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GSA Schedules
- GSA Proposal Full Service
Fedmarket writes and negotiates your GSA proposal for you. - GSA Proposal Wizard
Do-it-yourself GSA proposal writing. - GSA Proposal Templates
Individual GSA proposal sections ready for inclusion in your proposal . - GSA Proposal Wizard
Template with step-by-step instructions to write your own GSA 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. - GSA Subject Matter Experts
Get the answers you need from GSA experts. - 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.
Proposals
- GSA Templates
Templates to help you complete your GSA proposal.
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... - Why Vendors Like GSA Schedules
GSA aggressively promotes the use of GSA schedules to buyers across all federal agencies using the war chest accumulated from the industrial funding fee charged to GSA vendors... - 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... - 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... - Distinguish Your Company for Stimulus Contracting
The press is now reporting that stimulus spending is behind schedule; what a surprise! Did anyone on the inside believe the initial hype anyway? Where is the action in federal contracting so far? Engineering GSA Schedule: the Construction Management, ... - 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... - Jobs, Jobs, Jobs Quickly
Job creation is at the center of the Obama administration's stimulus package. The focus on rapid job creation is discussed in the press daily... - 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... - The Role of the Contracting Officer
As indicated above, federal contracting officers have far more influence on a purchasing decision than commercial purchasing agents... - 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... - Make it Easy for Federal Buyers
Once you've hired the full-time sales person, made the direct sales calls, established a relationship with the end user, and sold your product or service, you figure you're done, right? No... - 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... - 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... - Playing the Federal Sales Game
The federal market can be an alien and confusing world. Many would-be contractors firmly believe that federal bureaucracies are governed by strange and convoluted procurement rules designed to confuse and even intimidate... - 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... - 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... - Keys to Success in Federal Sales
Attendees at our federal sales seminars frequently ask us to summarize the keys to success in federal sales. Successful federal contractors all possess the following traits: * A willingness to invest in direct sales (i.e... - 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... - 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... - How a GSA Schedule Sale is Made
Most federal sales are relationship based. People buy in the federal sector, not agencies, and they need to know everything about what you are selling... - What is Happening at GSA?
The Federal Supply Service, the General Services Administration (GSA) organization responsible for GSA schedules, is undergoing significant changes. Scope of work issues have placed the agency under a microscope... - Submitting Proposals to the 'New GSA'
In our previous installment, we discussed how the General Service Administration (GSA) is becoming more stringent and rigid with respect to its review or evaluation of GSA Schedule offers... - 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... - Get a GSA Schedule Contract or Stay Away
In our previous installments, we have repeatedly stated that small- to medium- sized businesses must have a GSA Schedule (pre-approved price list) to sell in the federal market... - 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... - Why Are GSA Schedule Offers So Difficult to Write?
In previous installments, we have emphasized that GSA Schedule contracts are the closing vehicle of choice for small to medium-sized businesses... - GSA Schedule Competition in Real Life
For political reasons the federal government takes the position that competition for federal contracts is 'full and open"... - Eliminate GSA Schedule Audit Risk with a Compliance Program
Many contractors get an award of a GSA Schedule contract and think that their work is complete. The reality is that the tough work has really only begun. Compliance issues are of critical importance and are often overlooked or even ignored... - 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... - GSA Says it All in Using Schedules for Stimulus Contracting
GSA recently published the following information at GSA.gov: The GSA Schedules program can help federal agencies meet their economic recovery goals... - 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... - 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... - Contract Management and Pricing Compliance
In plain English, the GSA Schedule Price Reduction Clause says: GSA negotiated a Basis of Award customer(s) with you. You specified in your proposal and during negotiations the discounts you give to your Basis of Award customer(s)... - 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... - What Drives Companies to Pursue GSA Schedules Part III
When companies ask us if we think they need a Schedule, we ask the following questions: Are you currently doing business with the feds? Has your contracting officer asked whether you have a GSA Schedule, or suggested that it would be a lot easier ... - 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... - GSA: The Rules Governing GSA Schedules
The rules governing GSA Schedules are set out in Federal Acquisition Regulation (FAR) Subpart 8.4. Hopefully, this newsletter will keep you from having to read Subpart 8.4... - 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... - Firing Line Success Story
Small 8(a) Security Personnel Agency Learns the Contracting Game and Wins $1... - 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... - 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 ... - 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... - 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... - 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... - 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... - FEMA States It is "Ready for Hurricane Season 2006." Are You Ready to Help Them?
