Most federal sales are relationship based. People buy in the federal sector, not agencies, and they need to know everything about what you are selling.

Your sales person has to first get in the door (the tough part) and then:

• Establish a trust relationship with the end user and sell your solution using best value factors.
• Help the user with work statements/product specifications.

The federal end user then:

• Takes the sales documents and your GSA contract number to the Contracting Office
• Identifies two other GSA vendors (possibly with your help).

The Contracting Office:

• Sends RFQs including the work statement/specifications to three GSA vendors or,
• Uses GSA Advantage to select your product single source.
• Works with the end user to select your company based on your quote or GSA Advantage price.
• Places an order with you.

WIN-WIN-WIN and its all within the rules.