Reps and Certs

As you may know, the Representations and Certifications phase of the Federal contracting process, often expressed as simply ‘Reps and Certs,’ has been making a few headlines recently.  In the past few months the Wall Street Journal, the New York Times, and other publications have documented several cases of companies repaying the government for entering into contracts for which they did not qualify.  These reports of companies abusing federal programs designed to channel government business toward specific classes of small and/or disadvantaged firms have highlighted the importance of the Reps and Certs process.  This spotlight on the issue has also served to amplify the scrutiny under which firms’ claims are verified.

Admittedly, this will not be ground breaking advice nor make your GSA schedule sales skyrocket. But these tips will make it easier for your Federal clients to remember you and make their life easier.  I have heard this requested by numerous federal clients over the years and not long ago I heard it again, so I thought it would be worthwhile to pass along.  The two things many Federal’s ask for are: detailed email signature line and more descriptive information on business cards.

A Quality GSA Schedule Proposal is Essential

A computer hardware distributor recently settled a charge with the Government that it had overcharged on its GSA Schedule contract.  The firm was facing a federal false claims lawsuit by the Department of Justice for failing to provide the government with the best possible price on a hardware contract it signed with GSA in 2000.

The General Services Administration (GSA)  encourages businesses to apply for GSA contracts, especially small businesses.  The Federal government benefits from having many diverse businesses participating in the GSA Schedules program.  While the government welcomes responsible companies into the federal procurement process, they insist on discipline and compliance. 

Law firm Sheppard Mullin recently posted an excellent summary of the 2010 Small Business Jobs Act and its impact on federal contractors.   I am listing some of the pertinent points below, but you should read the full summary by clicking here.

What influences an agency to take action, to launch new programs, to do more training, to buy your products?  Agencies act for many different reasons including but not limited: response to presidential directives and initiatives, congressional mandates, inspector general reports, technological change, trade association meetings, and articles in the media.  I encourage all my clients to routinely review media that focuses on Federal business (See FedBiz: Stay informed via Federal Magazine).

Marketing  leads to sales, and sales drives revenue to company coffers.   But where should you focus your efforts?

Developing Federal business (FedBiz) starts with knowledge, and keeping up to date with the direction and initiatives of agencies of Federal agencies is essential to any federal marketing program. A number of websites and magazines cater to Federal agencies and Federal employees and are well worth reviewing on a regulat basis.  Some, like GovExec, allow you to subscribe to their various email newsletters to stay informed. Many others offer email alerts and RSS feeds to help you stay on top of Agency programs. many allow you to read most content online without subscription. 

Fed Initiatives Mean Promising Opportunities for the Savvy