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GSA Schedules
- 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. - 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.
Proposals
- Price Proposal Services
Work with Fedmarket experts to prepare your cost volumes.
Articles
- 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... - More on Selling Risk Aversion
The previous installment discussed federal end users aversion to risk when selecting a contractor. The fear is particularly acute for rebids of information technology service contracts... - 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 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... - 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... - 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... - 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... - 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... - Federal Sales and Self Interest, the Contracting Officer
The previous installment discussed the motivation of end users in the federal purchasing process. This installment looks at the motivation of contracting officers... - 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... - Get Out in Front to Win
The book of rules governing federal purchases is called the Federal Acquisition Regulation (FAR) which can be found at http://www.acqnet.gov/far/... - 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... - 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)... - 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... - 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 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... - 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... - Contract Management and Discounting Policies
Implementing an internal GSA management system within your company is the only foolproof way to protect against adverse audit consequences. An effective management system is not difficult to establish... - 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... - 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... - 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... - 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... - 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... - 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... - 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... - 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... - 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... - 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... - The Katrina Response Report is Out and the Government is in Pain - It's Your Turn to Find the Problems and Fix Them!
The following is a sampling of the headlines and quotes I've heard or found in the media lately. In summary, the stories indicate that the government is in dire need of your assistance. WASHINGTONPOST... - In Government Sales, Don't Believe Everything You're Told or You'll Lose
The government is made up of influential people - - some of whom make million dollar decisions every day. However, the active word here is that they're "people... - Help The Government Solve Problems
Although the federal government is made up of hundreds of agencies, the few that we seem to hear about in the news are the Department of Homeland Security, the military and the Intelligence Community... - State and Local Governments Have Their Rules Too!
Although Fedmarket's installments and newsletters tend to focus on the federal government, I would like to take the time to address state and local government business. Many companies have approached me with questions about this marketplace... - In Business, Business is Business. In Government, Business is Personal.
When you are selling to a commercial business and there's a problem, late delivery or glitch of any sort, the client understands you are not doing this to them personally... - 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... - Put Up Your Guard to Keep Your Sales Costs Down
Sales people are inherently optimistic by nature and often make assumptions that are imprudent. An overeager salesperson can cause costly losses and overworked sales opportunities... - 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... - 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... - Best Value Analysis A Salespersons Dream
In seeking price quotes from vendors, federal buyers are now encouraged to think beyond price and conduct a "best value analysis... - Locating Those Who Make Purchasing Decisions
To the surprise of many, purchasing decisions are made the same in both the federal and commercial markets. In the commercial sector, end users generally decide on the product or service that best meets their needs... - 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... - 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... - Debriefings and Protests in Governement Proposals
In this installment we discuss the rules regarding debriefings and protests using the federal acquisition regulations as a model... - 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... - Overall Government Contract Evaluation Process - Past Performances
In selecting winning vendors, federal, state, and local governments have typically looked at past contract performance information as part of their overall evaluation processes... - Freedom of Information Act
For decades government contractors have used the Freedom of Information Act (FOIA) to gather intelligence, including details on competitor contracts and proposals... - Suspension and Debarment
Suspension and debarment actions prevent companies and individuals from participating in government contracts, subcontracts, loans, grants and other assistance programs. The effect of federal suspension and debarment is government wide... - 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... - Environmental and Energy-Efficient Products
Last week we talked about the importance of "best value" in federal contracting. We emphasized the fact that best value factors are subjective, providing the contracting officer a fair bit of discretion in selecting a winning vendor... - 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... - Proposal Writing: The Ugly Step Child of Your Business
I wrote my first proposal in 1967 for Booz, Allen, and Hamilton; that's 40 plus years of proposal writing... - New Developments at GSA
You may have noticed several developments at the General Service Administration (GSA). Offer and modification evaluation times are increasing. Solicitation refresh frequency is increasing... - 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... - Make Accurate Discounting Disclosures
Implementing an internal GSA management system within your company is the only foolproof way to protect against adverse audit consequences. An effective management system is not difficult to establish... - Countering the "World's Biggest Customer" Argument
The problem most companies face when trying to argue that GSA's prices should be higher than your Most Favored Customer is that GSA will almost always say: "We are the world's biggest customer, and we should have better than your best price even if ... - 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... - 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... - Where is the Needle in the Haystack of Federal Contract Opportunities?
The first step to winning federal business is to invest in an aggressive, direct federal sales program. Notice the word "direct." Resellers can sell some of your products but services have to be sold by you... - 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...
