Date: Thursday, June 12, 2008 Location: The Federal Sales Academy in Bethesda, MD Time: 8:30 a.m. to 4:30 p.m. Cost: $500 per person

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Why is This Seminar Different?

Many consulting companies helping people with their GSA Schedule proposals withhold the secrets to the successful negotiation of your Schedule offer and GSA Schedule contract management. After attending Fedmarket’s class, you'll not only be fully prepared to help your company with its Schedule contract, you'll understand the game. This class will greatly enhance any contractor's resume.

Who Should Attend?

The course is perfect for business owners, managers and contract administrators afraid that they might run into a few snags with GSA when it comes to handling requested price increases, negotiations, contract modifications and the reporting of your company’s discounting practices throughout the life of the contract.

Why Should You Attend?

Administering a GSA Schedule contract takes a very unique, flexible mindset and Fedmarket will help you know what GSA is examining when they are considering you for an audit. Fedmarket is convinced that if you keep your team informed on the critical issues, you will avoid, or at least be fully prepared for, the GSA audit.

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Seminar Description

GSA has increased the frequency and intensity of its pre- and post-award audits. Unfavorable audit results can result in significant refunds and penalties to GSA and/or contract cancellation. Although unfavorable audit results are not difficult to avoid, it takes knowledge of compliance requirements and established policies, systems, and procedures to mitigate the risks. This seminar will:

• Provide you with the procedures a company should follow in preparation for an audit
• Alert you to the risks associated with a GSA Schedule audit
• Provide you with protective measures to mitigate specific audit risks
• Give you detailed procedures and guidelines to ensure compliance

Audit Proof Your GSA Schedule Contract

GSA Schedule Fundamentals

• Key aspects of a GSA Schedule
• Understanding the difference between Basis of Award Group and Most Favored Customer(s)
• GSA pricing regulations and required discounting disclosures
• An explanation of the Industrial Funding Fee
• What to expect during a GSA audit
• The basic contractual terms of the Schedule contract
• What do the regulations mean by "fair and reasonable" pricing
• The definition of "spot discounting"
• Making changes to your approved GSA Schedule pricing after contract award
• The issues associated with modifying your GSA Schedule contract

Risks and Mitigation

Risk 1: Improper Disclosures of Discounting Practices

• Before award – making the required disclosures
• After award - what to do if you discover that your company hasn’t made full disclosure

Risk 2: The Price Reduction Clause

• What is it and how is it enforced
• Specific risks
• Financial exposure

Risk 3: Price Changes

• GSA price change policies
• What do price increases or decreases mean to your bottom line
• Implementation of price changes

Risk 4: Accounting for and Payment of the Industrial Funding Fee (IFF)

• GSA’s policies pertaining to the IFF
• How do the pertinent government regulations regarding the IFF affect your bottom line
• The implementation of IFF accounting and payment procedures

Risk 5: Trade Agreement Act

• What is the Trade Agreement Act
• Voluntary disclosures and compliance with the Trade Agreement Act
• Measures to undertake if you are not in compliance

• Communication - the key to compliance
• Formats for Contracting Officer communications

Contract Modifications

• When are contract modifications necessary
• The essential elements of a contract modification
• Our suggested format for modifications
• How to use eMod for modifications

Implementation of policies, systems, guidelines, and procedures to mitigate audit risks

• Implementing effective discounting policies
• Communicating and enforcing discounting policies
• Accounting procedures
• Reporting procedures
• Tying it all together and employee training

Testimonials

The following is feedback Fedmarket has received in response to our GSA Schedules classes.

"The information you provided was both accurate and helpful," said Bryan Wallace of Albany Door Systems.

Ronald Voisard of Messenger Associates said that it was "an excellent, invaluable seminar, even for those of us who had the experience of going through the process of obtaining a GSA listing."

"Your classes were great and I will be happy to tell anyone that," said Brandon Siefken from Okamura Corporation, Tokyo, Japan.

Read more Testimonials

Price:

• $500 per person.
• In-house at your company (call 888-661-4094, Ext. 18 for quote)

Schedule

Federal Sales Academy: Class begins at 9:00 am (continental breakfast and lunch are included)

All seminar conclude with a Q & A period from 4:30 pm to 5:00pm

Cancellations & Rescheduling

Cancellation notification must be received one week prior to the seminar date. Upon notification, your registration fee will be refunded less a $100 non-refundable processing fee. Any cancellations beyond the one week period are non-refundable. You may reschedule at any time. If you reschedule to attend another seminar, we will apply your payment toward your new registration fee. Personnel substitutions may be made at any time. Payment must be received prior to the seminar date. No shows are liable for the full seminar fee and refunds will not be given.