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20 Questions to Government Sales: GSA Schedules

Twenty Questions
20 Questions is designed to help you determine if you need a GSA schedule. The results are based on our experience in GSA schedule contracting. Accordingly, the results of the game should be used as guidelines and not considered as recommendations. Use your own experience to temper what 20 Questions tells you.

Are you seeking a schedule for construction, architectural & engineering, or research and development services?
No
Unsure
Yes (A GSA schedule is not available for these industries, there is no need to answer additional questions)

What is your federal sales history?
We have a federal sale pending
No federal sales, sales are in the pipeline, being developed
We have a number of federal contracts

What is your average size of a sale?
0 - $ 3,000
$ 3,000 - $ 25,000
Greater than $25,000

How are you currently closing federal sales?
Through subcontracts with a federal prime contractor
Through open market procedures
With a federal credit card

Customer's attitude about GSA schedules for doing business with agency
A GSA schedule is required by customer
Customer suggests a GSA schedule would help close the sale
Don't know

Customers has asked you to:
Seek a GSA schedule
Consider a GSA schedule
Don't know

How many years have you been in business?
Greater than 2
0 - 2
Start up

What is your financial condition?
Sound (minimum current ratio of 1.5)
Worried about making payroll
Start up

Have you had $ 100,000 in cumulative sales over the past two years?
Yes
Almost
No

How do you handle your product/service pricing?
Stable pricing
Some products with fluctuating prices
Fluctuating prices

Do you have the ability to supply 6 or more qualified business references who will say good things about you?
Yes
It will be a stretch
No

What are your discounting practices?
Don't discount
Standard discounting practices
We price to make the sale

Are you willing to adhere to a standard price list with controlled discounting practices?
Yes
Maybe
No

Are product/service invoices available?
Yes
Invoices will be available within 90 days
New product/service

Are you willing to offer GSA most favored customer pricing? (lowest price offered to any customer)
Yes
Maybe
No

Are you willing to be audited for compliance to GSA schedule contract compliance?
Yes
Maybe
No

Are you willing to invest in a direct federal sales program?
Yes
Maybe
No

Have you made the decision to enter the federal market?
Yes
Unsure
Very leery

Is market discounting a way of life? (discounts offered to close the sale)
Yes
Could be controlled with standardized practices
No

Are you willing to limit your GSA offer to a select group of product/services?
Yes
Maybe
No

Cracking the Federal Market
Two Books by a Long Time Player in Federal Sales
Rolling the Dice in DC

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