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Articles

  • GSA the World's Biggest Customer
    The most confusing aspect of a GSA proposal is the requirement to disclose your discounting practices. GSA uses the disclosures to negotiate a discount equal to or better than the best discount you have extended to your commercial customers...
  • The World's Biggest Customer
    The federal government is the world's biggest customer; currently spending nearly $ 400 billion a year. Companies outside the market often have the misconception that the federal market exists only within the boundaries of the Capitol's Beltway...
  • The Do's and Dont's of Proposal Writing
    Listing all of the do's and don'ts of proposal writing would fill a small book. Some of the more important do's and don'ts are: Do Write a proposal to solve the customer's problems as THEY perceive them, not how YOU perceive them...
  • Best Practices and Best Avoided
    Our seminar staff recently completed one of our monthly seminars on proposal writing. As we do in every class, we discussed how proposals should be written to be the "last proposal standing" or, said in Fedmarket-speak, a defensive proposal...
  • Teaming for Large Government Contracts
    Government contracts are getting bigger. Requirements that were once performed under, say, six to ten contracts might now be performed under only one...
  • Countering the "World's Biggest Customer" Argument
    The problem most companies face when trying to argue that GSA's prices should be higher than your Most Favored Customer is that GSA will almost always say: "We are the world's biggest customer, and we should have better than your best price even if ...
  • Disclosing Discounting Practices
    The biggest stumbling block for many companies in making a General Service Administration (GSA) schedule offer is GSA's requirement to disclose your "Commercial Sales Practices...
  • Defining Prices for a GSA Schedule Offer
    The single biggest problem in making an offer for a General Service Administration (GSA) schedule contract is defining prices...