July  - Aug 2009   Volume 5, Issue 4

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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 Out-of-date products and pricing will make it difficult for both you and your customers.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 Ee-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 2009.
 

The HUBZone Program was once again thrust into the spotlight following the Office of Management and Budget's (OMB) request to all federal agencies to disregard a ruling by the Government Accountability Office (GAO) that essentially gives the HUBZone Program a preference over other socio-economic set aside programs; a request supported by the Small Business Administration (SBA).  According the Government Executive magazine:

"The GAO decisions -- issued in favor of two HUBZone companies, Mission Critical Solutions and International Program Group Inc. -- cite the Federal Acquisition Regulation in stating that agencies must contract with HUBZone companies when certain criteria are met, essentially creating a preference for contracting with HUBZone companies rather than other groups, such as firms owned by socially or economically disadvantaged individuals, or service-disabled veterans." (Government Executive, July 13, 2009).

This decision seems to set a priority or a preference for the HUBZone Program over other socioeconomic programs that the OMB and the SBA say is not the intent of the law and can cause harm to the other set-aside programs.

According to Government Executive magazine, the OMB Director Peter Orszag is asking federal agencies to not use the GAO ruling until a further executive branch legal review is conducted.

"Federal agencies should not, as a result of the GAO's decisions, be compelled to prioritize HUBZone small businesses over 8(a) BD or SDVOSBs," Orszag wrote. "Instead, until the legal review is completed, federal agencies should continue to give active consideration to each small business program pursuant to their pre-existing contracting practices and 'parity' policies." (Government Executive, July 13, 2009).

Until the outcome of the OMB’s legal review, the final impact on the HUBZone Program and the set-aside programs administered by SBA remains unknown.  See the entire Government Executive article here.

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

Constellation I will be for offerors who can perform the basic technical requirement of the contract, and Constellation II will be for offerors who possess specific credentials (ISO 9001:2000, ISO 9001:2008, CMMI II – DEV, or CMMI II SVC).  The functional areas are divided along four NAICS codes: 

FA1: NAICS 541511 – Custom Computer Programming Services

FA2: NAICS 541512 – Computer Systems Design Services

FA3: NAICS 541513 – Computer Facilities Management Services

FA4: NAICS 541519 – Other Computer Related Services

Offerors can choose to submit based on their ability to meet the scope of the functional areas.  Interested bidders can download the solicitation and related information at www.fbo.gov under RFP No. QTA609MCA0010. 

 Please contact us if you need assistance with the proposal development. 

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Check out her blog on www.sell2usgov.com, download some free papers at www.summitinsight.com/tools.htm, and even an instant video lesson on free market research click here. 

August 11, 2009
Global Services hosts The American Small Business Coalition's Washington DC Business Over Breakfast from 8:00am – 9:30am.  This networking event is held at Busboys & Poets at 5^th and K.  It is open to the public.  Click here to register.

August 28, 2009
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 10, 2009
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.

September, 11, 2009
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.

October 16, 2009
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.

November 13, 2009
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 20, 2009
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.

www.globalservicesinc.com