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GSA Schedules
- GSA Proposal Full Service
Fedmarket writes and negotiates your GSA proposal for you. - GSA Proposal Templates
Individual GSA proposal sections ready for inclusion in your proposal . - GSA Compliance System
Implement a compliance system to maintain the integrity of your GSA Schedule contract. - GSA Contract Modification
Change your GSA contract to fit your evolving business needs. - Audit Proof Your GSA Schedule Contract
Stay out of trouble, stay in compliance, and avoid paying costly penalties .
Federal Sales Training
- Audit Proof Your GSA Schedule Contract
Stay out of trouble, stay in compliance, and avoid paying costly penalties . - Federal Sales 101: Winning Government Business
Fedmarket's most popular course, eight-years in the running. Whether you are new to the marketplace or a seasoned veteran this class will jump start your sales endeavors. - Webinar: Selling to the Government from Your Own Backyard
Take 90-minutes and walk away with new approaches to selling to the federal marketplace locally. - Federal Contracting Action Plan
Federal Contracting Action Plan- A Lead Development Workshop . - Teach Your Onsite Contract Employees to Sell and Win!
A seminar for Primes who want to keep their customers. . - Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. . - Security Clearances, Uncovered!
Proven techniques to obtaining a security clearance. - Webinar: WOSB Get Ready to Win Set-aside Contracts
Be the First to Win Women Owned Small Business (WOSB) Set-aside Contracts. - Trade Agreements Act and Buy American Act Rules
Learn fundamental rules that every government contractor should know in navigating through country of origin requirements . - WOSB eCertify Workshop
Complete the documents to obtain WOSB status in 1 day . - Webinar: Understanding IDIQ, BPA, BOA, GWAC and GSA Contracts
Define the types of contracting vehicles available to contracting officers that will help them award you a contract quickly, and within the rules. . - 2-Day Executive Session on Winning Federal Contracts
12 one-hour segments given by experts from the legal and federal contracting community . - Winning Federal IDIQ Contracts
Indefinite Delivery / Indefinite Quantity (IDIQ) multi-award contracts are the wave of the future .
Proposals
- Price Proposal Services
Work with Fedmarket experts to prepare your cost volumes. - Proposal Writing Services
Fedmarket writes your proposal for you. - GSA Templates
Templates to help you complete your GSA proposal. - Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. .
Sales Tools
- FedBuying Intelligence
Who bought what, from whom, for how much, when and where.. - HUBZone Wizard
Complete the application to obtain HUBZone status quickly and painlessly. . - WOSB eCertify Workshop
Complete the documents to obtain WOSB status in 1 day .
Articles
- Negotiating GSA Prices
The General Services Administration (GSA) appears to be placing more emphasis on obtaining the lowest possible price when negotiating GSA schedule contracts... - Emergency Contracting - Disaster Contracting
Recently, I heard about a company who went to the news media to complain that they had the ultimate solution to the Gulf of Mexico oil clean up. It was just proven in someone's pool to be a great solution to cleaning up the Gulf of Mexico... - 2010 Federal Procurements Are Bigger Yet
Is the Obama Administration cutting back on federal contracting? Let's look at the top 20 federal procurements planned for 2010... - The New Administration and Federal Contracting
Like most democratic administrations, the Obama administration publically professes to (1) crack down on federal contractor abuse, (2) make contracting information more transparent, and (3) substitute federal employees for contract personnel... - Why Federal Contractors Will Continue to Thrive
The Obama administration is calling for a cutback in federal contracting and is expanding the federal workforce... - Closing a Sale
The manner in which a federal purchase is completed depends on the size of the transaction. Credit card buys under $2,500 can be single sourced by the end user and can be transacted without the contracting officer's involvement... - Start Now If You Want Stimulus Funds
How much of the nearly $800 billion stimulus package will end up funding federal contracts? No one is sure yet, but some predict from $50 to $100 billion. Like everyone, you would probably like to increase your revenue with stimulus dollars... - Obama and Federal Sales
Your crystal ball is as good as mine. Mine says the following will happen to federal contracting under the new Obama administration. War spending will go down, slightly impacting DOD contractors negatively... - Recent Developments in Federal Contracting
State and Local Government Use of GSA schedule Contracts: Recently the Administrator of the General Services Administration (GSA) recommended that Congress authorize state and local governments to use all of the 53 GSA schedules in making purchases... - Federal Marketing Activities that Work for Small to Medium Sized Businesses
The previous installment warned that some federal marketing activities can be too expensive for small to medium sized businesses. You probably can't afford to sponsor a golf tournament in Washington, DC... - The Value of Federal Marketing
Some believe that marketing is a critical component to having success in the federal market. Marketing efforts make the public, official buyers and end users aware of your company and your products or services... - Options for Closing Federal Sales
In the previous installment we discussed making federal sales up to the point of transacting the deals (signing a contract). Transacting or closing the deals can be done in several ways... - Don't Get Caught without a Closer
Here's an example of how the federal sales game is really played. Let's suppose a federal agency has the money to fund a large information technology project, creating a potential, although as yet unidentified, sales opportunity... - Importance of Direct Sales
Many companies looking to win federal contracts spend large portions of their annual budgets on marketing, business development, and capture planning... - When the Sale Takes Place
Almost all newcomers to the federal market make the mistake of thinking that a sales opportunity arises when a request for a proposal or bid is published. In reality by the time a bid is published, the sale has probably already been made... - The Future of Multi-vendor Contracts
The federal government cannot function without multi-vendor contracts. Such contracts are being used more frequently because there isn't any other efficient method for federal contracting officers to buy everything needed by program managers... - 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... - Popular Types of Multiple-vendor Contracts
