Small businesses new to federal contracting almost always find General Services Administration (GSA) schedules mysterious and confusing. Some are perplexed by the nebulous concept of entering into a contract with the federal government before a need for your products or services exists. Many prospective contractors complain that they cannot locate the GSA website. Those who successfully locate the website often encounter difficulties finding the list of products and services covered by GSA schedules. Others complain about the challenges of identifying the Request for Proposal ("RFP") that applies to your company's products or services. Those persistent few able to navigate through these difficulties then encounter the applicable RFP that seems to be written in a foreign language.

Wading through the RFP

The GSA schedule RFP's are definitely not reader friendly. You will find that the RFP contains strange, unfamiliar terms and is written in what we call "government speak." Most RFP's exceed one hundred pages in length and are printed in small font. A list of some of the RFP's more important sections follows:

• Standard, boilerplate federal contract clauses (with some far more important than others).
  
• The RFP's certifications and representations section requiring the prospective contractor (also known as the "Offeror")to certify that certain statements are accurate and true.
  
• The provisions pertaining to the proposal's preparation (which are often far too short and more often confusing).
  
• The section pertaining to how the Offeror's proposal will be evaluated (again, usually far too brief).
  
• Those provisions pertaining to the post-award process and the expectations of the contractor once an award is granted.

For those businesses still eager to get started with a federal sales program, you may begin by following the steps below: 1. Go to the GSA web site, http://www.gsa.gov. 2. Find the list of the GSA schedules at http://www.gsaelibrary.gsa.gov/ElibMain/ElibHome. Then click on "Federal Supply Schedule Listing" at the top of the page. 3. Once you have identified the GSA schedule that applies to your product or service, click on the appropriate link to Requests for Proposals at http://www.gsa.gov/Portal/gsa/ep/contentView.do?contentId=8133&contentType=GSA_BASIC. Then click on the solicitation for the schedule covering your product or service.