GSA Schedule
Best Value: A Sales Person's Dream
By Richard White
Sep 24, 2005, 14:42

In a previous installment we discussed the rules governing GSA schedules that encourage "Best Value" selection of vendors. Best value considerations include:

* Special features

* Trade-in considerations

* System life

* Warranty

* Maintenance availability

* Past performance

* Environmental and energy efficiency

* Other factors

In applying best value standards, federal buyers need only:

* Review GSA schedule prices at GSA Advantage or

* Review at least three GSA vendor's price lists.

If the buyer does not select the lowest price, they only need to provide a "reasonable basis" for selection.

Sales people using GSA schedules need to help buyers recognize the merits of a service or product in order to make a sale based on Best Value. Put the "reasonable basis" in front of their faces. Develop a Best Value Statement and provide it to buyers.

This is commercial buying at its essence. What more could a federal sales person want except maybe a sole source buy with no questions asked?

---------- ** 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.