FedResults

Federal AWR Series
Your Company Has Been Awarded a GSA Contract Now What?

By Bill Koenig
July 9, 2008

 

Congratulations – your company has been awarded a GSA Schedule! Are you sitting by your phone and fax machine waiting for endless numbers of orders to be placed?  Stop waiting!!! Having a GSA Schedule does not guarantee an influx of government business.

 

However, combining a GSA schedule with a positive and effective Federal marketing program will result in building new Federal opportunities. The key factor in being awarded a GSA schedule is that you now have a contract vehicle that all agencies of the Federal Government can use to procure your products and services. A GSA schedule allows Federal Contracting officers, a quick efficient buying mechanism. Yet you must still develop a method of reaching the buyers of your products and services.

 

A basic understanding of the mission of each Federal Agency, will allow a company to assess which agency could have a requirement for their product or services. GSA will provide assistance for companies, through a system of electronic tools that could identify Federal prospects. These tools are web based, such as GSA Advantage, Fed Business opportunities, and e-buy.  In addition to these tools, visiting Federal government data bases, will allow insight into budgeting information which could determine what agencies are spending funds on your products and services. Using Federal Databases will also allow you to review your competitor’s Federal activity and awards.

 

For starters, a company should announce that their schedule has been awarded and the contract number should be posted on their website, as well as issuing a press release. YES, you now have a GSA schedule, now you must perform, and make it work for you .I n accepting the award of a GSA schedule, you have an obligation to produce sales. One requirement is to generate a minimum of 25,000 dollars in sales under your GSA schedule within one year’s time. Failure to do so will result in GSA canceling your contract. You must also keep complete records and constantly ensure the company is complying with the terms and conditions of the contract awarded to your company.

 

GSA encourages teaming between GSA schedule contract holders to combine together to respond to a Federal requirement. This allows an agency to obtain a complete solution under their task order. Since you have been awarded a GSA schedule, your marketing efforts should include identifying potential teaming partners. The GSA schedule program now enables you to build creditability with other teaming partners, thus expanding your potential for new business. Your marketing efforts should also include, attending conferences, Federal meetings, seminars, in order to better understand activities that could expand your presence in the market place.

 

In your Federal marketing program, first target potential agencies, then develop a sales call plan highlighting where your efforts should be directed. When meeting with Federal prospects, listen first to their issues, before you jump into your products and services. Build a common ground; provide solutions based upon what you have under your new GSA schedule contract. In meetings with Federal personal take on the role of a detective, ask questions, ie: who else should I be talking to in your organization, who is the decision maker? Be prepared for the Federal customer to ask questions, your GSA schedule helps your creditability, answer positively. Government buyers are performing a key responsible role for their agencies; respect their direction as well as their professionalism. Remember people buy from people they know, build your network.

 

YES, you now have a GSA schedule, make it work for your company. It is a vital and important tool, use it correctly, it will result in new Federal revenue opportunities.

 

About FedResults

FedResults provides leading-edge technology companies the ability to introduce their enterprise products to Federal customers. Using knowledgeable, experienced Federal account managers, FedResults extends its clients’ reach to market and deploy technology solutions that support mission-critical customer applications.

A privately held company founded in 1997, FedResults has served hundreds of leading organizations including GovDelivery, Trapeze Networks, and Tellabs, as well as numerous innovative emerging technology firms.

 

To learn more about FedResults, please visit: www.fedresults.com or click here to request more information

 

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