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GSA Schedules

Federal Sales Training

Proposals

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Articles

  • Women Owned Small Businesses May Be in for a Treat
    Women Owned Small Businesses (WOSB) may get an advantage in federal contracting under a newly proposed Women-Owned Small- Business rule...
  • 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 Value of Federal Marketing
    Some believe that marketing is a critical component to having success in the federal market. Marketing efforts make the public, official buyers and end users aware of your company and your products or services...
  • Importance of Direct Sales
    Many companies looking to win federal contracts spend large portions of their annual budgets on marketing, business development, and capture planning...
  • Who Sells in the Federal Market?
    The person who sells products and services in the federal market depends on the type of product or service being sold, the size of the company, and the dollar value of the procurement...
  • 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 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...
  • 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 ...
  • When Selling to the Government, Know Your Audience!
    I have to write about this subject because I was in a sales pitch presentation today and I walked away from the presentation angry and frustrated...
  • GSA VETS GWAC To Open Opportunities For Service-Disabled Veteran Businesses
    Note from the Author, Eileen Kent: In past "On the Sales Firing Line" articles, Fedmarket.com revealed that veteran groups have been asking for more contracting dollars since DOD has awarded $514 million a year, or only 0...
  • End User Spotlight: Facility Managers
    According to the International Facility Management Association, facility management "is a profession that encompasses multiple disciplines to ensure functionality of the built environment by integrating people, place, process and technology...
  • 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...
  • Patience, Persistence, Perseverance Are the Keys to Winning Government Business
    When I took a class from Richard White on "Doing Business with Homeland Security," in early 2002, I was absolutely shocked to hear, "It will take well over 12 months to get business from the government...
  • 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/)...
  • 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...
  • Selling IT: Marketing IT to the Government
    In this article, we define marketing as activities to make the public, official buyers and end-users aware of your company and your products or services...
  • GSA Schedule BPAs
    A BPA is a simplified method of filling anticipated repetitive needs for supplies or services by establishing charge accounts with qualified vendors...
  • 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 Schedule Teaming
    The General Services Administration (GSA) has become a sales and marketing machine. The thrust of its pitch is that the agency makes things "easy" for everyone,especially government buyers and end-users...
  • GSA Schedules and the Over $25,000 Market
    The over $25,000 market used to be thought of as the "public market", but GSA Schedules have changed that. Now buyers think of the public market as a place to be avoided...
  • Anticipating the Federal Buying Cycles
    Good salespeople study the federal buying cycles and can, based on past experience, predict those periods during the year when their sales will be strong...
  • 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...
  • GSA eOffer
    The General Services Administration ("GSA") recently launched eOffer, an online tool developed for use in the GSA schedules programs...
  • Selling to Government Cardholders
    A number of important changes came out of the federal Procurement Reform Era of the mid 1990s. Perhaps the most significant of these was the emergence of widespread government credit card purchasing...
  • 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...
  • Women-Owned Business Contracting
    Congress has established a 5-percent government-wide goal for awards to women-owned small businesses (WOSBs). Yet year after year, federal agencies fail to meet this goal. In fact, in 2001, the government awarded just 2...
  • 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...
  • 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...
  • 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...
  • 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)...
  • 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...
  • 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...
  • Federal Buyers Squirreling Away Dollars
    Are Federal Buyers Squirreling Away Budget Dollars for the August/September Spending Spree? No one knows really but probably yes. Why: Human nature: No one wants to turn back budget dollars because they won't get them back...
  • 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...
  • Comparing Bidding Strategies for IDIQs and Public Bids
    Our experts have preached for years on end that companies should be exceptionally cautious about bidding on single award, public bids...
  • 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...