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GSA Schedules
- GSA Compliance System
Implement a compliance system to maintain the integrity of your GSA Schedule contract.
Articles
- Message to Management: Why Should My Proposal Writing Capabilities Concern Me?
Federal proposal writing is inherently chaotic, a drain on billable hours, and crucial to revenue generation... - 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... - Searching for Sales Opportunities
Products, services, and technology-based solutions are sold through relationships in both the commercial and federal sectors... - When the Sale Takes Place
Almost all newcomers to the federal market make the mistake of thinking that a sales opportunity arises when a request for a proposal or bid is published. In reality by the time a bid is published, the sale has probably already been made... - Distinguishing Yourself
You have a great product or service. Your price is where it needs to be. Perhaps you responded to an RFP once or you spent tons of time and money writing a proposal... - Selling Services to Federal Agencies
Our newsletters repeatedly emphasize the need to establish a relationship with end users when selling in the federal market... - Think of Proposal Writing As the Last Step in a Sale
Our federal sales seminars stress that your sales efforts and proposal-writing process should be one, highly-structured undertaking... - Integration of Sales and Proposal Writing
Our last installment discussed the concrete steps that should be taken to minimize haphazard and disjointed efforts to write federal proposals... - 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... - The Guidelines for Winning Public Bids
The success of the General Services Administration (GSA) schedule program and the increased reliance by federal agencies on other Indefinite Quantity Indefinite Duration (IDIQ) contracts have reduced the number of public Requests for Proposals (RFPs... - 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...
