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Deciding if Government Contracting
is a Right for You.
Every business is faced
with decisions that effect business direction just about
every day of the week. Capturing lucrative government contracts
can have a significant impact in determining a company's
profitability, growth, and future. However, based on our
experience, some company's are much more successful than
others in capturing government business and flourishing
utilizing this market segment. When looking at offering
products or services to the government, there are several
vital questions that should be addressed prior to entering
the market;
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- Does my company
have products and/or services that are in demand
by the government?
- Has your company
developed a “Plan for Success”, or retained
a firm that can aid you in developing a plan to
enter and succeed in the government sales market?
- Typically, the
level of success in the government sales market
can be attributed to the level of commitment by
the company to serve this type of business.
Does your company possess the level of commitment
it requires to service government customers and
maintain long term government contracts?
- For GSA Contracts,
the onus rests with the contractor to provide on-going
sales and marketing efforts to promote the products
and services of your company to government agencies.
Does your “Plan for Success” include
ongoing sales efforts? Or, have you retained a third
party source to assist you in providing sales and
marketing services?
- Typically, start-up
firms that have limited commercial sales have a
much more difficult time capturing government sales.
Conversely, we find that commercial entities that
are established and provide significant commercial
sales, do much better overall in the government
market. Does your “Plan for Success”
include commercial sales as well as government sales?
- Many companies
looking to enter the government market, do so by
securing a GSA contract. However, have no
operational plan once the contract is awarded.
Does your company have a plan to market and grow
within the government contract arena?
- Following GSA
contract award, there are several marketing requirements
laid out in the contract, such as inclusion of your
products and services onto GSA Advantage and submission
of a Contract Price List. These areas can
be instrumental in the success of your products.
Does your planning include Submission of your products
to GSA Advantage or DOD E-Mall?
- GSA contracts
have Economic Price Adjustment Clauses in them that
allow companies to raise their contract pricing
due to market increases. This is conducted
through a contract modification process. Through
this same process, your company can add, delete,
and modify product selections, as well as administrative
information. Does your company have internal
staff that are knowledgeable of this process and
that can negotiate on your behalf? If not,
have you secured an outside source to do so?
- If you are thinking
about offering products under a GSA Multiple Awards
Contract, there are requirements surrounding the
country of origin of your products. As such,
you have to be aware of these requirements as the
GSA will not allow products that are not manufactured
in the United States or Designated Countries.
Have you evaluated your program to determine eligibility
in this area?
- To the inexperienced,
developing a compliant offering for a GSA contract
can not only be a monumental task, but can extend
the time of evaluation and award to over a year.
Conversely, using an experienced firm can result
in the development of an accurate and complete package
that not only meets the government requirements,
but is designed to meet your company’s requirements
for profit as well. Has your company made
arrangement to have someone with expertise and experience
develop your GSA offering?
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The Breen Consulting Group is very experienced
in the developing government sales programs and developing
GSA contract offerings for companies with products and services
that meet the needs of the government. For our clients,
we offer a program that develops and completes and submits
a compliant offer to the GSA within 7 days.
Additionally, we several programs that allow our client
base to grow and succeed through outsourcing in specialty
areas, to include:
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- Marketing Sales Representation Assistance
- Government Market Research
- Contract Administration
- Additional Contract Attainment
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