| Chapter 1 | Understanding the GSA Scheduling Game | 06 |
| Chapter 2 | GSA Schedules: Superstars of Multi-Vendor Contracts | 10 |
| Chapter 3 | Pursuing a GSA Schedule: It’s All in the Details | 15 |
| Chapter 4 | GSA Schedule Rules: Full and Open Competition | 22 |
| Chapter 5 | Selling to the Feds | 24 |
| Chapter 6 | The Push-Pull for Small Business Preferences | 33 |
| Chapter 7 | Playing Well with Others: Teaming Advantages | 36 |
| Chapter 8 | Negotiating for Profit with GSA | 44 |
| Chapter 9 | Price Negotiation | 54 |
| Chapter 10 | Preparing GSA Price Proposals | 61 |
| Chapter 11 | GSA Audits | 67 |
| Chapter 12 | Making an Offer to GSA | 76 |
| Chapter 13 | Writing the Proposal | 81 |
| Chapter 14 | Tracking Your Proposal Submittal | 84 |
| Chapter 15 | GSA Schedules: Looking Forward | 87 |
| | | |
| Appendix A | GSA Management Service Centers | 95 |
| Appendix B | Vendor Sales by GSA Schedule | 103 |
| Appendix C | GSA Solicitation (RFP) Requirements | 107 |
| Appendix D |
Organizations Eligible to Use GSA Sources of Supply
and Services | 113 |
| Appendix E | Sample GSA Schedule Teaming Agreement | 125 |
| Appendix F | Sample Blanket Purchase Agreement | 127 |
| Appendix G |
Commercial Sales Practices Format for General
Purpose Commercial Information Technology
Equipment, Software and Services | 130 |
