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GSA Schedules

Federal Sales Training

Proposals


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...
  • 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...
  • Procrastination and GSA Schedules
    Writing a GSA Schedule proposal is an excruciating process for companies. Most people do not like to write and the problem is compounded by indecipherable Requests for Proposals provided by GSA...
  • 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...
  • 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...
  • Small Businesses and Federal Sales
    The following question often surfaces at our seminars, "What procedures should be followed by small businesses eager to participate in the federal market?" The answer to this question is that a small business should implement an aggressive federal s...
  • Selling Services to Federal Agencies
    Our newsletters repeatedly emphasize the need to establish a relationship with end users when selling in the federal market...
  • Think of Proposal Writing As the Last Step in a Sale
    Our federal sales seminars stress that your sales efforts and proposal-writing process should be one, highly-structured undertaking...
  • 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...
  • 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 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 Schedule 30 Day Proposal Evaluation Program
    The General Services Administration recently implemented a new GSA Schedule 30 day proposal evaluation program called the Multiple Award Schedule (MAS) Express Program....
  • 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...
  • How GSA Orders Are Placed
    GSA Schedules are unique in that purchases are transacted directly between the federal agency requiring a product or service and the contractor...
  • 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 Moves to Electronic Submission
    Traditionally most GSA schedule proposals (offers) have been submitted in paper form. Gradually GSA has been moving toward electronic submission, and this movement has accelerated during the last few months...
  • 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...
  • 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...
  • "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...
  • 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...
  • The Over $25,000 Public Bid Market
    Although public bids are being used less frequently, the over-$25,000 public bid market is still large and important. Annual expenditures in this market average $30-35 billion...
  • The Use of Letters of Supply for Sales to a GSA Schedule Holder
    For a variety of reasons further explained below, product vendors may choose to become suppliers to another company that holds a General Services Administration (GSA) schedule contract...
  • The Guidelines for Winning Public Bids
    The success of the General Services Administration (GSA) schedule program and the increased reliance by federal agencies on other Indefinite Quantity Indefinite Duration (IDIQ) contracts have reduced the number of public Requests for Proposals (RFPs...
  • Mastering the Foreign Language Known as the GSA Schedules
    Small businesses new to federal contracting almost always find General Services Administration (GSA) schedules mysterious and confusing...
  • Writing Winning Proposals
    In order to win federal contracts, your company will have to write proposals in response to those Requests for Proposals (RFP's) in which it has an interest. The proposal-writing process is laborious, tiring, and expensive...
  • GSA Schedules and Sales Costs
    We have previously discussed that a business may have to invest $25,000 to $75,000 (in terms of sales costs) to obtain a GSA Schedule...
  • GSA eOffer
    The General Services Administration ("GSA") recently launched eOffer, an online tool developed for use in the GSA schedules programs...
  • 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...
  • The Gulf Oil Spill and GSA Schedules
    So you don't have a GSA Schedule and are wondering if a schedule would help you win gulf oil spill contracts...
  • Why Federal Proposals Exist
    Why do proposals even exist? Contrary to popular belief, proposals are not written so federal evaluators can select the best, high-value solution to their problem...
  • Letters of Supply and Commercial Sales Practice
    For a variety of reasons, product vendors may choose to become suppliers to another company that holds a GSA Schedule contract...
  • Defining Discounting: Are There Any Answers Out There?
    For many, the idea of writing a proposal for a GSA Schedule contract ranks just short of "I'd rather stick my hand in a fire. Both hands. Up to the elbows." The same is true of proposals to extend GSA contracts for 5 more years...
  • GSA Schedules: The Good, the Bad and the Ugly
    GSA Schedule contracting has always been plagued by the impracticality of the "most favored customer pricing" concept and the restrictiveness of the Price Reduction Clause...
  • Feeling Restricted by the Number of Labor Categories That GSA will Award?
    Small companies are often handcuffed by GSA's requirement that a labor category cannot be offered to GSA until such time as it has been sold and you have an invoice to document the sale...
  • Federal Procurement is Getting Messier by the Day
    The federal procurement system is going south fast. Contracting offices are understaffed and experienced contracting officers are defecting to the private sector...
  • Use Proposal Templates, Not Software
    If you were to research the web, you would find that software is available to assist in the writing of proposals,  including several packages for writing responses to federal Requests for Proposals (RFPs)...
  • Blanket Purchase Agreements and Basic Ordering Agreements
    This newsletter is the last in a series of five newsletters about the federal government's increasing reliance on multiple award contracts...
  • Selling in the Federal Marketplace
    Up until the actual close of a sale, selling in the federal market is essentially the same as selling in the commercial market...
  • Comparing Bidding Strategies for IDIQs and Public Bids
    Our experts have preached for years on end that companies should be exceptionally cautious about bidding on single award, public bids...
  • Proposal Writing Costs
    The costs associated with writing a federal proposal are increasing as the federal government adds more red tape to the procurement process...