Most federal sales are relationship based. People buy in the federal sector, not agencies, and they need to know everything about what you are selling.

Your sales person has to first get in the door (the tough part) and then:

* Establish a trust relationship with the end user and sell your solution using best value factors.

* Help the user with work statements/product specifications.

The federal end user then:

* Takes the sales documents and your GSA contract number to the Contracting Office

* Identifies two other GSA vendors (possibly with your help).

The Contracting Office:

* Sends RFQs including the work statement/specifications to three GSA vendors or,

* Uses GSA Advantage to select your product single source.

* Works with the end user to select your company based on your quote or GSA Advantage price.

* Places an order with you.

WIN-WIN-WIN and its all within the rules.

---------- ** Become a GSA Approved Vendor ** ----------

There are a number of ways to approach GSA proposal preparation; below we have listed the options available from Fedmarket.com

GSA Full Service Proposals - We prepare everything for you, professional services provided for companies interested in obtaining a GSA schedule contract. We handle the entire process, from GSA proposal preparation through contract negotiation and post-submission tasks. Call 1-301.652.9507 for a quote.

GSA Proposal Preparation - A cost sensitive alternative to full service GSA proposal preparation. We prepare the proposal document for you using corporate data you provide to us, and return a electronic copy of the completed proposal for you to submit and negotiate.

GSA Schedule eLab - Develop your GSA Proposal in 3 days at our eLab. We provide you with a Request for Information (RFI) prior to your arrival at our eLab. You gather the data, and with the help of our GSA staff, complete you proposal offering over the course of the three day eLab. Participants gain hands-on experience with the workings of GSA schedules. This experience is invaluable for: negotiating with GSA concerning prices and terms and conditions and managing and administering schedules, the Industrial Funding Fee, and selling using schedules.

Electronic GSA Wizard - GSA Wizard is a proprietary software product, developed by Fedmarket.com, which assists individuals and companies in preparing GSA schedule proposals. The product was designed specifically for companies to prepare proposals on their own with minimal consulting assistance and without experience in federal contracting. A GSA Wizard systematically walks the customer through GSA's solicitation and, through detailed instructions, templates, and illustrated examples, assists the customer in responding to the requests for information found in the GSA solicitation.