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Sales Success in the Federal Market
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Do We Qualify?
Does My Firm Qualify for a GSA Schedule?
To be considered for a schedule, a company will be evaluated against a range of criteria having to do with the Government's need for the firm's products or services, financial stability, responsiveness and past performance with other clients, ethics and responsibility, and the firm's willingness to make the Government its most favored customer. There are scores of different Schedules, and some may have slightly different criteria, but consider the following before applying for a Schedule:
 Have you already sold your product or service in the commercial marketplace?Would you be willing to make the Federal Government your Most Favored Customer (provide your best discounts)?Does your firm have at least 6 customer references (some schedules require less)?Can you document past sales practices through product or labor rate sheets, proposals, internal pricing policies or similar documentation?Is the firm financially able to support task orders should the Government approve your Schedule proposal?For service firms, do you have written job descriptions, quality control plans, and employment and compensation policies?For resellers, can you obtain a letter from manufacturers authorizing you to sell their products? Is management committed to marketing to the Federal government?Has your firm or its principals been disbarred from doing business with the Federal government or, within the last three years, had a criminal or civil judgment against it with regard to Federal, state, or local government contracting?If you answered yes to all but the last question, then your firm can likely be awarded a schedule. To apply, a firm must decide which Schedule and Special Item Number(s) is most appropriate for their product or service, download the appropriate solicitation package, complete all forms, terms and conditions, and supply all requested supporting information in the manner prescribed. After submitting the proposal, be prepared to answer clarifying questions from a GSA Contracting Officer, supply additional information, and negotiate and submit your final offer. When your contract is awarded, you can then start marketing under your schedule.
If you are still uncertain about whether or not you qualify for a schedule, please call us toll free at 866-291-5238, ext. 5 and we will happily discuss this with you.
Go to Step 3 -
Learn about Client Dimensions Innovative Schedule Services - click here.
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