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GSA Schedules
- GSA Proposal Templates
Individual GSA proposal sections ready for inclusion in your proposal . - Webinar: GSA Schedules 101 - Demystifying GSA Schedules
What is a GSA schedule and why do I need one? Get your answers here.
Federal Sales Training
- Webinar: GSA Schedules 101 - Demystifying GSA Schedules
What is a GSA schedule and why do I need one? Get your answers here . - Advanced Cost Proposal Workshop
Gain hands-on experience with the link between cost accounting structure and proposal pricing . - Advanced Proposal Development Workshop
Improve your ability to manage proposals, reduce rework, and create proposals the evaluators can use to choose you . - Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. . - DCAA Audit Workshop
DCAA audits are a fact of life for Federal Government contractors, be prepared . - 2-Day Executive Session on Winning Federal Contracts
12 one-hour segments given by experts from the legal and federal contracting community .
Proposals
- Price Proposal Services
Work with Fedmarket experts to prepare your cost volumes. - Proposal Writing Services
Fedmarket writes your proposal for you. - Advanced Proposal Development Workshop
Learn how to manage, structure, and write a winning proposal. - Advanced Cost Proposal Workshop
Cost proposal techniques that improve your ability to price to win. . - Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. .
Articles
- The downside of GSA Schedules
GSA schedule contracts are an ideal vehicle for selling products and services to federal vendors. This is particularly true for small- to medium-sized businesses that cannot afford to obtain more than one multiple award schedule contract... - Model Your Federal Proposals and Refine, Refine, and Refine (I)
For many companies proposal writing is reinventing the wheel over and over, at great costs within tight deadlines... - 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 Hard Part: Establishing the Customer Relationship
Like commercial sales the key to success in federal sales is establishing a customer relationship. Finding and convincing new customers that you are the answer to their prayer can be an arduous process because the government can be resistant to new faces... - Write in the Voice of the Customer
A winning proposal must be written in the voice of the customer. The only way to write in the voice of the customer is to meet with and sell your product or solution well in advance of the issuance of the Request for Proposal (RFP)... - Proposal Boilerplate: A Double-Edged Sword
Using boilerplate -- written material that can be reused in different proposals -- is a double-edged sword. It can save the day from a time and cost viewpoint and can create guffaws (and many lost evaluation points) from the proposal evaluators... - How Evaluators Judge a Proposal
You have been writing proposals for some time. You have become a pro on piecing responses together, writing, reviewing, booking, and delivering them... - Working with Teaming Partners to Draft Proposals
No one person or corporation is an island. If you are like most successful contractors, you team with other organizations to write winning proposals... - Save Money and Time with Proposal Templates
If a company wants to win a bid opportunity, the proposal it submits in response to a federal Request for Proposal (RFP) must be unique... - Hot Buttons Tell Your Customers You Get It
From last week's post, you probably took away that the proposal theme (see The Proposal Theme: A Rhetorical Infrastructure for Selling) is not just some fluff language... - If You Write Nothing Else, Write an Executive Summary
The Executive Summary should drive the proposal writing effort. It should be written before the proposal kick-off meeting so that the selling points made in the draft summary can be stressed throughout the proposal... - What Federal Proposal Evaluators Want
Most federal proposal evaluators share several characteristics. They don't want to read your proposal and many only read certain sections; they skim for the good parts... - Templates and Federal Proposal Writing
Templates can play an important role in federal proposal writing. If a company wants to win a bid opportunity, the proposal it submits in response to a federal Request for Proposal (RFP) must be unique... - Model Your Federal Proposals and Refine, Refine, and Refine (II)
For many companies proposal writing is reinventing the wheel over and over, at great costs within tight deadlines... - Make Your Proposal File Structure Useful
When writing proposals you generate vast numbers of files, documents, artifacts, and other items that you want store for reuse. Easy retrieval becomes paramount in achieving this objective... - Managing Government Contract Costs
Managing government contract costs, in the strictest sense, means meeting the federal government's published cost accounting standards... - Federal Proposals and Debriefings
Used judiciously, proposals and debriefings can be a source of sales opportunity information... - 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... - 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... - 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... - 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... - 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... - Teaming for Large Government Contracts
Government contracts are getting bigger. Requirements that were once performed under, say, six to ten contracts might now be performed under only one... - 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... - New and Clueless About Proposal Writing
Scenario 1Your business is an experienced federal contractor with one or more full time proposal managers. And your firm engages an outside proposal-writing firm to fill in when the number of proposals being written exceeds the firm's resources... - Crafting the Questions You Ask of the Subject Matter Writers
In a previous newsletter, we discussed the development of questions for the subject matter writers as part of the overall proposal outlining process... - Use SharePoint for Your Proposal Legacy Information with Caution
Most companies experienced in federal proposal writing have their resumes, corporate project experience, and legacy proposal content in a corporate database like SharePoint... - Obama and Federal Proposals
