The good news
is the government still needs all the products and services they’ve always
purchased. The bad news is how they are buying is
changing, especially on GSA Schedules. If you are not totally aware of
everything that is going on, you may be severely handicapped in how you sell to
Uncle Sam. Worst case scenario- you could lose your ability to sell to the feds.
The next several months will be crucial for your business!
If you sell
via GSA, do you know GSA recently announced the intention of cleaning up the
outdated and oversaturated GSA Multiple Award Schedules program? GSA’s goal is to move to a “Demand Based
Model” that would maximize the use of GSA’s limited internal resources.
According to
GSA memos and information from other sources, these are the pending changes
which may be coming to the GSA Schedules:
1. Ending contracts that are not meeting
minimum sales criteria (contracts with vendors that are not performing on specific Schedules)
2. Deleting
some outdated Special Item Numbers (SINs) and/or entire Schedules
3. Closing
overpopulated GSA Schedules to new offers for annual periods of time.
While each of these may be valid, they impact
the current landscape in a big way.
Add to this the current and upcoming Federal Strategic Sourcing BPAs (Schedule 75 and others), and there truly major shift in progress.
Understanding what the issues are is
the beginning of developing ways to ensure you maintain more of your government
accounts than your competition.
I am looking for up to 8 companies that
sell products to the government to advise and work with between now and the end of
the year to ensure each company understands the issues and are fully prepared to succeed
despite the changes.
If you’d like to see the complete details for this five
month program, let me know & I will send them ASAP.
Absolutely the
best-
Mark Amtower
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