Here are the topics covered:

1. Identify the customer
2. Analyze the current and future needs
3. How to choose the right tools
4. Discuss solution oriented proposals
5. Understand marketing pitfalls

• According to the FAR 4.11, prospective vendors must be registered in CCR prior to the award of a contract; basic agreement, basic ordering agreement, or blanket purchase agreement.
• According to FAR 52.204-7, to register in CCR, a firm must have a Data Universal Numbering System (DUNS) number. The DUNS Number is assigned by Dun & Bradstreet, Inc. (D&B) to identify unique business entities.

These are very true, and without registering your Company with CCR, you can kiss federal contracts goodbye. But this can be a challenge. Especially in the “Goods/Services” section, where acronyms are cited, and you probably dont have a clue where to even begin. Below you will find links to the best resources I have come across (as of early 2012):

NAICS Code Search - http://www.naics.com/searchresultsnew.php

PCS Code Full List Download - http://www.fpdsng.com/downloads/psc_data_Oct012011.xls

FSC Full List - http://www.dispositionservices.dla.mil/asset/fsclist.html

We have had to adjust and adapt to the ever-changing GSA requirements, with a longer review process and more stringent initial reviews. And, we can still say that we offer an affordable and superior solution for any company looking to get on a GSA Schedule.

Recently, I came across a tool that helps to unearth improvement centers in the area of Time Management. When you know how to manage your time you gain control. Rather than busily working here, there, and everywhere (and not getting much done anywhere), effective time management helps you to choose what to work on and when.

The MindTools interactive Time Management Quiz will help you identify the aspects of time management that you need most help with. The results will point you to the specific tools you need to use to gain control of your time, and start working efficiently.

How Good is Your Time Management?

The quiz will take your answers and rank you on 5 core Time Management categories: Goal Setting, Prioritization, Managing Interruptions, Procrastination and Scheduling. Whether you are in a large company or an entrepreneur, this quiz will give you a brutally honest assessment, and some tips on how to overcome your shortfalls in the area of Time Management.

Image: digitalart / FreeDigitalPhotos.net

• e-Offer Setup
• Cover Letter
• Commercial Price List
• Labor Category Descriptions
• GSA Pricing Spreadsheet
• CSP Document
• Summary of Offer
• Small Business Subcontracting Plan
• Wage Determinations
• SCA Matrix
• Agent Authorization Letter
• Open Ratings Report
• Pathway to Success
• Financial Documents
• CCR Record
• ORCA Record
• Section I – Admin./Contract Data
• Section II – Technical Proposal
• Section III - Price Proposal
• GSA E-Offer submission for Client
• Clarifications -Revise and generate any documents required in clarifications or rejection
• Negotiations -Prepare for and represent alongside client during pricing negotiations
• Final Proposal Document -Draft document to complete award process
• Text File Generation
• GSA Advantage! upload - Using SIP software
• GSA E-Buy registration - Establish account & usage training
• Press Release & GSA-specific website copy – after GSA Contract is awarded

If you have any questions, we are here for you: (760) 550-9320.

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Image: Salvatore Vuono / FreeDigitalPhotos.net

Contracting Mechanism: GSA Contract is Usually the Easiest

Establishing a contracting mechanism breaks down so many barriers for federal buyers. Their job becomes much easier when working with a GSA Contractor because there is much less paperwork. It is all about creating the path of least resistance, and getting onto a GSA Schedule for your products or services will give your company a competitive advantage.

Search out Federal Bids

You must put in the time to find the projects or orders, I recommend using a service like BidSpeed to automate as much as possible. Go after projects that are expiring and coming up for renewal. It is true that many RFQ’s out there are already highly influenced by one company, and it may not even be worth your time to go after those, so look for signs that you are fighting a losing battle and save your time and resources by not going after those projects. Pre-solicitations, and Requests For Information (RFI’s) are great ways to get to a customer early, before they have even drafted an RFQ.

Offer Competitive Prices, and a Solid Value

It seems obvious, but prices are by far the most important part of any proposal you hand in. Try to establish strategic partnerships with manufacturers and dealers where you get a better discount through GSA Contract orders. This is where your negotiating skills can really translate to success as a federal contractor.

Value-Add

Listen intently to federal buyers and offer solutions and value-additions in your proposal. If you are an expert in your field, then it shouldn’t be too challenging to find solutions to the problems an end-user are trying to solve. However, if you want to win, try to find problems that they don’t know exist, and solve those as well. The challenge is to try to do this while still offering a highly competitive price.

