The Benefits and Challenges of the GSA Schedules Program. Jeff Sherry Washington Management Group

Transcription

1 The Benefits and Challenges of the GSA Schedules Program Jeff Sherry Washington Management Group

2 Safe Harbor Statement This presentation contains forward-looking statements that involve substantial risks and uncertainties. You can identify forward-looking statements by words such as anticipate, believe, could, estimate, expect, intend, may, plan, should, will, would or similar words. You should consider these statements carefully because they discuss our plans, targets, strategies, prospects and expectations concerning our business, operating results, financial condition and similar matters. We believe that it is important to communicate our future expectations to our current and potential investors. There will be events in the future, however, that we are not able to predict accurately or control. Our actual results may differ materially from the expectations we describe in our forward-looking statements. Factors or events that could cause our actual results to materially differ may emerge from time to time, and it is not possible for us to accurately predict all of them. Before you invest in our common stock, you should be aware that the occurrence of any such event could have a material adverse effect on our business, results of operation and financial position. Any forward-looking statement in this presentation speaks only as of the date on which we make it. We undertake no obligation to update or revise any forward-looking statements, whether as a result of new information, future events or otherwise, except as required by law. 2 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

3 Agenda Federal Government Market Snapshot Overview of the GSA Schedules Program GSA Schedule Market Position GSA Schedule Compliance GSA Schedule Myths The Specifics of a GSA Schedule Offer The Washington Management Group Q&A 3 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

4 Federal Government Market Snapshot

5 Federal Government Market Snapshot Federal contractors will share in the sacrifice leading to a smaller government sooner rather than later Government mantra the next two years do more with less Contractor addressable market FY2012 approximately: $698B FY approximately $709B (Source: Ray Bjorklund at Deltek) Fiscal year selling October 1 to September 30 Largest consumer of services and products in the world 4.5 million full time employees Offices all over the world The market is practically recession-proof If you sell it commercially, you can probably sell it to the U.S. government! 5 2/4/2013 CONFIDENTIAL Deltek, Inc. / All WMG Rights All Reserved Rights Reserved

6 Federal Government Market Snapshot (2) There are 21 cities in the U.S. with more than 15,000 civilian Federal Employees Note: excludes DoD (2.1 million employees) and U.S. Postal Service (600,000 employees) Source: OPM 2007 Fact Book Atlanta 31+ Baltimore 33+ Boston 20+ Chicago 26+ Dallas 26+ Denver 18+ Detroit 20+ Honolulu 19+ Kansas City 19+ Los Angeles 27+ Miami 18+ New York/NJ 53+ Ogden/Clearfield, UT 20+ Oklahoma City 21+ Philadelphia 34+ San Antonio 20+ San Diego 27+ San Francisco 18+ Seattle/Tacoma 20+ Va. Beach/Norfolk 38+ Washington, DC 263+ (numbers in thousands) The U.S. Government requires services and products all over the United States (and world) 6 2/4/2013 CONFIDENTIAL Deltek, Inc. / All WMG Rights All Reserved Rights Reserved

7 Federal Government Market Snapshot (3) There are 260 authorized GSA Schedule users, executive and independent agencies, that generally share most, if not all, of the following five traits: 1. They are creatures of habit 2. They are risk averse 3. They like to take the path of least resistance 4. They dislike adverse publicity 5. They like to do business with companies that they trust Successful companies will keep these issues in mind as they build a government market strategy 7 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

9 Overview of the GSA Schedules Program Managed by General Services Administration (GSA) Federal Acquisition Service (FAS) and Veterans Affairs (VA) NAC Through pre-negotiated contracts, contractors supply services and products to the Federal government, the largest consumer in the world 33 different defined GSA Schedule contracts and 8 VA Schedule contracts, categorized by type of services and/or products. Each Schedule has a series of sub-categories (SIN) for definition of specific services and products Schedules negotiated at 10 different acquisition centers across the U.S. ~19,000 contracts / ~12,000 contractors The GSA Schedule program has revenue comparable to a Fortune 100 company 9 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

10 Overview of the GSA Schedules Program (2) Base Period is 5 years with up to three 5 year add-ons, can be a total of 20 years Commercial services and products Includes Trade Agreements Act (TAA) compliance requirements, but not Buy America Act (BAA) No maximum contract or order value Price increases may occur after the first year Additions/deletions may occur at any time International in scope Excludes construction and architect and design services As a Schedule holder, you upload your GSA Schedule information to GSA Advantage! 10 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

12 Overview of the GSA Schedules Program (4) As a GSA Schedule holder with your information on GSA Advantage!, you can: Reach the 700,000 registered users Be part of +70,000 e-buy RFQ s Get a portion of the $682 million in sales Successfully get some of the +842,000 orders placed Be exposed to the ~600,000 searches per work day Be included in the 30 million line items 12 Source: GSA Advantage! Statistics for FY2010 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