The federal government could not function without multi-vendor contracts and more and more dollars are being awarded under this type of contract each year. There are many types of multi-vendor contracts. The two most popular are summarized below... - Multi-vendor Contracts in the Federal Market
The federal government has put an increasing emphasis on a type of pre-negotiated contract that is awarded to a number of vendors before specific purchasing requirements are known (called a "multi-vendor contract")... - Become an Insider in the Federal Market
Consider becoming an insider and share in the fruits of the world's largest market. Remember, the insiders were outsiders at one point in time and the game is not that tough to play once you understand it... - The Role of Best Value in Federal Purchasing
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... - Guidelines for Companies New to Government Contracting
Sales people take note. You are free to meet with and sell federal end users. Federal purchasing rules not only allow it but encourage it... - Can Others Help You Win Contracts?
Winning federal contracts is an expensive and arduous process. It helps if you can find someone to pave the way. The best candidate would be someone, such as a business partner or personal friend, who has a federal customer... - Is the Federal Playing Field Level?
During our federal sales seminars a predominant question from attendees is: "Is the federal playing field level?" The answer to this question is yes, in theory, but no in practice... - Public Bids as a Closing Procedure
Why would the federal government select a public bid as the closing procedure of choice given the horrendous lead time and cost involved? Federal contracting officers do their very best to avoid them... - How to Close a Federal Sale
Making sales in the commercial sector can be difficult but closing a sale usually isn't... - People Buy Not Agencies
Contrary to popular belief, people buy in the federal market, not agencies. The only way to make a federal sale is to contact a buyer through a direct sales call... - Should We or Shouldn't We
Should you join the parade to grab some of endless flow of federal contracting opportunities? The federal government has always been an extremely lucrative market; world events are just making it more visible... - 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 Democratic Victory and Federal Contracting
It goes without saying that the results of the November election will change federal contracting. The pundits are currently taking a stab at predicting how the game will change... - Let the Light Shine In
A huge problem that newcomers face when trying to enter the federal market place is that it is enormously difficult to find end users (the person with money who needs what a company is selling)... - Small Businesses and the Federal Market
Knowing your customers is the key to sales success. This is true whether you're selling to public or private organizations... - Shoot the Messenger
Fedmarket's Federal Sales Academy was prominently featured in the April 15, 2006 issue of Government Executive Magazine in an article entitled, "Contracting 101" by Kimberly Palmer... - Insights on Closing a Federal Sales
The commercial and federal markets are basically identical in that you have to make one-on-one sales calls to end users in order to sell your product or service... - Entering the Federal Market
You are a small to medium sized business located outside the Washington, DC area and you have decided that you want to enter the federal market. What should you do? 1... - Multiple Award Contracts: The Wave of the Future
Multiple Award Contracts (MACs) have the following characteristics. Awards are made to a number of vendors and the winning vendors compete among themselves for business... - Proposal Writing Is Not Going to Go Away
Most owners of small and medium-sized federal contracting companies wish that writing proposals was not a requirement of doing business with the federal government... - How Evaluators Judge a Proposal
You have been writing proposals for some time. You have become a pro on piecing responses together, writing, reviewing, booking, and delivering them... - More on the Difficulty of Proposal Writing
The process of creating a compelling and winning proposal is a difficult one. Proposal writing is different than anything else a company does... - Don't Get Stuck as a Subcontractor
Small businesses need to get their first federal contract to become part of the club of insiders - those companies with contracts - that the federal government favors when it buys products and services... - 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... - Guard Against Audits
The General Services Administration (GSA) is increasing the number of pre-award audits of vendors with GSA schedule contracts up for renewal... - Electronic Representations and Certifications
The federal government is now requiring that prospective contractors complete electronic annual representations and certifications at http://orca.bpn.gov (ORCA) in conjunction with registration in the Central Contractor Registration (CCR) database... - GSA Visits Contractor Sites
GSA will visit you to make sure you're tracking your GSA sales properly. GSA's auditors will also pay close attention to whether you have offered better pricing to the "basis of award group" defined under your GSA Schedule contract... - GSA Schedule Rejections
The task of preparing proposals for submittal to the General Services Administration (GSA) has always been a difficult one for those unfamiliar with government contracting... - 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"... - You Can't Do Government Business Without One
Government agencies cannot operate without a way to buy quickly and efficiently in the same way as commercial companies. But competition is still required under public procurement laws. GSA schedule prices are pre-negotiated with the vendor... - Schedule-Speak: A New Foreign Language
Small businesses new to federal contracting almost always find the language in GSA Schedules mysterious, confusing, and impenetrable... - GSA Schedule Price Reduction Clause (PRC) Compliance
Our previous newsletter discussed the importance of identifying price reduction clause compliance early before the potential money claw back risk piles up... - What Drives Companies to Pursue GSA Schedules Part II
It's not just size of market that drives a company to pursue a GSA Schedule... - New Women Owned-Small Business Posts $2.5 Million!
