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GSA Schedules

Federal Sales Training


Articles

  • Small Businesses and the Federal Market
    Knowing your customers is the key to sales success. This is true whether you're selling to public or private organizations...
  • 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...
  • 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...
  • Finding and Selling to End-Users in the Government
    In past installments, we talked about finding the "right" agencies, namely the ones that are interested in buying your company's products or services...
  • Selling IT: Teaming to Win Government IT Sales
    Government buyers often look for "complete solutions" off of multiple award schedule contracts, such as the General Service Administration's Federal Supply Schedules (FSS)...
  • 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...
  • Business Development - The Key To Federal Sales
    In an earlier installment we said that you will chase your tail if you lack a laser-like focus in the federal market. Business development is the process used to identify potential buyers (end-users and official buyers) for your product or service...
  • 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...
  • 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...
  • 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...