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GSA Schedules

Federal Sales Training


Articles

  • 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...
  • 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...
  • 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...
  • 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...
  • 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...
  • 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...
  • Small Purchase Government Market Segment
    In this installment we talk about small purchases, defined here as government buys in the $2,500 to $25,000 range. We've touched on this subject in past installments. This time we devote an entire installment to it, and get into a bit more detail...
  • 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 RFQ Market Segment
    Requests for Quotes (RFQs) Since the advent of major procurement reform, the federal government and selected state and local governments are now using requests for quotes (RFQs) to buy commercial products and services...
  • 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...
  • 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...
  • 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...