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GSA Schedules


Articles

  • 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...
  • 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...
  • 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...
  • Electronic Representations and Certifications
    The federal government is now requiring that prospective contractors complete electronic annual representations and certifications at http://orca.bpn.gov (ORCA) in conjunction with registration in the Central Contractor Registration (CCR) database...
  • 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...
  • Why Are GSA Schedule Offers So Difficult to Write?
    In previous installments, we have emphasized that GSA Schedule contracts are the closing vehicle of choice for small to medium-sized businesses...
  • 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...
  • 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...
  • 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...
  • GSA eOffer
    The General Services Administration ("GSA") recently launched eOffer, an online tool developed for use in the GSA schedules programs...
  • 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 ...
  • 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...
  • GSA Contract Compliance; Do it Right from the Start
    The most important aspects of contract compliance are: Compliance with restrictions on discounting practices (the biggest risk factor financially) Paying the GSA Industrial Funding Fee (IFF) on time Making best efforts to subcontract according to yo...
  • Do Not Open Yourself Up to Whistle Blowers
    A whistle-blower exposure caused the federal government to claw back $200 million dollars from the Oracle Corporation for GSA schedule Price Reduction Clause violations...