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July - Aug 2010 Volume 6, 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 2010 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 strive to spend the rest of their budgets in order to avoid the risk of losing existing funds or the downsizing of their future budgets. Recently, Washington Technology reported that outside researchers estimate the Government has approximately $114 billion left in its coffers to spend this year. 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, IDIQs, 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 Out-of-date products and pricing will make it difficult for both you and your customers.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 typical $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 2010.
In an effort to increase small business contracting opportunities, in April 2010, President Obama signed an Executive Order establishing the Interagency Task Force on Veterans Small Business Development and the Interagency Task Force on Federal Opportunities for Small Business. These organizations have been tasked with improving procurement methods to ensure more small business participation in federal contracting. Building on this commitment, the Administration recently finalized acquisition rules to clarify that a contracting officer can award a sole-source contract to a service-disabled, veteran-owned small business (SDVOSB), even if there is more than one company that can perform the work. This rule, that goes into effect on August 2, 2010, indicates that the contracting officer can make the sole-source award to an SDVOSB, as long as the officer expects to receive no bids from another SDVOSB. This strengthens the sole-source provision offered to SDVOSBs under previous federal regulations.
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Newsflash |
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GSA Names New FAS Commissioner In early July 2010, the General Services Administration announced that Mr. Steve Kempf is the new Federal Acquisition Service (FAS) commissioner. Mr. Kempf has served as acting FAS commissioner since April, following the retirement of previous FAS commissioner, Mr. Jim Williams. According to Washington Technology reports, “Mr. Kempf joined GSA in 1992. He began as a marketing coordinator for GSA’s Office of Technology Assistance and the Center for Federal Systems Integration and Management.” In addition, “Mr. Jon Jordan is the new deputy FAS commissioner. He has worked in GSA and FAS’ budget programs for more than 36 years.” GSA Touts Alliant Success According to Federal Computer Week, the General Services Administration’s (GSA) Alliant information technology government-wide acquisition contract (GWAC) reached a milestone in June, with its task and delivery orders topping $1 billion. GSA data indicates that the agency made 52 awards on its Alliant GWAC between May 1, 2009, and July 1, 2010, with an estimated value of $1.084 billion. |
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Update |
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Big Promises for VOB and SDVOSB Firms Seeking the VA T4 Contract Many information technology (IT) companies are gearing up for the Department of Veteran Affairs’ upcoming Transformation Twenty One Total Technology (T4) contract that will provide wide-ranging IT services to the Department. T4 is an estimated $12 billion contract vehicle, that according to the VA will be awarded 15 companies and of those 15, seven will be awarded to small veteran-owned firms (4 reserved for SDVOB and 3 reserved for VOB). In addition, the VA has indicated that large businesses awarded the T4 contract will have aggressive set-aside goals for veteran-owned businesses. The news about the T4 contract’s efforts to increase VOB and SDVOB participation supports the larger strategy at VA to increase veteran-owned business participation in its procurement efforts. |
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August 27, 2010
September 14, 2010
September 16,
2010
September 17,
2010 October 12, 2010: Global Services hosts The American Small Business Coalitions Washington DC Business Over Breakfast from 7:30-9:00am. This networking event is held at The City Club of Washington at Franklin Square. It is open to the public. Click here to register.
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