13 Overview of the GSA Schedules Program (5) GSA Schedules Revenue FY 2000: just under $14 Billion FY 2011: $38.5 Billion VA Schedule Revenue $10.4B in FY2011 (not on chart) Significant growth factor adding services to the GSA Schedules program in the late 90 s 13 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

14 Overview of the GSA Schedules Program (6) A GSA Schedule may be considered the Swiss Army Knife of government contracting. It allows you to Sell directly to any of the 260 authorized GSA Schedule users Enter into a Blanket Purchase Agreement (BPA) Enter into a Contractor Teaming Agreement (CTA) May allow you to sell to State and Local government Sell to 3 rd party contractors doing business with the government In a Presidentially declared emergency, sell to designated State and Local governments Let s take a closer look at the items in bold 14 August 2012 Property of WMG. Unauthorized distribution strictly prohibited.

15 Overview of the GSA Schedules Program (7) Enter Into a Blanket Purchase Agreement (BPA) Generally used for purchases of a repetitive nature Increased in frequency after Hurricane Katrina Need to have a contract in place with agency/govt. May be single award or multiple award May be competitively awarded Usually requires a lower price/concession (than your Schedule) May be used by other agencies Reduces administrative burden on Contracting Officers

16 Overview of the GSA Schedules Program (8) Enter Into a Contractor Teaming Agreement (CTA) Multiple (2+) GSA/VA Schedule holders team to provide a broader solution than they can provide on their own Basic format in every GSA/VA Schedule solicitation Unlike Prime/Sub, there is a lack of privity There are additional requirements between team members that require fundamental discussion, like: Who is the team lead (may be a socio-economic issue) Who gets paid by the agency How/when do team members get paid Schedule sales report submission/iff payment

17 Overview of the GSA Schedules Program (9) Use by State and Local Government (GSA Only) Market Size Beyond the 50 States Counties 3,031 Municipalities - 19,522 Townships 16,364 (Source: 2012 Census) Approved for use by Federal government, now Schedule 70 - IT Schedule 84 Law Enforcement More to come? All GSA Schedules Presidentially declared emergency (pre/post) Drug interdiction Piggybacking About 35 states have legislative approval Offer same terms and conditions (not a GSA Schedule order) Make sure State and Local is NOT your Basis of Award (BOA)

18 Overview of the GSA Schedules Program (10) Third Party Contractors Performing Services for the U.S. Government Contractor may be authorized to use Schedules Get a GSA Schedule Supply Source Authorization Letter and keep it in your order file Purchases are property of the US Government As a Schedule holder, you may be more attractive to a contractor (pricing, terms and conditions done) Transaction is considered a GSA Schedule buy Need to report on your quarterly report and pay IFF

20 GSA Schedule Market Position Three Key Market Position Strategies: 1.Offensive may exclude your non-schedule competitors from solicitations that require a GSA Schedule 2.Defensive respond to solicitations that include Schedule requirements when others can t 3. Trojan Horse use the GSA Schedule to create agency access to develop long term relationships for products/services that may be outside the scope of the GSA Schedules program 20 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

21 GSA Schedule Market Position (2) There are three generally accepted ways to approach the government market through the GSA Schedules program: 1. Direct: you hold the Schedule in your name (you can also authorize others to sell off of your GSA Schedule) 2. Indirect: you have your products and/or services on: a. Another contractor s GSA Schedule b. An alternate channel company (dealer/reseller) puts your services/products on their GSA Schedule 3. Hybrid: you have both direct and indirect The key here how do you sell commercially and what works best for all parties (including the government)? 21 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

23 GSA Schedule Compliance Unreasonably low GSA Schedule pricing Non-compliant products on Schedule (TAA) Broadly defined Basis if Award (BOA) inhibits commercial sales ( may result in Price Reduction Clause penalty) Selling products/services on GSA Schedule to agency open market, typically at a higher price Combining Schedule and open market products and services without attribution for the open market items Letting the Schedule manage itself GSA Schedule sales tracking and reporting issues/problems Zero sales over several years (may result in cancellation) Knowledge of the contract obligations and compliance issues is a must for GSA Schedule holders 23 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

24 GSA Schedule Compliance (2) Over the last couple of years, the GSA Inspector General and the Department of Justice have been very busy. Company Settlement Amount Oracle $200 million Verizon $93 million Oracle $46 million Fastenal $6.25 million EMC $87.5 million NetApp $128 million Comstor/Westcon $48 million HP $55 million Morse Diesel Intl. $113.1 million Learning Tree Intl. $4.5 million University Loft $400, CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

