Unless you fully grasp your buyer , and their motivations, then you may struggle to sale to them. This holds true in the federal market. Contracting Officers and Procurement Specialists follow the greatest rulebook ever when it comes to procurement guidelines. There is seriously so much “Red Tape” that I am now amazed that the government even spends money as fast as they do. This is done because of clever pass-throughs like GSA Contracts and other Multiple Award Schedule options. These contract systems assure that guidelines are met, while steering clear of redundancy in the procurement process.
it really is pretty easy to convince a company that a GSA Contract would benefit them in the federal market, however how is the federal buyer convinced to make use of a GSA Contractor to purchase their goods or services? Well, the GSA blog recently wrested with this question. Not only is this an chance for me to “nerd out” on federal acquisition regulation, but it really is also a GREAT resource for Government Contractors to learn about the major obstacles that a GSA Contract shatter for federal buyers. If a Contractor can converse intelligently on how their solution will make their potential consumers life easier, they are half way to the sale. And, if a Government Contractor can cite tough FAR regulations that their solution will fulfill, then the CO may well just love them enough to award in their favor.
The following is a rundown of the GSA Blog below, and the actual post can be found HERE.
12 reasons to use GSA Schedules:
1. Streamlined acquisition processes
2. No requirement to synopsize
3. Socioeconomic determinations are made at the contract level
4. Small Business set-asides are allowable at the discretion of the ordering activity contracting officer
5. Easy handling of the “rule of two” prescribed in FAR Part 19
6. Subcontracting plans are issued and administered at the contract level
7. GSA performs the contractor responsibility determination IAW FAR Part 9 at the contract level
8. Conducting a cost and price analysis as prescribed in FAR Subpart 15.4 is not required
9. Additional discounts off of the already fair and reasonable pricing is permitted and encouraged at the order level
10. The FAR Part 15 debriefing requirement does not apply to orders
11. Use of GSA Schedules is considered a competitive procedure in accordance with FAR 6.102(d)(3)).
12. Over 28 million products and services on GSA Contracts