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GSA Schedules
- GSA eContractManager
Fedmarket's GSA eContractManager manages all aspects of GSA contract compliance . - 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 .
Sales Tools
- Federal Sales Book Series
Get on the "inside" track with the Federal Sales Book Series by Richard White.
Articles
- The downside of GSA Schedules
GSA schedule contracts are an ideal vehicle for selling products and services to federal vendors. This is particularly true for small- to medium-sized businesses that cannot afford to obtain more than one multiple award schedule contract... - The Similarities and Differences Between Commercial and Government Sales
Most people outside Washington, D.C., view the federal market as strange and unique. The truth is, it is and it isn't. On the sales side, the federal market is identical to the commercial market... - Procrastination and GSA Schedules
Writing a GSA Schedule proposal is an excruciating process for companies. Most people do not like to write and the problem is compounded by indecipherable Requests for Proposals provided by GSA... - 2010 Federal Procurements Are Bigger Yet
Is the Obama Administration cutting back on federal contracting? Let's look at the top 20 federal procurements planned for 2010... - 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... - Closing a Sale Part Two
Companies holding multi-vendor contracts minimize the amount of competition they face since a public bid isn't necessary... - Multi-vendor Contracts Explained
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... - Small Businesses Need GSA Schedule Contracts More Than Ever
Federal, state, and local agencies are shifting major procurement dollars into GSA Schedules, especially for contracts funded with stimulus dollars, energy projects, infrastructure projects, and information technology projects... - 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... - Comparison of Federal Multi-vendor Contracts
It is difficult to be a successful federal contractor without having a multi-vendor contract. The basic types of multi-vendor contracts are summarized below... - 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... - 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... - Public Bids as a Closing Procedure
Why would the federal government select a public bid as the closing procedure of choice given the horrendous lead time and cost involved? Federal contracting officers do their very best to avoid them... - 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... - Multiple Award Contracts: The Wave of the Future
Multiple Award Contracts (MACs) have the following characteristics. Awards are made to a number of vendors and the winning vendors compete among themselves for business... - 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... - 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... - 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... - 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 Schedules and Small Businesses
As reported in earlier installments, the federal government's use of multi-vendor contracts to buy products and services is steadily increasing... - 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... - 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... - 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: 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 Part II
GSA created a Consolidated Schedule (00CORP) for companies needing more than one Schedule to cover their offerings. It's a step toward a single GSA Schedule for all products and services, but it falls short in its coverage... - Schedule-Speak: A New Foreign Language
Small businesses new to federal contracting almost always find the language in GSA Schedules mysterious, confusing, and impenetrable... - 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... - 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... - 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... - 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... - 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... - GSA Schedules and the $2,500-$25,000 Small Purchase Market
The $2,500-$25,000 small purchase market is large and important from a volume of transaction viewpoint. In this market buyers make the bulk of the basic purchases required to operate federal programs... - 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... - Entry by Small Businesses into the Federal Market
Small businesses often have a limited sales budget. For those located outside the Washington metropolitan area, selling inside the Beltway is too expensive and the competition too intense -- even if the sales dollars are available... - Small Businesses and GSA Schedules
Our small business readers frequently inquire, "Can a small business obtain a General Service Administration (GSA) schedule and what would cause us to be turned down by GSA?" Small businesses considering the federal market tend to think that GSA is ... - 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... - Government Contract Vehicles
A "contract vehicle" is a broad term meaning different things to different people. We define the term in its broadest sense -it is a method under which a company may pursue and close a sale... - Yet Another Contracting Vehicle
In a previous installment, we discussed the wide range of contracting vehicles used to close federal sales. We define the term in its broadest sense; a contract vehicle is a method under which a company may pursue and close a sale... - GSA Schedules and Sales Costs
We have previously discussed that a business may have to invest $25,000 to $75,000 (in terms of sales costs) to obtain a GSA Schedule... - 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... - Update on Contract Bundling
Recently, the Bush administration released new reporting requirements and proposed regulatory changes designed to curb the practice of bundling... - 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... - Negotiating Profitable General Services Administration (GSA) Schedule Prices
GSA schedule contracts are becoming even more popular because of federal contracting offices need to contract quickly with stimulus funds. Making a profit is the Holy Grail of most businesses... - GSA Schedule Compliance: Eliminate Industrial Funding Fee
One answer to this dilemma is to eliminate the Industrial Funding Fee as the funding method for the GSA Schedule Program. Dramatic, yes... - GSA Schedule Compliance: Small Biz and the GSA
Why not encourage and support small business participation in GSA Schedule contracting by loosening the experience and number-of-years-in-business requirements somewhat? Why not have 100,000 GSA Schedule holders rather than fewer than 20,000? Why no... - 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... - Looking at the Federal Market Through a Crystal Ball
What is happening to the federal market? Our crystal ball is no better than anyone else's but here's our take. The budget crunch will have a negative impact... - 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... - Contracting with Federal Civilian Agencies is Easier Than Defense Agencies
The Washington press announced recently that thousands of defense jobs may be eliminated, including those related to large defense contracts. This is clearly very bad news for defense contractors... - 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... - 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... - More Small Business Opportunities Under GSA Schedule Contracts
Effective November 2, 2011, the Federal Acquisition Regulation (FAR) was amended to allow federal buyers who want to purchase through GSA Schedule contracts to set aside opportunities for small businesses... - 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...
