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Price Reduction Clause Spells Troubles for a GSA Contractor

Posted by Robert Kelly on May 30, 2014 9:10:00 AM

According to a report published in PC World yesterday, the large technology contractor CA was sued by the Department of Justice for failing to comply with the price reduction clause of its GSA Contract. According to DOJ, this violated the False Claims Act. CA has had a GSA Schedule contract since 2002 and last year sold $118,784,945 under its GSA IT Schedule 70 contract.

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Topics: GSA contract renewal, 2. Manage a GSA Contract, GSA Contract

Selling to Government: Help Establish the Agency Buying Vision

Posted by Robert Kelly on May 27, 2014 11:45:00 AM

Have you ever thought this? You have a great solution to an agency’s problem, but the solicitation contains a few odd requirements.  And maybe the language suggests it is wired for someone else.  It’s not necessarily for any underhanded reason, such as an agency trying to steer the job to a particular vendor. Often, it is simply because the agency has already talked to another firm’s representatives and incorporated some of their ideas.  

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Topics: Government Marketing, 3. Federal Marketing

GSA Contract Renewal - First Things First

Posted by Robert Kelly on May 6, 2014 12:55:00 PM

Before you attempt to extend your GSA contract for another five years, your team needs to understand the renewal process and and begin preparing well before the official renewal process begins.

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Topics: GSA contract renewal, 2. Manage a GSA Contract

GSA Contract Audit – The Video

Posted by Robert Kelly on Mar 12, 2014 3:11:00 AM


It usually starts off with an email from someone at GSA, that begins, “As part of your GSA schedule contract requirement, I would like to set up a Contractor Assistance Visit (CAV) review with you on ___.

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Topics: GSA Audit, GSA Training, GSA Contract Modification

State and Local Governments can Use GSA Schedule Program

Posted by Robert Kelly on Sep 27, 2013 9:38:00 AM

Increasingly, state, local and education institutions (SLED) have been taking advantage of buying products and services at preferred rates from favored vendors through the GSA schedule program.

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Topics: 1. GSA Schedule - All about, Cooperative Purchasing, Disaster Recovery

10 Steps to Win Management Support for Getting a GSA Schedule

Posted by Robert Kelly on Sep 4, 2013 11:05:00 AM

Updated May, 2014

We talk to many business developers who are responsible for government sales in their organization.  They often have a good understanding of GSA’s federal supply schedule program and know that  getting on the GSA list would help them gain more federal sales. They also know that getting a GSA contract represents an organizational commitment that will require some resources, discipline, and change.  It isn’t a silver bullet for getting quick sales, but pays enormous dividends in the long run.

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Topics: 1. GSA Schedule - All about, GSA Contract

How to Get a GSA Contract Infographic

Posted by Robert Kelly on Sep 3, 2013 10:58:00 AM

This new infographic summarizes the process and benefits of getting a GSA contract.  It contains:

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Topics: 1. GSA Schedule - All about, GSA Contract

GSA Contract: Expansion of the Disaster Recovery Purchasing Program

Posted by Robert Kelly on Aug 19, 2013 9:36:00 AM

Expansion of the State and Local Disaster Recovery Purchasing Program

Section 4 of the Federal Supply Schedules Usage Act of 2010 (Public Law 111-263), stated that the Recovery Purchasing program be expanded to include the words "facilitate disaster preparedness or response."

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Topics: 4. Selling Using your GSA Contract, 2. Manage a GSA Contract

Federal Marketing and Contracting: August News

Posted by Robert Kelly on Aug 12, 2013 12:01:00 PM

What you may have missed if you were on Vacation

Hopefully you have been enjoying some time off this summer and if so, you probably missed some important news and stories.  Here is a recap of some of the more interesting items you may have missed.

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Topics: 2. Manage a GSA Contract, 3. Federal Marketing

2014 Proposed Federal Budget of the United States

Posted by Robert Kelly on Jul 25, 2013 3:41:00 PM

To understand where your federal income tax money goes, you'd have to read (several times) the 244 pages of the 2014 Budget of the United States Government. Or you could take a look at this chart, which visualizes the budgets for all departments in a uniquely revealing look at our national priorities. 

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Topics: 3. Federal Marketing

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