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Tags Archives: government market

IT-70 Prepares For a New Addition With the Creation of a Cyber Security SIN

Source: Winvale – GSA Schedule Blog

10 Important Facts About the New Health IT SIN

Source: Winvale – GSA Schedule Blog

Everything You Need to Know About the HCaTS Contract Vehicle

Source: Winvale – GSA Schedule Blog

Disaster Purchasing Program Amplifies Target Markets

Money-PersonThe General Services Administration (GSA) has authorized the expansion of the State and Local Disaster Purchasing program. This expansion will include state and local access to Federal Supply Schedules for the purposes of disaster preparation and response. GSA Contractors will be able to reap benefits from the Disaster Purchasing Program due to purchases being limited to GSA Schedule contracts only. Therefore, state and local governments will be looking to purchase products and services from suppliers under the Disaster Purchasing Program and will only be allowed to engage GSA Schedule contractors in their sales agreements. GSA Schedule contractors who previously declined participation in this program will need to make modifications to their GSA Schedule contracts to accept orders from the state and local governments. Any other contractors without GSA Schedules must obtain a GSA Schedule to participate in the Disaster Purchasing Program. This new authorization within the Disaster Purchasing Program will amplify the target market of those who choose to participate.

Once a GSA Schedule contractor becomes a participant in the Disaster Purchasing program, acceptance of orders from state and local governments is voluntary. GSA Schedule contractors may choose to decline an order for any reason, within reasonable periods of time.

Obtaining a new or modifying a current GSA Schedule to participate in the Disaster Purchasing Program will increase the sales possibilities of government contractors. The products and services needed to combat disasters are vast and require assistance from all industries. Professional expertise in GSA Schedule management will allow for desirable outcomes in pricing, contract terms, government requirements, and GSA sales.

To learn more about how to capitalize on the benefits and opportunities of taking part in GSA’s State and Local Disaster Purchasing program, check out this blog.

International Companies can Achieve GSA Success in the Government Market

BusinesswomanThe United States Federal Government is the largest buyer in the world. Last year alone, they spent $2.5 trillion. Of that, more than $37 billion was spent through General Services Administration (GSA) Schedules, the number one contracting vehicle for selling products and services to the Federal Government. Achieving GSA success is possible by utilizing GSA’s Multiple Awards Schedule Program. There are several GSA success areas that are imperative for international companies to be successful.

Key Steps for GSA Success

  • Understanding the U.S. Government: Maintaining and building relationships are crucial to success. People buy from people they know, trust and like. In order to generate a sale, international companies should understand and use this simple formula: Need + Funding + Contract= Sale.
  • Legal Compliance: International companies must be determined responsible by passing an established set of government contractor criteria.
  • Identifying Government Needs: Research several governmental databases such as FBO.Gov and FPDS.Gov to find attractive government prospects for your company.
  • Accessing Contract Vehicles & Teaming Partners: Find preferred contract vehicles to sell through and appropriate partners that will bring value to your company.
  • Marketing & Business Development Basics: Identify and establish your government brand, find early stage opportunities, and understand the importance of technology.

International companies have a tremendous opportunity to compete and thrive in the U.S. Market. This isn’t to say GSA success will come overnight; a company’s success depends on their understanding of the U.S. government market and their ability to execute a refined public sector sales strategy.

To learn more about GSA success for international companies, register to join Silicon Viking’s upcoming webinar on September 19th at 11:00 a.m. ET.

Steering Clear of Dead-End Departments

dead end IRM/IABetween February 4 and March 22, 2013, the Office of Inspector General (OIG) carried out an investigation of the Bureau of Information Resource Management, Office of Information Assurance (IRM/IA) in response to the Bureau’s request for an additional deputy position and the creation of a fourth division. This bureau was originally created to address the information security requirements outlined in Title III of the E-Government Act of 2002.

The investigation revealed a number of problems with the functionality of the bureau, including major overlaps between IRM/IA and other Department of State offices, as well as a lack of a departmental mission statement. Although the IRM/IA is supposed to oversee the State Department’s cyber-security program, the majority of the bureau’s work is done by IRM departments within other agencies. This being said, OIG has determined that the bureau is not fulfilling its originally outlined responsibilities.

The investigation provided a thorough list of solutions such as requiring a thorough assessment to identify exact overlap between other state departments and IRM/IA, and implementing a mission statement that includes a structured layout of goals and priorities for the three existing divisions.

Don’t get stuck trying to sell to dead-end departments within the government. There are places where your products and services are needed. To get the most out of your GSA schedule, identify exactly where your business will be most sought after. If you have any questions about where your company will be most successful within the government market, contact us.

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