United MedEvac Solutions, Inc., (UMS), was formed in April 2005 as a Women-Owned Small Business by Danielle "DeDe" Wilson (President) and Larry W. Case (Vice President) as a result of an immediate need for Ft. Hood's on base air medical coverage... - 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 VETS GWAC To Open Opportunities For Service-Disabled Veteran Businesses
Note from the Author, Eileen Kent: In past "On the Sales Firing Line" articles, Fedmarket.com revealed that veteran groups have been asking for more contracting dollars since DOD has awarded $514 million a year, or only 0... - Firing Line Success Story
Small 8(a) Security Personnel Agency Learns the Contracting Game and Wins $1... - Call Your Area Military Base and Get a Tour
When I was sixteen years old, I remember driving to Selfridge Air Force Base outside of Detroit to go pick up some groceries for the family... - The Government Buys Everything
It is now August 2005 and the federal government will be closing its accounting books in September 2005. Your business contacts are just finding out now how much money they have to "use or lose... - Four Cold Calling Tactics
Many readers of "On the Firing Line" have asked about my thoughts on whether it is possible, in the post-September 11th world, to make personal cold calls on federal buyers... - The Key To Successful Federal Sales
The most difficult person to find in the federal government is your potential end user. If you do not have a directory of an agency, it is always difficult to get started... - Reality Check - Are You Embedded? Are You Sure?
Sometimes you need to take a good look at your current and potential clients and ask yourself, "Am I really going to be the first person they will call when they need my product or service every time?"If your gut isn't sure of this answer, you need ... - The Only Way To Uncover Government Business is to Focus, Focus, Focus!
How did you feel when you first considered selling to the government? I always thought I was looking into the face of the "Great and Powerful Oz." It seemed overwhelming and a little frightening... - 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... - Michigan Sales Executive Networks His Way to Success in Washington, DC
October, 2004 -- Stuart Newman, Sales Executive, of 3 Leaf Group from Oak Park, MI says he made it his mission to meet key federal government decision makers at a recent government human resources conference in Virginia... - GATEKEEPERS - The Sales Rep's Best Friend
The owners of our companies expect the sales people to be making cold calls that sound professional and direct... - 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... - OMB reports over use of "Name Brands" in Specifications
Office of Management and Budget (OMB) reports over use of "Name Brands" in Specifications from the Sales Firing Line, Eileen Kent Says, "Surprise, Surprise!"Challenge to Government Contracting Officers: "Don't Use Name Brands in RFPs" A memo was sen... - When You're On the Sales Firing Line With The Government, Problem Solving Requires Open Communication With Your Client
Many clients and other contacts tell me that they become extremely impatient with the federal government's "hurry up and wait" attitude. For example, a client might receive a call today for a quote due by tomorrow afternoon... - Throw Out Your Brochures and Your Power Point Presentations
For the past two years, I have been on the road coaching sales executives on how to sell to the government. During this time, I've seen a trend among experienced, high-powered executives during classroom role plays... - Top Ten Mistakes, Relationship Killers and Wastes of Time
Should your company try one of the approaches outlined below while trying to do business with the government, you will end up at a dead end and will have a seriously demoralized federal sales team. My Top Ten List of Mistakes is as follows: 1... - Fourth Quarter Frenzy - Contractors Called Again To "Fill the File"
As we approach the end of the fourth quarter, please be wary of the call which starts with, "I need a quote in the next few hours..." and it continues with a perfect listing of the contracting officer's needs... - Patience, Persistence, Perseverance Are the Keys to Winning Government Business
When I took a class from Richard White on "Doing Business with Homeland Security," in early 2002, I was absolutely shocked to hear, "It will take well over 12 months to get business from the government... - Small Business Goals Missed
In an article published in Federal Computer Week, October, 2005, Michael Hardy reports that a report card was released showing federal agencies missed their goals for small-business contracts... - If You Think There's Red Tape, Check Out What Leaders in the Military Think
A recent October 19, 2005 article, written by Frank Tiboni and published in FCW.com, entitled "DOD Acquisition Under Fire," reports that numerous leaders in the military have called for change and innovation to fix a growing problem... - Goal for 2006 - Focus, Focus, Focus
How did you feel when you first considered selling to the government? I always thought I was looking into the face of the "Great and Powerful Oz." The process seemed overwhelming and a little frightening...
