Many firms obtain a GSA Schedule to gain an advantage in the government market. Companies put serious effort into acquiring the contract but unfortunately, less effort into training sales, marketing, and business development reps on how to use it effectively. The results are sadly predictable. Too many either languish in the lowest sales tiers, barely meeting the required $25,000 per year sales criteria to maintain the contract. Worse, many others fail to reach even that threshold.
I understand why companies think government contracting seems so complicated. They have been told to take a few simple steps, and then contracts will roll in. The most frequently mentioned 10 best practices for winning government contracts include:
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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."
Topics: 4. Selling Using your GSA Contract, 2. Manage a GSA Contract
GSA launched its new reverse auction platform this month, which it hopes will deliver increased savings for federal agencies on the most commonly purchased office products, equipment and services. The auction site is at reverseauctions.gsa.gov
Topics: 4. Selling Using your GSA Contract, GSA Sales, 3. Federal Marketing
