Government Sales Falling Short?

Posted by Robert Kelly on Feb 19, 2015 3:30:00 PM

Doing all the right things but without results?

Do the sentiments in this email haunt you too?

Companies seeking to generate GSA sales, or government sales in general, often make the same mistake…they do what they are told!

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Topics: 3. Federal Marketing

Are Federal Contractor Registration Services Really Necessary (sam.gov)

Posted by Robert Kelly on Feb 16, 2015 3:32:00 PM

I received a call from a woman who told me she and her husband were starting a business and they would organize as a women owned small business (WOSB).  I won’t say what line of business they were in, because they seemed to have a unique niche scoped out and they may enjoy a first mover advantage. I think they are on to something, but they were really in the very early stages of development.

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Topics: 1. GSA Schedule - All about

GSA Schedules: Spectators and Superstars

Posted by Robert Kelly on Oct 10, 2014 2:00:00 PM

TurboGSA has been analyzing GSA sales information for some time now … trying to better understand which contractors are succeeding, and more importantly, what do differently from those who fail to generate contract revenues. We look for tactics and strategies that work for effective GSA contractors.

Due to the vast diversity of industries, products, services and competitors, this is a challenge to say the least. Strategies and tactics that work for one schedule may not work for others.  For example, sales and marketing tactics used to sell products under the Hardware Superstore are quite different than the approach business developers might take in selling management services under MOBIS Schedule 874.

While looking at the data, we wondered how many contractors actually understood how successful they are compared to their competitors. So for this whiteboard, we present GSA contract revenue data in tiers so you might better understand if you were doing well, or if there were opportunities to improve.

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Topics: 3. Federal Marketing

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

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