What Drives Companies to Pursue GSA Schedules Part III

When companies ask us if we think they need a Schedule, we ask the following questions:

  • Are you currently doing business with the feds? Has your contracting officer asked whether you have a GSA Schedule, or suggested that it would be a lot easier to do business if you had one?
  • Do your competitors have a Schedule? How much business are they doing under their Schedule?
  • Are you doing business with a federal agency under the thumb of a prime contractor and need a way to contract directly with the federal agency?
  • Are you new to the federal market and need a way to close a federal sale quickly with minimal competition?

The insiders have Schedules and other multi-vendor contracts. But having a GSA Schedule alone will do nothing to increase your revenue. A GSA Schedule returns the investment many times over if, and only if, you are willing to establish an aggressive federal marketing campaign.

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