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Articles
- What is a GSA Schedule?
A GSA schedule is an unfunded, five-year contract listing the prices the federal government has agreed to pay for a vendor's commercial products and services... - 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... - 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... - Stimulus Funding Program to be Stimulated
The press is now saying that the Obama Administration plans to create 600,000 jobs this summer by speeding the outflow of stimulus funds... - 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... - 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... - 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... - 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... - Comparing the Commercial and Federal Markets
The commercial and federal markets are more similar than some would think. In both the federal and commercial sectors, people buy products and services. Many tend to think of the government as a faceless behemoth... - Focus and Commitment Necessary in Doing Business with Government
Throughout the series we've talked here and there about "focus" and "commitment", a couple of words that are easy to toss around: "You've got to be focused." "You must be committed... - Publicly-Advertised Negotiated Procurements
The publicly-advertised negotiated procurement market segment is a new world for companies that have not bid on negotiated procurements using requests for proposal (RFP) procedures. Responding to RFPs is unique for several reasons... - Responding to Public Procurements
In previous installments we discussed how to sell in the publicly-advertised IFB, RFQ, and RFP markets. In this installment we discuss how to respond (prepare a bid) to bid requests... - Pricing Government Bids
Pricing your bid correctly (or not) directly affects two fundamentally important areas of your business: (1) whether you win or lose the bid, and (2) whether you gain profit or suffer loss on the contract... - Managing the Proposal Process
Proposals are what some might call a "necessary evil" in the government negotiated procurement market... - Oral Presentations for Government Proposals
When government agency personnel notify you that they would like your company to make an oral presentation, it’s a very good thing... - Record Retention Requirements for Federal Procurement Laws
In the wake of Enron, WorldCom, Global Crossing and other corporate scandals, corporate requirements and practices are under the microscope. Among the more important issues are those involving record retention... - Best Value
We've covered a lot in the previous 40 installments of this series, "Doing Business with Government... - Update on Contract Bundling
Recently, the Bush administration released new reporting requirements and proposed regulatory changes designed to curb the practice of bundling... - 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...
