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GSA Schedules
- GSA Contract Modification
Change your GSA contract to fit your evolving business needs. - 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 . - 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.
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... - 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... - Be Proactive to Win Federal Dollars
Proactive methods have governed sales approaches for products and services since the days of Willy Lowman. The same basic principles remain the keys to success in federal sales... - Closing a Sale Part Two
Companies holding multi-vendor contracts minimize the amount of competition they face since a public bid isn't necessary... - 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... - 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... - 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... - 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... - 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... - Distinguishing Messages Win in the Federal Market
Everyone thinks their competitors are worthless and that they alone have the best product or service known to man. Federal end users have heard "we are the best" so many times that it makes them scream when they hear it... - 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... - 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... - 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... - Alliant: Better Late Than Never
Editor's Note: The Alliant Small Business procurement questions and answers were published this week at FedBizOpps and the due date for proposals remains November 17, 2006... - 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... - 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... - 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... - Is There a Magic Bullet?
We recently received a call from an engineering company that hasn't entered the federal sales market... - The Eagle Has Landed
Multiple Award Schedule Contracts (MAS) are master contracts that allow the companies which receive an award of such a contract to compete for task orders over the term of the 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... - 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... - 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... - Is Your GSA schedule Contract in Danger of Cancellation?
The following clause is contained in every GSA Schedule contract in one form or another: A contract will not be awarded unless anticipated sales are expected to exceed at least $25,000 within the first 24 months following contract award, and are e... - 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... - Applying for a Schedule Contract
In order to get on the inside government sales track with a Schedule contract, a vendor must go through an arduous application process... - GSA: It's All in the Details
GSA Schedule solicitations are unique in that they are always open and a vendor may submit a proposal at any time. Normally, federal solicitations for products and services have a closing date for proposal submittal... - Fitting Schedules to Companies
"Which GSA Schedule fits my company?" That's usually the first question vendors ask, and it's the million-dollar question. The products and services covered by each of the 53 or so Schedules are listed at gsa.gov... - 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... - 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 ... - Using Freedom of Information Act to Obtain End User Information
Whenever we read a paper or hear the cable news networks use the acronym FOIA it always seems to be about information the media is trying to uncover... - 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... - 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... - 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... - 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... - 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... - 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... - 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... - 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... - 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 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... - Selling IT: Buyer's Duty to Search Across Schedules
In this installment of Selling IT to Government, we touch on an issue -- keywords -- that is of particular importance to federal multiple award schedule contractors. Yes, that's right -- keywords... - Selling IT: State and Local Buys off of GSA IT-70
The state and local market for goods and services is very large, over twice the size of the federal market. Yet for companies with a track record of selling to the feds, the state and local market can be mysterious, often daunting... - "Getting On" the GSA Schedule
So you're thinking about putting your company's products or services on the GSA Schedule? Maybe you find yourself being pushed and prodded by the "stick": more and more, your government customers are asking you when you'll be getting on the Schedule... - 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... - The Over $25,000 Public Bid Market
Although public bids are being used less frequently, the over-$25,000 public bid market is still large and important. Annual expenditures in this market average $30-35 billion... - GSA Schedules and the Prime Contractor Market
As dictated by federal law, prime contractors subcontract over twenty percent (20%) of their business. Billions of dollars of subcontracted products and services are bought annually in this market (e.g... - Use of GSA Schedules for Selling Services
GSA schedules are very powerful tools for selling services. In recently adding services to the list of available GSA schedules, the federal government recognized the reality of how services are purchased... - People and the Federal Sales Process
As we have mentioned repeatedly in this series, people drive the federal sales process. The very lowest level in the proverbial food chain is you (the commission-hungry, federal salesperson and your revenue-starved boss)... - 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... - 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... - 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... - 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... - 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... - Best Value
We've covered a lot in the previous 40 installments of this series, "Doing Business with Government... - 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... - Procrastination: Putting Off Preparing a GSA Schedule Offer
Imagine this scenario. Your CEO has assigned a person in your organization to prepare your GSA Schedule proposal and upper management expects the same person to administer the resulting contract... - 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... - The GSA Schedule Ties That Bind
A GSA proposal is a monstrous document full of red tape. And yet when you cut through all the legwork-the information gathering, writing, exhibit preparation, document formatting, the seemingly endless questions that have to be answered..... - Protect Yourself from the Grim GSA Auditor
GSA schedule contract compliance is not that hard but it takes careful day-to-day control of discounts and sales force transactions... - Defining Prices for a GSA Schedule Offer
The single biggest problem in making an offer for a General Service Administration (GSA) schedule contract is defining prices... - Defining Discounting: Are There Any Answers Out There?
For many, the idea of writing a proposal for a GSA Schedule contract ranks just short of "I'd rather stick my hand in a fire. Both hands. Up to the elbows." The same is true of proposals to extend GSA contracts for 5 more years... - 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... - 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... - GSA Schedules: The Grandfather of IDIQ Contracts
This newsletter is the fourth in a series of five newsletters about the federal government's increasing reliance on multiple award contracts... - What is Happening in Federal Contracting?
The news: The Obama administration is, as part of its initiative regarding federal contracting, pursuing an agenda of (i) increasing competition for federal contracts, (ii) promoting openness of competition, and (iii) eliminating fraud and abuse... - Would You Issue Public Bids If You Were a Federal Buyer?
Absolutely not, if you could avoid it! Why: Public bids are inordinately expensive and the amount of time it takes to acquire the good or service in question is ridiculously long... - 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...
