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GSA Schedules
- GSA Proposal Full Service
Fedmarket writes and negotiates your GSA proposal for you. - GSA Contract Modification
Change your GSA contract to fit your evolving business needs.
Articles
- The Role of the Contracting Officer
As indicated above, federal contracting officers have far more influence on a purchasing decision than commercial purchasing agents... - Act Immediately to Add Federal Revenue to Your Company
We have repeatedly stressed in prior newsletters that the federal market is recession proof and an ideal source for additional revenue. Naysayers will although the market may be recession proof, it has a long sales lead time... - Competitiveness of Multi-vendor Contracts
Multi-vendor contracts limit competition and make purchasing faster and cheaper. The government, when using a multi-vendor contract, need only solicit bids from three vendors holding the type of contract in question... - Alliant: Better Late Than Never
Editor's Note: The Alliant Small Business procurement questions and answers were published this week at FedBizOpps and the due date for proposals remains November 17, 2006... - GSA and Most Favored Customer Pricing
A recent newsletter discussed that the General Service Administration (GSA) has encountered procurement problems and has initiated a "Get It Right" campaign to improve acquisition regulation compliance... - Is There a Magic Bullet?
We recently received a call from an engineering company that hasn't entered the federal sales market... - GSA Schedules and Small Businesses
As reported in earlier installments, the federal government's use of multi-vendor contracts to buy products and services is steadily increasing... - GSA Schedule Competition in Real Life
For political reasons the federal government takes the position that competition for federal contracts is 'full and open"... - Those Who Prefer GSA Schedules
Most, but not all federal buyers, like working with GSA Schedule contracts... - GSA Schedule Buying Scenario
Let's assume that your company is an information technology service business that has sold a web site development project to an end user at a military base in your area... - Report from the GSA Expo, San Antonio, TX 2006
GSA Schedule holders, GSA employees, government buyers and end users descended upon San Antonio, TX the week of May 14, 2006 for the GSA Expo... - GSA Expo
The GSA Expo 2005 is coming up May 3-5, 2005 at the San Diego Convention center and anyone with a GSA schedule should at least try to make it a point to at least attend the show and meet up with your key contacts at breakfast, lunch, dinner or even ... - Department of Homeland Security - Relationships with GSA Schedules Win Business
When I took my first Fedmarket.com class in mid-2002 called "Selling to the Department of Homeland Security," there were over 70 people in the room drooling for business... - Do You Want To Win Government Business? Do Not Respond to "Public Request for Proposals"
When I started selling to the government, I thought it made sense to see where all of the opportunities were being posted. I found a great spot online: Fedbizopps.gov. I could simply search by word, agency, procurement type, dollar amount, location... - Getting Embedded in Government Sales Circle
One of the keys to success in the government is to develop a strong relationship at an agency. My contention is to take it another step: you need to become not just an insider, but embedded... - Is Selling to the Feds Worth the Hassle?
Is it worth doing business with the government? This is a question all of us ask ourselves daily... - How Can You Kick Out the Incumbent?
Companies with Key Relationships on the Inside Are Winning Government Business. How Can You Kick Out the Incumbent? Understand Your Customers and Solve Their Problems... - Selling IT: Introduction to the Government IT Sector
Governments at all levels are becoming citizen-centric in delivering services, e.g., developing Internet portals that provide single points of entry for citizens and businesses... - Selling IT: Sales and Marketing Basics
Company managers new to government sales often view governments as bureaucratic bodies from another world, imbued with strange and mysterious procurement rules, rules designed to confuse and even intimidate... - Finding and Selling to End-Users in the Government
In past installments, we talked about finding the "right" agencies, namely the ones that are interested in buying your company's products or services... - Selling IT: Buyer's Duty to Search Across Schedules
In this installment of Selling IT to Government, we touch on an issue -- keywords -- that is of particular importance to federal multiple award schedule contractors. Yes, that's right -- keywords... - Selling IT: State and Local Buys off of GSA IT-70
The state and local market for goods and services is very large, over twice the size of the federal market. Yet for companies with a track record of selling to the feds, the state and local market can be mysterious, often daunting... - "Getting On" the GSA Schedule
So you're thinking about putting your company's products or services on the GSA Schedule? Maybe you find yourself being pushed and prodded by the "stick": more and more, your government customers are asking you when you'll be getting on the Schedule... - GSA Price Reductions Clause
There's a lot to do in preparing a GSA Schedule proposal... - The Realities of the Federal Market
Let’s say you’re a medium-sized information technology company from a Midwestern city and your commercial sales are flat... - Commitment and Focus in Federal Contracting
In the last installment you learned about some of the realities of federal sales. In this installment you will learn about the need for commitment and focus to overcome the inherent barriers to entry. First, you must commitment to the market... - Making the Sales Call to Federal Government Agency
Companies new to the market ask us, "How do I find potential buyers to call on." Finding potential buyers can be difficult and will be the subject of the next several installments in this series... - GSA Schedule Teaming
The General Services Administration (GSA) has become a sales and marketing machine. The thrust of its pitch is that the agency makes things "easy" for everyone,especially government buyers and end-users... - GSA Schedules and the Prime Contractor Market
As dictated by federal law, prime contractors subcontract over twenty percent (20%) of their business. Billions of dollars of subcontracted products and services are bought annually in this market (e.g... - Using the GSA Schedule Program to Develop Your Multiple
A frequent reader of our installment series has no doubt surmised that we highly recommend getting on the GSA schedule as a potentially lucrative sales vehicle... - Federal Sales Require Patience, Persistence, and Perseverance
Companies new to the federal market typically do not understand the lead times required to make a federal sale... - Multiple Award Schedule (MAS) Government Contracts
Overview of the Process The General Service Administration's Federal Supply Service (FSS) operates the federal supply schedule program. The program leverages the purchasing power of the U.S... - Best Value
We've covered a lot in the previous 40 installments of this series, "Doing Business with Government... - Commercial Gaining, Milspecs Waning
Ever hear about that 25-page military specification for chocolate chip cookies? It described more detail than you can imagine about what the cookie had to taste like, look like, etc... - Contracting with Federal Civilian Agencies is Easier Than Defense Agencies
The Washington press announced recently that thousands of defense jobs may be eliminated, including those related to large defense contracts. This is clearly very bad news for defense contractors... - More on Selecting the Best IDIQ
With thousand of IDIQs out there, developing a sales strategy can be a tangled mess. However, it may not be as challenging as you might have originally thought...
