We recently received a call from an engineering company that hasn't entered the federal sales market. The conversation essentially went down like this:
Question - "Our business is considering obtaining a GSA schedule so we can get into the federal market. Is a Schedule contract the magic bullet that it appears to be? I am worried about getting the right schedule so federal buyers can find me."
Our Response - The engineering firm in question should definitely get on the GSA Schedule if it is serious about entering the market. Moreover, the magic bullet does not exist. Where else in life have you found a magic bullet? Federal buyers are probably not going to come looking for you. You are going to have to go looking for them
Question #2 - "I am not surprised. My experience tells me that there aren't really any magic bullets. Oh, you mean the federal market is basically the same as the commercial market?"
Our Response - The engineering executive hit the nail on the head. Companies need to build relationships in advance with federal customers. Federal task orders are not going to be sent to companies that the federal end user doesn't know about in advance.
Question #3 - "What advantage would getting a GSA Schedule contract give us?"
Our Response - Having an awarded GSA Schedule contract allows your company to close the deal it has sold in the most expeditious manner possible and with minimal red tape associated with the sale. It sets you apart from your competitor that doesn't have a Schedule contract because the federal buyer would prefer to do business with a Schedule holder because it makes her job that much easier.
Question #4 - "Entering the federal market and getting a Schedule contract appear to be a long-term investment. Is our assessment correct?"
Our Response - Yes, focused time and effort is required on your part. However, the potential revenue benefits are great provided your company performs well and satisfies the customer. Build strong relationships, keep your customers happy and your growth can be dramatic. You must make the investment, though.
Struggling with Your GSA Schedule Proposal?
GSA proposal preparation is a complex, frustrating and expensive undertaking. Fedmarket.com offers inexpensive solutions designed specifically for small businesses.
GSA Schedule eLab - Develop your GSA Proposal in 3 days at our eLab. Fedmarket provides you with a Request for Information (RFI) prior to your arrival at our eLab. You are instructed to bring the requested corporate data with you to the course. Attendees should, with the assistance of our GSA staff, complete their GSA offer prior to the end of the eLab's third day.
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 that decide to prepare proposals on their own.
GSA Proposal Preparation - A cost-sensitive alternative to our full-service option. We prepare the offer for you using corporate data and information you provide to us. We return an electronic copy of the completed proposal for you to submit and negotiate on your own.
Fedmarket.com's Full Service GSA Solutions:
GSA in a Day - We travel to your office and expedite the proposal preparation process.
Full-service GSA Consulting - We offer professional services to companies interested in obtaining a GSA schedule contract. Fedmarket's specialists prepare everything for you. We handle the entire process - - from GSA proposal preparation through contract negotiation and award. Call 301.652-9504 ext. 26 for a quote.
If you need help with any other product sales, call or write as follows: (888) 661-4094 ext 8 or sales@fedmarket.com.
Free Informative Whitepaper: GSA Schedules 
