Those Who Prefer GSA Schedules
From GOVSALESWIKI
Installment [ 34 ]
Those Who Prefer GSA Schedules
By Richard White
Most, but not all federal buyers, like working with GSA Schedule contracts. Federal buyers prefer to use GSA Schedule contracts because the buyers can:
- Purchase a product by consulting price lists on the GSA Advantage! online database
- Purchase services by issuing an electronic Request for Quote to three GSA Schedule vendors, rather than going through a public bid process
- Use best value considerations in selecting a vendor (using subjective factors like value or service considerations)
You heard it -- if you can convince a federal buyer that your product or service is superior to your competitor down the street, federal procurement rules encourage the end user to justify purchases based on "best value" considerations, not necessarily lowest price justifications. For this reason, GSA Schedules are a federal sales person’s dream come true. The biggest problems from a sales perspective are getting in the door and convincing the contracting officer to use a Schedule contract to make the buy. This is where building a sales relationship with the federal end user becomes paramount.
The Vendor’s Perspective
Vendors like GSA Schedule contracts for the same reasons that federal buyers like them. GSA Schedules:
- Reduce competition within the federal procurement rules
- Allow vendors to avoid a public bid, thereby saving vast sums of money that would have been spent writing a proposal
- Allow vendors to close a deal in a few weeks instead of months
Don’t believe us. Ask your contracting officer what method he or she prefers to use to close deals with your company.
GSA Schedule Group Therapy, Should We or Shouldn’t We? - Friday, March 28, 2008
Fedmarket.com’s therapy session is for those pondering the value and implications of obtaining and holding a GSA schedule contract. It seems like everyone without a GSA schedule is wrestling with the issue: "should we or shouldn’t we?"
Come join us and wrestle with these questions in a group session. You will leave with the answers.
Register for GSA Group Therapy now!
Visit http://www.fedmarket.com/seminars/gsa_therapy.shtml for more information.
A GSA Proposal Solution Designed Specifically for Small Businesses
GSA Proposal Preparation eLab - Develop your GSA proposal in 3 days at our eLab. Fedmarket.com provides you with a Request for Information (RFI) prior to your arrival at our eLab. You are instructed to bring the requested corporate data with you to the course. Attendees should, with the assistance of our GSA staff, complete their GSA offer prior to the end of the eLab’s third day. Many attendees complete the process and leave with a completed proposal within two working days. If you are unfamiliar with the proposal process, the GSA eLab is the solution for you.
The GSA eLab is offered monthly at the Federal Sales Academy in Bethesda, MD and quarterly in Las Vegas, NV and Chicago, IL. Read more...
Register for our GSA Proposal Preparation eLab today!
To learn more about our GSA eLab, call 866-519-4482, Ext. 110 for assistance.
Audit Proof Your GSA Schedule - Wednesday, March 12, 2008
GSA has increased the frequency and intensity of its pre- and post-award audits. Unfavorable audit results can result in significant refunds and penalties to GSA and/or contract cancellation. Although unfavorable audit results are not difficult to avoid, it takes knowledge of compliance requirements and established policies, systems, and procedures to mitigate the risks. Read more...
Register for Audit Proof Your GSA Schedule now!
For more information please call 866-519-4482, Ext. 110.
If you need help with any other product sales, call or write as follows: (888) 661-4094, Ext. 8 or sales@thefederalmarketplace.com.