Documents 4-6 Draft Cover Letter 4-7 Complete Pricing Matrices 4-8 Draft Subcontracting Plan (if large business) 4-9 Draft Fair and Reasonable and Sales Rationale Step Five: REVIEW DOCUMENTS/DRAFT PROPOSAL 5-1 Review Drafts update as needed 5-2 Create Draft Proposal 5-3 Distribute Draft Proposal for review 5-4 Incorporate Comments from internal review Step Six: PROPOSAL REVIEW AND PRODUCTION 6-1 Final Review of all documents 6-2 Proposal Production 6-3 Submit Proposal

  13. 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

  14. Workshop Agenda – Day One DAY ONE 9:30 – 10:30 Review of Six Step Process Submission Requirements Digital Certificates 10:30 – 10:40 Break 10:40 – 12:30 Required Document Review Company preparation of proposals SF1449 Vendor Response Document Open Ratings Report Requests 12:30 – 1:30 1:30 – 3:30 Introduction to Price Proposals Company preparation of proposals

  15. Workshop Agenda – Day Two DAY TWO 9:30 – 10:15 Questions and Issues Quality Control Compensation Plans/Uncompensated Overtime Small Business Subcontracting Plans (large businesses only) Pricing Review Cover Letters  10:15 – 10:30 Break 10:30 – 12:30 Company preparation of proposals 12:30 – 1:30 Lunch 1:30 – 4:00 Company preparation of proposals Corporate Experience Write ups Project Experience Write ups Small Business Subcontracting Plans

  16. Workshop Agenda – Day Three • Individual work on GSA Proposals • Questions and Discussions

  17. 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.

  18. Questions? Tracie Grant 801-949-8323

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