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GSA Schedules
- GSA eProposal
Fedmarket has revolutionized GSA Schedule proposal preparation.. - About GSA eProducts
Use GSA eProducts to simplify and streamline GSA Schedule proposals, GSA Schedule modifications and GSA Schedule renewals.. - GSA eModification
Submit compliant GSA Schedule modifications through eMod. - GSA Contract Modification
Change your GSA contract to fit your evolving business needs.
Sales Tools
- Federal Opportunties Database: Facilities
Federal Business Opportunities for Design, Build, Energy and Maintenance Companies . - Federal Sales Book Series
Get on the "inside" track with the Federal Sales Book Series by Richard White.
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... - 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... - Multi-vendor Contracts Explained
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... - 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, ... - 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... - 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... - Are Federal Bids Wired?
A common perception about federal public bids is that they are "wired," implying that the bid is set up or rigged to favor a particular company... - The Best Closing Mechanism
GSA Schedule contracts are the best closing mechanisms for small and medium-sized businesses that cannot afford to hold several multi-vendor contracts... - 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... - 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... - 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... - 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... - 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... - Procurement Problems and GSA Schedules
Federal procurement is being attacked from all directions. The General Services Administration (GSA) was recently called to task by federal auditors and Congress for alleged "scope of work" violations... - 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 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 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.... - GSA Schedule Recovery Purchasing by State and Local Government
Until recently, the use of General Services Administration (GSA) schedule contracts by state and local government was limited to Schedule 70, Information Technology... - Get Your GSA Schedule Now Before it is too Late
In previous installments we stated that GSA Schedules are the sales closing mechanism of choice for small businesses. They are always open for bid and they cover all major industries; two critical characteristics unique to GSA schedules... - 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... - Ease of Use
Making a purchase through a Schedule contract is relatively easy. A federal buyer interested in a particular product or service sends a Request for Quote to companies holding a GSA Schedule contract for the desired product or service... - Schedule-Speak: A New Foreign Language
Small businesses new to federal contracting almost always find the language in GSA Schedules mysterious, confusing, and impenetrable... - What Drives Companies to Pursue GSA Schedules?
Sales numbers for a particular Schedule may be interesting to look at, but the numbers are all large and not particularly useful to individual companies... - 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 ... - Selling to the Feds
Federal end-users, such as human resource program managers, engineers, or facility managers, make most purchasing decisions. As the term implies, the end-user is the person who will actually use the service... - 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... - 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 ... - How to Make them See You - Creating Urgency
Message left at 10:00 a.m."Hello, this is Eileen Kent and I’m in town today. My understanding is that you’re responsible for continuity of operations... - Running into Old Friends in City Procurement While Teaching in Michigan
A funny thing happened to me in Warren, Michigan, during the break of my Winning Government Business class for Detroit at the end of September of 2004... - 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... - Agency Uncovered
When I taught "Winning Government Business" and "Selling to the Government" this week, I found there was an interesting trend in the attendees... - Formula for Government Sales Success Depends On Many Factors, But The Number of "Impressions" Each Week is The Manager's Key
Business owners are constantly challenged with the issue of what to expect from their government sales executives in terms of time management, goals and actual results... - 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... - GSA Schedule Holders Take Note - GSA Might Compete Against You for Business!
A short time after my company was awarded its GSA schedule contract, I was out in the field visiting an agency client to deliver our products and services... - 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... - 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... - 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 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... - 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... - 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... - Doing Business with Prime Contractors
We are frequently asked by small or medium-sized businesses whether they should attempt to sell directly to federal end users or sell to prime contractors through subcontracts... - 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... - Small Businesses and GSA Schedules
Our small business readers frequently inquire, "Can a small business obtain a General Service Administration (GSA) schedule and what would cause us to be turned down by GSA?" Small businesses considering the federal market tend to think that GSA is ... - 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... - 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... - Entry into the Federal Market
Our readers frequently inquire about the difficulties associated with entering the federal sales market... - 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... - 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... - 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... - Structuring Teaming Deals
It is not within the purview of GSA to approve team arrangements; any contract arrangements are between the team members... - 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... - Blanket Purchase Agreements
Federal agencies can establish Blanket Purchasing Agreements (BPAs) under any GSA Schedule contract... - Disclosing Discounting Practices
The biggest stumbling block for many companies in making a General Service Administration (GSA) schedule offer is GSA's requirement to disclose your "Commercial Sales Practices... - GSA Schedule Compliance: Eliminate Industrial Funding Fee
One answer to this dilemma is to eliminate the Industrial Funding Fee as the funding method for the GSA Schedule Program. Dramatic, yes... - 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... - 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)... - IDIQs: The Flavor of the Day
This newsletter is the second in a series of five newsletters about the federal government's increasing reliance on multiple award contracts... - GSA Schedule Changes May Significantly Increase Small Business Contracting
The federal government has not met its stated goal to send 23% of all federal contracting dollars to small businesses. The shortfall represents around $5 - $6 billion annually... - Rebuttal: Are Small Business Advocates Helpful?
In a previous newsletter, we questioned the usefulness of federal small business advocates. We received the following response from a reader which illustrates why companies must perform aggressive, direct federal sales in-house... - Looking at the Federal Market Through a Crystal Ball
What is happening to the federal market? Our crystal ball is no better than anyone else's but here's our take. The budget crunch will have a negative impact... - The Trend Towards Multiple Award Contracting Escalates
The multiple award contract is becoming a way of life in the federal government. Many large, federal multiple award contracts have been awarded this year; several of them carrying ceilings of more than $1 billion... - Squeezing the Procurement Sponge: IDIQ Contracts Limit Competition within the Rules
This in the first in a series of six (6) newsletters about federal Indefinite Delivery/Indefinite Quantity (IDIQ) contracts and their growing importance in the federal market... - 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... - GSA Schedule Price Increases
GSA Contract Modification: Simplify and accelerate GSA schedule contract modification preparation with Fedmarket's new GSA eModification... - More Small Business Opportunities Under GSA Schedule Contracts
Effective November 2, 2011, the Federal Acquisition Regulation (FAR) was amended to allow federal buyers who want to purchase through GSA Schedule contracts to set aside opportunities for small businesses... - 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... - Acronym: IDIQ Contract
Companies new to the federal market often find the alphabet soup of acronyms like IDIQ to be madly confusing. As defined by Wikipedia and shortened here: IDIQ is a contracting acronym meaning Indefinite Delivery Indefinite Quantity...
