Federal Gov't Sales
Using the GSA Schedule Program to Develop Your Multiple
By Richard White
May 20, 2005, 10:31

A frequent reader of our installment series has no doubt surmised that we highly recommend getting on the GSA schedule as a potentially lucrative sales vehicle. As previously discussed, the GSA Schedule program is a useful sales tool for any sized business and the program is a particularly attractive vehicle for small- to medium-sized businesses. The following is a list of advantages available to those holding GSA schedules:

• The schedules program covers virtually all industries.
• GSA schedules are open solicitations; a proposal to get on a specific schedule can be submitted at any time.
• A business of any size, provided it is stable and financially sound, can get on the GSA schedule.
• A federal end user or official buyer may place an order directly with a schedule holder thereby increasing efficiency for both the government buyer and the seller.
• Once a sale has been made to an end user, GSA schedule buys provide the means to close the sale quickly. Orders are placed using a best-value determination (not necessarily the lowest price) after the government buyer checks GSA Advantage! or 3 schedule price lists.
• As a result of the advantages outlined above, GSA schedule buys are becoming increasingly popular.

Let's shift the focus of our discussion to other government-wide purchasing vehicles for smaller or medium-sized businesses. Generally speaking, these vehicles exist for information technology products and services, office supplies, military parts, medical equipment and supplies, and industrial supplies. The contracts associated with the other vehicles are usually won by the large prime contractors or medium-sized contractors with years of federal contracting experience. Your company should consider participating in the other vehicle programs only if you think your company can actually win the contracts listed for award. Instead, smaller to medium-sized companies new to federal contracting should obtain a GSA schedule and then pursue business opportunities through the other contracting vehicles as they gain sales experience and establish relationships with federal end users. As you gain experience, your company will learn what other federal vehicles may work for you.

Upon first entering the federal market, companies should consider subcontracting with those companies holding government-wide contracts. This approach will provide you with the experience necessary to select and win the contracting vehicles best suited for you. Information on government wide contracts is available at http://www.contractsdirectory.gov/GovWide/search.jsp. The site provides a directory of government-wide acquisition contracts (GWAC's), multi-agency contracts, Federal Supply Schedule contracts, or any other procurement instrument intended for use by multiple agencies, including Blanket Purchase Agreements (BPA's) against Federal Supply Schedule contracts.

Fedmarket.com offers the following GSA schedule programs:

GSA Schedule Professional Services:
http://www.fedmarket.com/productTour/profReferrals/GSA.php

GSA Schedule Seminars:
http://www.fedmarket.com/productTour/seminar/GSA.php