26 GSA Schedule Myths 1. Takes too long to get it actually takes about 6 to 9 months but your GSA Schedule could last for 20 years 2. Have to divulge sensitive company data company information supplied in your offer to GSA is protected from public access 3. We must give GSA our lowest price by definition, you need to offer a fair and reasonable price to GSA 4. A GSA Schedule guarantees me business false, it is the beginning of the work not the end 26 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

27 GSA Schedule Myths (2) 5. I have to pay GSA the.75% Industrial Funding Fee (IFF) is actually paid by the ordering agency at the task order level 6. Many agencies do not even use the GSA Schedules due to agency internal oversight, audits and transparency requirements, the GSA Schedules program is still very popular (especially to government contracting personnel) In FY2010, DoD spent over $10B through the GSA Schedules program (Source: DoD) 7. Too hard to find government prospects web portals, agency specific websites with budget/buy data, spend tracking websites, industry days, events, trade shows, articles make it easier to find opportunities 8. Every offer to GSA is approved the offer rejection rate at GSA is about 45% 27 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

29 The Specifics of a GSA Schedule Offer 1. Construction of Your Quality Offer Build your Commercial Sales Practices (CSP) Matrix Fair and Reasonable, not necessarily lowest, pricing determination Determine Most Favored Customer (MFC) A Basis of Award (BOA) that is appropriate to your commercial sales, typically defined narrowly to protect your commercial sales efforts Labor categories and rates (if applicable) You will need a digital certificate (signature) SAM administrative requirements like CAGE Code, Open Ratings, ORCA Project related references (if applicable) Company financials Typical Duration 1 to 3 months 29 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

30 The Specifics of a GSA Schedule Offer (2) 2. Electronically Submit to GSA and Negotiate to an Award Goes to 1 of 9 GSA Schedule contract centers located across U.S. Takes a couple of weeks until assigned to GSA Contracts person Administrative review of offer for completeness A CSP review Review of Project related/technical references Any other issues There is a 45% rejection rate Throughout the process, ongoing negotiations with GSA Review the Final Proposal Revision (FPR) submit for award Upon agreement, a couple weeks later, you get your Schedule Typical Duration 3 to 6 months (based on Schedule and Contracts person at GSA) 30 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

31 The Specifics of a GSA Schedule Offer (3) 3. Post Award Contract Management Internal training on sales, marketing and contract compliance Policies and processes in place to comply with contract requirements as an example reporting your GSA Schedule sales and making the IFF payment on a quarterly basis Assist with a GSA IOA/CAV visit Administrative changes Add/delete products Pricing changes (as allowed) Ongoing access to your WMG Consultant on an as needed basis Good news all this, and more, is what we will do for You! 31 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

32 The Washington Management Group

33 The Washington Management Group Corporate Overview We provide a comprehensive and collaborative consulting approach to companies seeking to sell commercial services and/or products to the federal government. Our mission is to help you build brand identity, increase revenue and reduce risk in the government market. Celebrating over 33 years of government contract consulting experience Offices in Washington D.C. Strong management team and experienced consulting team Broad professional portfolio of consulting services In Washington DC, close to our key customer, the U.S. Government Clients in all 33 GSA / 8 VA Schedule Contract centers Acquired by Deltek, Inc. in CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

34 The Washington Management Group (2) Our Core Competencies Our Clients appreciate and we pride ourselves on three critical core competencies 1. Experience we have successfully worked with clients of all sizes on a wide range of government contract related issues, especially GSA Schedules, for over 33 years 2. Relationships building positive, long term relationships with our clients and with agency management 3. Knowledge the government contract market frequently changes with new issues developing all the time. We stay current to insure that our clients are properly advised with the most recent developments to allow for educated business decisions We would welcome the opportunity to put these skills to work for you. 34 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

35 The Washington Management Group (3) At WMG you will have: A Principal Consultant and a Consultant working in tandem Your designated WMG Consultant is your primary point of contact A timeline and taskplan to monitor offer construction activities Step reviews as needed Templates, samples and examples of reference documents required by GSA for ease of use on your end WMG Consultant access on an as needed basis for GSA Schedule related consulting support Collaborative support from all of WMG Our goal is to make your entry into the GSA Schedules program a successful and compliant effort 35 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

37 Summary Government is the largest vertical out there, it is everywhere you are No other vertical has the same level of transparency as government You deserve to do business with the government, it s your money It is practically a recession proof market They will pay (ultimately) their bills Relationship building (just like in the commercial market) is a key to success A GSA Schedule is the lowest cost and fastest entry into government market In government, people buy from people they trust (not necessarily they like) Successful selling to the government market is not a luxury it is a necessity! The government demands a long term strategy to obtain outstanding results, let the Washington Management Group be your partner in government business development 37 CONFIDENTIAL 2012 Deltek, Inc. / WMG All Rights Reserved

38 Thank You! Jeff Sherry Washington Management Group Washington, DC (571)