Why do you want to obtain a GSA contract? That is one of the first questions we ask prospective clients when they call inquiring about our GSA schedule services. Some demonstrate they have performed considerable research, really thought this through, and are well informed.
In recent years, we have also heard from firms who had never sold in the federal market but had received cold calls from a huckster promising that simply getting a GSA contract would yield millions of dollars in contracts! We quickly dispel them of the notion that while it can be lucrative, it is not a guarantee. We also talk about whether entering the federal market makes sense for them, and all the other government contracting options available to them in addition to GSA. More recently, firms have expressed concerns about protecting their ongoing business in a constricted federal market.