The Obama Administration is with us for 4 or 8 years. The impact of the new administration on proposal writing is probably going to be more proposals and more felled trees... - Make Your Proposal Win Themes Real
Win themes are the core of any government proposal. Make your executive summary about the win themes, write it early, and then write your proposal around the executive summary. Bring out one or more of the win themes in each chapter of the proposal... - Proposal Writing: Simplicity Wins
So the Request for Proposal (RFP) says "don't parrot back our requirements in your proposal". The requirement you are responding to is routine and you are struggling to come up with content that would be considered meaningful... - Proposal Writing: Sweet Spot Bidding
Our previous newsletters have stressed that companies should not respond to public bids unless they have a relationship with the customer. While this is generally true, the following are exceptions... - Negotiating as a Market-Based Discounter
Companies that discount based on market conditions-i.e. indiscriminate discounting-face a difficult path when negotiating with GSA. The GSA pricing policies are based on the principle of set price and discounting practices... - 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 ... - 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... - Characteristics of a Losing Proposal
Proposals lose for a number of reasons with the most prevalent reason being that the government had another company in mind when the RFP was drafted... - Peripheral RFP Requirements
Welcome to our series called "Proposal Writing." This newsletter is the latest installment in a series of rotating weekly e-mail newsletters about GSA Schedules, proposal writing, and federal sales... - Proposal Writing: Know When to Fold Them
Welcome to our series called "Proposal Writing." This newsletter is the latest installment in a series of rotating weekly e-mail newsletters about GSA Schedules, proposal writing and federal sales... - Sell Then Tackle the Red Tape: Part 2
In the previous newsletter, we recommended that you postpone tackling the red tape until after after you have made a sale with a federal buyer... - More on the Achilles Heel of Federal Contracting
Proposal writing can be a chaotic experience for federal contractors. Late nights and last-minute crises are frequently a way of life... - 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... - Managing Project Performance Using EVM
As we have repeatedly pointed out in prior newsletters, government agencies hate risk. Fancy solutions that promise to do more are fine, but as much as they like to impress, the minds of contracting officers are ruled by fear... - Advanced Proposal Writing : EVMS Certification
Federal entities are increasingly demanding that contractors use earned value management systems (EVMS) when managing federal projects, and that they do so using an earned value management system that has been certified... - Advanced Proposal Writing: Wisely Choosing Which Opportunities
Making poor choices about which RFPs to respond to is the number one mistake small businesses make in the federal contracting arena... - Advanced Proposal Writing: Wisely Choosing What to Pursue, Part 2
Companies often fail to understand that while they may have the best product or provide the best services, this means little if their proposals don't win... - Advanced Proposal Writing: Pursuing IDIQ Contracts
Program Management a Must for Small Businesses Pursuing IDIQ ContractsGovernment agencies releasing IDIQs are looking for prime contractors they can rely on to do more than just manage individual projects well... - Proposal Writing: Filling in the Holes
In your capacity as the proposal manager, you have deconstructed the RFP and developed a proposal outline (template) that outlines what is required... - Advanced Proposal Writing: Key Elements When Writing About Your Program Management
For Small Businesses: Key Elements When Writing About Your Program Management Last week, we noted that the new strategy of federal agencies is to mandate that small businesses band together under a single lead small business and take on larger, more soph... - The Strange World of Federal Proposal Writing
Understanding the nuances of federal proposals is analogous to understanding a new language and culture. The world of writing federal proposals can only be fathomed by living in that world for a number of years... - How Are Winning Proposals Written?
The major steps in writing a compelling and effective federal proposal are as follows: Your staff must deconstruct the RFP, sentence by sentence and clause by clause, to build a complete proposal template (outline) which addresses e... - 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... - Proposal Writing: The Devil is in the Detail
In our previous newsletter, we stated that the most crucial step in federal proposal writing is deconstructing the Request for Proposal (RFP) sentence-by-sentence and clause-by-clause in order to build a complete proposal template (outline)... - 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... - 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... - Know When to Hold Them and Know When to Fold Them
A well-known country and western song is a good metaphor for deciding when and when not to write a federal proposal. Your chips are your precious proposal-writing resources... - Reasons Proposal Deadlines Are Missed
Companies that either miss or nearly miss proposal submittal deadlines usually don't trumpet their stories to their cohorts. After all, it is not exactly a badge of courage... - Beat the Proverbial Proposal Receipt Time Stamp Machine
Everyone has heard the stories of delivery vehicles screaming down the Beltway only to just make or miss a proposal filing deadline. Or the stories of proposals that never made their destination due to mishandling by delivery services... - Don't Write Losing Proposals
Don't write losing proposals. Some would say this is a trite and simplistic statement and others would say this is one of the secrets to success in the federal market... - 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...