Company Website

Many federal contractors do not have websites, and I think they lose as a result. I believe that most federal buyers use the web as their primary resource to investigate an unknown company. Make sure your website has a ‘Government’ section where you offer direct information about your government services.

Network and Follow-up to Keep Relationships Alive

Strategically select networking events and conferences around your industry, and attend them regularly. Be friendly with everyone, get their business card, and connect with them socially (LinkedIn, Facebook, Twitter, etc.). This will keep the relationship alive without a massive effort on your part.

Learn From Your Losses

Request a debriefing when you don’t win a contract. This way you will know if you lost because of price, or if your solution didn’t meet their needs. Either way, you need to know your weaknesses and improve them.

Don’t be Lazy

There is no such thing as an easy path into winning federal contracts. It takes time, money and focused learning to establish a contracting mechanism and/or win contracts. You will be approached by many offering an easy way in, but there are many predators. If a company promises you the world, then that should raise a flag that they are selling magic beanstalks.

Image: scottchan / FreeDigitalPhotos.net

I have been using Evernote for a few years now, but only recently has the impact of how useful this application can be really struck.

What is Evernote?

Evernote makes it easy to remember things big and small from your everyday life using your computer, phone, tablet and the web. You can upload and index notes, web pages, photos, voice memos, pictures, etc. Also, with Evernote, all of your notes, web clips, files and images are made available on every device and computer you use.

Evernote and Government Contracting

In the complicated and overwhelming world of government contracting, Evernote can act as an extension of your brain. for example, you can upload an RFQ and create a note specifically for that project. Notes can be shared, so others can also collaborate with your RFQ note. Emails can also be uploaded into Evernote as well, so every shred of documentation can be held in one place.

After the proposal is submitted, it is common for months to go by before hearing back from the Contracting Officer with questions. When they do call, you will have access to the note on your phone, computer, iPad, or whatever device is in your pocket. The search feature makes it very easy to quickly isolate the note you need, when you need it. Even if you are out of internet range, Evernote keeps your past notes on-hand, so you will be able to quickly access the proposal and speak intelligently about it to the Contracting Officer about your proposal.

There are many add-ons to Evernote to make it even more moldable to your daily life and your business processes. To learn more about Evernote, Click Here.

Most of my customers have researched acquiring a GSA Contract themselves, and some have even tried unsuccessfully several times. Any GSA Contract consultant worth their salt will go out of their way to make sure you understand the major terms of the contract, and have access to the solicitation. There are plenty of predatory companies out there in this industry, which makes the do-it-yourself approach more appetizing.

However, some companies just operate better by focusing on their core competencies and letting an expert handle the GSA Contract acquisition and administration for them. Administering a GSA Contract is a full-time job, and keeping up on the intricacies of your industry may be a handful.

You trust a CPA to do your taxes, and you are on the hook if they are wrong. Similarly, every GSA Contract holder must understand that they are responsible for keeping compliant to the terms, conditions and negotiated prices of their GSA Contract. Again, if you have a bad feeling about your consultant it may be time for a change. Especially if you feel they are being secretive or annoyed when you ask questions about your GSA Contract.

PTAC offices can be helpful with marketing services, but I have not come across much help in the realm of GSA Contract acquisition and administration (just in my experience, I could be wrong). They can get you onto an RFQ notification system for some descent local leads, and this service is often free.

Many small businesses are involved in federal contracting, and for some it is their livelihood. One of the most prevalent complaints I have hgeard in talking to Small Business owners across the country is that the government does not pay quickly enough. This has turned off many from pursuing federal business.

Imagine you win a governemnt contract, work for 6 months to complete the work, then wait the 30 days for payment. This is how it generally works, and small businesses are forced to put up their own capital and do not see a return for months. This economy has made that even more risky for small businesses. As you can imagine, a small business waiting to get paid by the government can be a stretch to their finances. Often times payroll and accounts payable are in competition with each other. As helpful as a large federal project can be, the company is forced to dip into savings to finance the labor and materials. So, when 30 days come and go, small businesses are vulnerable.

Another topic Obama addressed was the issue of late payments and he outlined some general ideas on how the government will solve this problem. It is actually pretty normal for the government to pay late, and this is because of the over-complicated invoicing procedures. So, it is music to small businesses ears to hear that this will become automated and web-driven. Many will be sure to follow this closely as Obama unveils his American Jobs Act, and specifically how Small Businesses will get paid faster.

What happens if the GSA Report card has bad marks?

These questions are answered in detail on the following page of our website:

http://www.gsascheduleservices.com/customer-center/contractor-assistance-visit