What does the term "Best Value" mean to a sales person selling in the federal market? In short, it means that federal buyers do not have to select the vendor with the lowest price. It also means that the sales person can sell features and benefits and feel reasonably comfortable that they won't be low-balled.

The Feral Acquisition Regulations (FAR) give federal buyers flexibility and considerable latitude in making a purchasing decision. Under the FAR, the term "best value" means the expected outcome of an acquisition provides the greatest overall benefit in response to the requirement. In short, the rules give contracting officers the latitude to:

1. Go with a higher price based on best value considerations, with no restrictions on what best value considerations have to be. Anything can be considered a best value factor as long as it makes sense and has cost and performance implications.
   
   
2. Consider time and the cost of the procurement itself when determining how to make a buy.

The government holds all of the cards and can do just about anything it wants in making a buy as long as it appears to be cost effective and in the best interests of the taxpayer. Most buyers make rational decisions, are not out to harm vendors, and do not like to be viewed as unfair. The downside to federal contracting is that if you feel you have been wronged, there is very little you can do about it. You can protest using a formal process if you think procurement rules have been violated but the chances of winning a protest are slim to none.

On the other hand, don't be lulled into thinking that price is not a major factor in federal purchasing decisions. Federal contracting officers and end users have to justify their best value decisions and price is still a major factor in who gets the contract

Guidelines for Companies New to the Federal Market

We want federal dollars; how do we start?

Click here to download the full-length version of "Guidelines for Companies New to the Federal Market" by Richard White.

Fedmarket.com's GSA Proposal Preparation eLab has helped hundreds of companies obtain GSA approval.

Seminars Teach You about GSA Schedules

Our Workshop Results in a Ready to Submit GSA Proposal

Are you ready to gain access to the government marketplace?
Without a GSA Schedule your company is at a disadvantage to sell to the government. Why? Buyers prefer to purchase through GSA. The GSA schedule purchase system is a quick, efficient buying mechanism. Buyers can stay out of trouble, reduce their workload, and make federal end users happy. Vendors who have done business with the government in the past are being urged by buyers to become GSA Schedule holders if they want to continue to sell to the government.

Where do you start?
To become a GSA Schedule contractor, a vendor must first submit an offer in response to the applicable GSA Schedule solicitation. The GSA proposal document you must submit for approval is a lengthy and complicated document; you can see for yourself by visiting the GSA.gov site and downloading the schedule that fits your business.

Do you need past experience in contracting to complete the proposal offering?
No, upon completion of your GSA eLab workshop registration, Fedmarket.com will send each registrant explicit, detailed guidelines outlining the corporate data each registrant should gather in advance and bring to the GSA eLab sessions. Our instructors will contact each attendee to discuss the schedule and RFI prior to the eLab. When you arrive at the eLab our instructors will walk attendees through the offer preparation process.

The Result of the Event: A completed GSA schedule offer in an electronic format.

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