If you haven't visited the Federal Emergency Management Agency (FEMA) web site lately, it has been updated (see http://www.fema.gov/)... - Remember Two Simple Concepts and You'll Win Federal Business
1. Follow the Rules The Federal Acquisition Regulation (FAR) is the purchasing bible for federal contracting officers and all buying agencies. The rules are very specific about purchasing thresholds and the procedures to be followed... - Selling Open Market Items
In past installments we talked about how a contracting officer who wants to buy off the GSA Schedule will sometimes choose to issue requests for quotes (even though the FAR doesn't require it) when: She's not quite convinced yours is the best soluti... - 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... - GSA Schedules from the Vendor's Viewpoint
Imagine that you have been doing some aggressive selling at a military base near you. The end-user thinks you're the answer to his prayers and wants to get you onboard quickly to solve a major program problem... - GSA Schedule Return on Investment
The cost to obtain a GSA Schedule can range from $10,000 to $50,000 depending on the type and number of products/services involved. The cost is generally commensurate with the size of the company... - 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... - Entry by Small Businesses into the Federal Market
Small businesses often have a limited sales budget. For those located outside the Washington metropolitan area, selling inside the Beltway is too expensive and the competition too intense -- even if the sales dollars are available... - 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... - Government Contract Vehicles
A "contract vehicle" is a broad term meaning different things to different people. We define the term in its broadest sense -it is a method under which a company may pursue and close a sale... - Preparing GSA Schedule Proposals
Our speakers are frequently asked in our GSA Schedule seminars questions such as "Why is preparing the GSA Schedule offer so difficult? Our company has been working on our offer for more than six months and we are still not even close to having it r... - Yet Another Contracting Vehicle
In a previous installment, we discussed the wide range of contracting vehicles used to close federal sales. We define the term in its broadest sense; a contract vehicle is a method under which a company may pursue and close a 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... - Minority-Owned Business Contracting
In the prior installment, we talked about women-owned business contracting. This week, we discuss the 8(a) Business Development Program and the Small Disadvantaged Business Certification (SDB) Program... - Blanket Purchase Agreements
A blanket purchase agreement (BPA) is a simplified acquisition method that government agencies use to fill anticipated repetitive needs for supplies or services. Essentially, BPAs are like "charge accounts" set up with trusted suppliers... - Update on Contract Bundling
Recently, the Bush administration released new reporting requirements and proposed regulatory changes designed to curb the practice of bundling... - OMB Circular A-76 Changes
In a previous installment we talked at some length about contractor outsourcing opportunities that arise out of the FAIR Act and OMB Circular A-76... - 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... - 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... - GSA Puts the Pressure on Compliance
Our experience in working with GSA schedule customers indicates that GSA is focusing more efforts on contract compliance... - Negotiating Profitable General Services Administration (GSA) Schedule Prices
GSA schedule contracts are becoming even more popular because of federal contracting offices need to contract quickly with stimulus funds. Making a profit is the Holy Grail of most businesses... - Blanket Purchase Agreements
Federal agencies can establish Blanket Purchasing Agreements (BPAs) under any GSA Schedule contract... - GSA Schedule Compliance: Small Biz and the GSA
Why not encourage and support small business participation in GSA Schedule contracting by loosening the experience and number-of-years-in-business requirements somewhat? Why not have 100,000 GSA Schedule holders rather than fewer than 20,000? Why no...
