[198007] in Zephyr_Bugs
The Naked Truth: GSA Schedules are Costly and Not for Everyone
daemon@ATHENA.MIT.EDU (Fedmarket)
Thu Feb 26 12:22:57 2015
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Date: Thu, 26 Feb 2015 08:49:06 -0700
From: "Fedmarket"<noreply@wrtmx03.wrtech.com>
To: bug-zephyr@mit.edu
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<td align="left" valign="top" width="500"><p><span style="font-family: Tahoma, Geneva, sans-serif;FONT-WEIGHT: bold; FONT-SIZE: 15px; TEXT-TRANSFORM: uppercase; COLOR: #000000;">The Naked Truth: GSA Schedules are Costly and Not for Everyone</span></p></td><td align="right" valign="top" width="200">
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<p><b>A 13-part installment series.
<br>Richard White explains how federal sales are really transacted. <br></b></p><p><font color="660000"><b>Installment <font color="660000"><font color="660000">11</font> - </font>
GSA Schedules are Expensive to Get and Not for Everyone</b></font>
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<p>GSA doesn't easily give them out to everyone who submits a proposal (offer), even when the proposal meets GSA's requirements.
</p><p>Why? They already have more than enough companies with awards for the most popular products and services.
</p><p>Making a GSA schedule offer is expensive, time consuming, and often madding.
</p><p>To repeat, you must have an aggressive sales program in place to effectively use a GSA schedule (the orders will not roll in on their own).
</p><p>The more relationships you have the cheaper an individual GSA sales becomes and the companies with federal contracts have the deepest relationships. (They get to sell while they perform services which can reduce sales cost to almost none in some cases.)
</p><p>About Richard White
<br><a href="http://www.fedmarket.com/l/federal_sales_training/richard_white_bio/?cid=1424965540-85832_36758&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Ad&utm_campaign=1424965540-85832_36758&email=bug-zephyr@mit.edu">Richard White</a> has 45 years of experience in federal contracting and has published three books on federal contracting:
</p><ul><li><a href="http://www.fedmarket.com/article/free_content/587?cid=1424965540-85832_36758&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Ad&utm_campaign=1424965540-85832_36758&email=bug-zephyr@mit.edu">ROLLING THE DICE IN DC How the Federal Sales Game is Really Played (2006)
</a></li><li><a href="http://www.fedmarket.com/article/free_content/588?cid=1424965540-85832_36758&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Ad&utm_campaign=1424965540-85832_36758&email=bug-zephyr@mit.edu">GSA SCHEDULES The Shortest Path to Federal Sales Dollars (2008)
</a></li><li><a href="http://www.fedmarket.com/article/free_content/1039?cid=1424965540-85832_36758&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Ad&utm_campaign=1424965540-85832_36758&email=bug-zephyr@mit.edu">CRACKING THE $500 BILLION FEDERAL MARKET The Small Business Guide to Federal Sales (2010)<br></a></li></ul>
<p>The three books are available for purchase through Amazon.com or complementary copies can be downloaded by clicking on the titles above.
</p><p>The books attempted to inform readers about how the federal sales game is played in the trenches. They present "how-to" information, the information is still relevant, not much has changed in government contracting over the years.
</p><p>Like the earlier books, this installment series is focused on selling services and complex hard goods, and software (selling commodities is a low priced crap-shoot).
</p><p><b>Series Installments:
</b></p><ol><li><a href="http://www.fedmarket.com/contractors/-The-Government-Has-All-of-the-Cards?cid=1424965540-85832_36758&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Ad&utm_campaign=1424965540-85832_36758&email=bug-zephyr@mit.edu">The Government Has All of the Cards</a>
</li><li><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-Contracting:-It-is-Not-as-Bad-as-It-Appears-?cid=1424965540-85832_36758&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Ad&utm_campaign=1424965540-85832_36758&email=bug-zephyr@mit.edu">It's Not as Bad as it Appears</a>
</li><li><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-Trying-to-Become-an-Insider-by-Cold-Calling-is-Expensive?cid=1424965540-85832_36758&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Ad&utm_campaign=1424965540-85832_36758&email=bug-zephyr@mit.edu">Trying to Become an Insider by Cold Calling is Expensive</a>
</li><li><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-Insiders-Use-Their-Contracts-to-Sell-to-More-Customers-?cid=1424965540-85832_36758&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Ad&utm_campaign=1424965540-85832_36758&email=bug-zephyr@mit.edu">Insiders Use Their Contracts to Sell to More Customers</a>
</li><li><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-Becoming-an-Insider-Costs-Time-and-Money?cid=1424965540-85832_36758&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Ad&utm_campaign=1424965540-85832_36758&email=bug-zephyr@mit.edu">Becoming an Insider Costs Time and Money</a>
</li><li><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-Public-Bids?cid=1424965540-85832_36758&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Ad&utm_campaign=1424965540-85832_36758&email=bug-zephyr@mit.edu">Public Bids</a>
</li><li><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-Incumbent-Contractors-Win-Repeating-Contracts?cid=1424965540-85832_36758&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Ad&utm_campaign=1424965540-85832_36758&email=bug-zephyr@mit.edu">Incumbent Contractors Win Repeating Contracts</a>
</li><li><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-Multiple-Award-Contracts,-the-Tidal-Wave-of-the-Future?cid=1424965540-85832_36758&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Ad&utm_campaign=1424965540-85832_36758&email=bug-zephyr@mit.edu">Multiple Award Contracts, the Tidal Wave of the Future</a>
</li><li><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-How-Big-and-Important-are-MACs%3F?cid=1424965540-85832_36758&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Ad&utm_campaign=1424965540-85832_36758&email=bug-zephyr@mit.edu">How Big and Important are MACs?</a>
</li><li><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-The-Biggest-and-Most-Sought-After-MAC?cid=1424965540-85832_36758&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Ad&utm_campaign=1424965540-85832_36758&email=bug-zephyr@mit.edu">GSA Schedules: The Biggest and Most Sought After MAC</a>
</li><li> GSA Schedules are Expensive to Get and Not for Everyone
</li><li> The Subcontracting Channel
</li><li> Conclusion <br></li></ol><b></b><p align="center"><a href="http://www.fedmarket.com?cid=1424965540-85832_36758&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Ad&utm_campaign=1424965540-85832_36758&email=bug-zephyr@mit.edu">Fedmarket</a> <br>(888) 661-4094, Ext.2.</p>
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