Jun - July 2008   Volume 4, Issue 3

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With summer here, we are reminded that the federal fourth quarter buying season is upon us.

September 30 marks the end of the federal government's 2008 fiscal year (FY) and federal contractors should take steps to obtain as much of the year end money as possible. For those companies whose commercial sales may lag in the summer months this can be the perfect time to focus on federal sales, as federal agencies continue to have the need to spend the rest of their budgets in order to risk the loss of existing funds or the future downsizing of their budgets.

One of the greatest challenges for agencies associated with spending Q4 funds is that the procurement process must be simple and fast. During this time agencies are looking to existing contracts, GWACs and BPAs, in order to facilitate the quick purchase. For this reason, the GSA Multiple Award Schedules are always a likely candidate. The GSA Schedule contract vehicle can cut down the procurement process considerably and is fairly easy for agencies to use.

So, what should you do to increase your GSA Schedule 4th Quarter sales?

• Start Early
  
  Many Agencies start their planning prior to September, so start gearing up your marketing campaign now to avoid the end of the year rush and panic. Use the summer months to work closely with staff to create proactive marketing plans to ensure that you have appropriately marketed your services/products in such a way that the government will seriously consider your company when determining final spending decisions.
   
• Keep Your GSA Contract Current and Compliant
  
  It is imperative that your GSA Schedule is up-to-date with all of the services/products that you offer. Make sure that new services/products are added, old ones are deleted and that you have applied for your appropriate annual price escalations. Out-of-date products and pricing will make it difficult for both you and your customers.

 
• Make Sure You Are Registered on GSA Advantage! and E-Buy
  In order for government agencies to find contractors that have the services/products they wish to purchase in Q4 they may look to the online ordering systems set up by GSA. It is crucial to have your current pricelist loaded on GSA Advantage! for viewing and searches. This will also register you with E-Buy so that you can see all the available RFQs released to the GSA Schedule(s) that you hold.
   
• Contact Current and Past Clients
  
  A primary part of your proactive marketing plan should be getting in contact with current and past clients to find out if they have year end money and requirements for which you are qualified. Repeat clients account for much of Q4 money spent. It is faster to sell to a customer who is familiar with your products/work than it is to find and convince new customers of your value.
   
• Offer Promotions to GSA Schedule Users
  
  Although the purchases off a GSA Schedule can be made using "best value" justification rather than a best price, government purchasers are always going to be concerned with the bottom line. For GSA Schedule product holders, Q4 is a great time of year to run year end promotions or discounts to encourage agencies to spend their money with you.
   
• Be Mindful of the Micro-Purchase Threshold Sales
  Purchases under the $3,000 micro-purchase threshold are the easiest for federal buyers to make. Be sure you have the ability to accept the government purchase card in order to close orders that are below the micro-purchase threshold and even the $100,000 Simplified Acquisition Threshold. Credit cards purchases under these thresholds can be accomplished with far less paperwork and administration.
   
• Don't Be Afraid to Start Small
  
  Some agencies during Q4 may only have a minimal amount of cash left to spend on projects smaller than you may be used to. Don't walk away from business because it seems too small. This can be a great way to gain entrance for your company to a particular agency or office with which you have not previously worked. In this way you position yourself for larger contracts in the future.

As is always the case with your GSA contract, you should be vigilant; making sure your contract and marketing efforts are up-to-date. But now more than ever, you and your team should take the steps to be sure you are fully prepared for the coming fall harvest in Q4 of FY 2008.




 

On June 25, 2008, the President nominated Mr. Jim Williams as the next GSA Administrator. Mr. Williams, currently commissioner of GSA's Federal Acquisition Service, would replace acting administrator, Deputy Administrator David Bibb, who stepped in after Lurita Doan abruptly resigned in late April at the White House's urging. Mr. Bibb has announced his retirement effective September 1, 2008.

Because Mr. Williams, a career federal employee, has not been named acting administrator, he must be confirmed prior to assuming the position. This raises questions about the ability to obtain a Senate confirmation in a timely fashion, and his willingness to leave a career position for an appointed one that may not continue after a change in the administration this January.

Supporters of the nomination feel Williams is as qualified and competent as Bibb and see potential in his ability to make positive changes in the agency. Mr. Williams has already stressed his desire for a GSA that is more client-focused and easier to navigate, and looks to win back the agencies that have abandoned the GSA procurement process.

Keep us in mind for help with your government contracts.

1401 14th Street, NW
Third Floor
Washington, DC 20005

202-234-8933 phone
202-234-8935 fax
global@globalservicesinc.com
www.globalservicesinc.com 
 

Newsflash

Client Corner

August 4, 2008
Washington, DC Chapter of SCORE presents "Business Development in the Federal Sector." This course is from 9:00 AM to Noon. Please contact SCORE at www.scoredc.org or 202-272-0390.

August 8, 2008
Washington, DC Chapter of SCORE presents "GSA Schedules 101." This course is from 9:00 AM to Noon. Please contact SCORE at www.scoredc.org or 202-272-0390.

September 19, 2008
Washington, DC Chapter of SCORE presents "Preparing a Winning Federal Proposal." This course is from 9:00 AM to Noon. Please contact SCORE at www.scoredc.org or 202-272-0390.

September 18, 2008
Global Services presents our GSA Schedule Post-Award Training Seminar: "Staying Compliant and Making Your GSA Contract Work" This course is from 9:30 AM to 1:00 PM and will be held in our offices at 1401 14th, Street, NW, Third Floor, Washington, DC, 20005. Please click here to register or call 202-234-8933. Space is extremely limited, so register today.

October 10, 2008
Washington, DC Chapter of SCORE presents "Business Development in the Federal Sector." This course is from 9:00 AM to Noon. Please contact SCORE at www.scoredc.org or 202-272-0390.

November 7, 2008
Washington, DC Chapter of SCORE presents "GSA Schedules 101." This course is from 9:00 AM to Noon. Please contact SCORE at www.scoredc.org or 202-272-0390.

December 4, 2008
Global Services presents our GSA Schedule Post-Award Training Seminar: "Staying Compliant and Making Your GSA Contract Work" This course is from 9:30 AM to 1:00 PM and will be held in our offices at 1401 14th, Street, NW, Third Floor, Washington, DC, 20005. Please click here to register or call 202-234-8933. Space is extremely limited, so register today.

December 5, 2008
Washington, DC Chapter of SCORE presents "Preparing a Winning Federal Proposal," This course is from 9:00 AM to Noon. Please contact SCORE at www.scoredc.org or 202-272-0390.

 

www.globalservicesinc.com