Vendors, along with state and local governments, have urged GSA to allow them use the GSA Schedules program to spend federal grant money on pre-negotiated Homeland Security contracts. GSA has indicated that it will respond to such requests sometime this summer. If allowed, only federal grant money could be spent. Furthermore, federal buyers would be closely scrutinized to ensure that the federal grant monies were being spent for the purposes for which they were intended.

With the exception of the Information Technology Schedule (also known as the "IT70 Schedule contract"), only federal agencies can buy through the Schedules program. In 2002, Congress passed legislation which opened the IT70 Schedule contract to state and local governments. This practice is known as "cooperative purchasing." It has been reported that more than $239 million in IT products and services were purchased by state and local governments through the IT70 Schedule in Fiscal Year 2006.

In response to recent events, Congress passed legislation which allows for cooperative purchasing (under all of the Schedule contracts) to prepare for, or recover from, a natural disaster or terrorist attack. With respect to non-exigent circumstances, Congress will most likely have to pass legislation opening all schedules to state and local governments.

SPECIAL EVENT!

Date: Friday, August 10, 2007
Time: 9:00 a.m. - 1:00 p.m.
Location: The Federal Sales Academy in Bethesda, Maryland

Fedmarket.com has noticed that GSA has been focusing many of its 2007 marketing efforts on reaching out to the needs of state and local governments. In fact, 2007 was the first year that state and local governments were invited to the GSA Expo in Orlando. In doing so, GSA pushed its attendee, exhibitor and vendor number over 10,000 for the first time in the Expo's 13 years. With recent events in mind, Fedmarket has created a Special Event Forum for current and potential GSA Schedule Holders, sales executives and managers. Details follow:

Capturing State and Local Contracts with Your GSA Schedule

If your company meets one or more of the following criteria, this half-day event is made for you:

• Are you an IT company with an IT70 Schedule?
• Does your organization provide products and services for counter-narcotics activities?
• Does your company supply products or services which could help the government prepare for, or recover from, a natural disaster or terrorist attack?
• Is there a possibility that you could sell your products or services to state or local governments under federal Homeland Security grants?

Fedmarket's Federal Sales Academy Director, Eileen Kent, will cover the following topics:

• What is a GSA Schedule?
• How do I close a deal with a GSA contract?
• Which agencies can buy through the Schedule program?
• What is GSA's position (i.e., why do they want vendors who hold Schedule contracts to be successful with state and local governments)?
• Understanding GSA's "cooperative purchasing" program and how it could open a new market for GSA Schedule holders
• What are coop plans?
• Will state and local governments need my products and services in an emergency?
• How can I search the web for opportunities, names and numbers?
• How does my company sell to state and local governments?
• How can my company win the grant game?

Remember the huge growth in the early days of GSA? According to GSA's estimate, $239 million was purchased by state and local governments through the IT70 Schedule in Fiscal Year 2006. Imagine the growth which will take place in next few years as a result of GSA's marketing push to open up this market. At the Federal Sales Academy, we want you to be among the first to capture the business. We will teach you the secrets to selling to state and local agencies. We want you to already have your foot in the door when these agencies realize how easy it is to buy using GSA Schedules.

At the conclusion of the class, we'll hold a networking event for vendors who want to help each other grow in this marketplace. Therefore, bring plenty of brochures and cards for "teaming" opportunities.

Materials provided: PowerPoint presentation, printed materials, and a CD (which will include links to further business with state and local governments)

Cost: $350 per person

Register Online: - Click Here

For more information or to register by phone call 888-661-4094 x 8.

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If you need help with any other product sales, call or write as follows: (888) 661-4094 ext 8 or sales@thefederalmarketplace.com.