GSA and TXMAS Contracts are purchasing vehicles that allow federal, state, and local governments to purchase products and services from you — up to $1 Million per purchase order — without going through the bidding process. The average GSA contractor does over $2.7 Million and the average TXMAS contractor does over $700,000 per year through their contracts. This class is for companies in Texas that are currently thinking of getting into or growing their existing government sales. This class includes:

What Are GSA and TXMAS Contracts?

• The barriers to entry in the government marketplace
• Trends in government spending
• Understanding the potential

Why Will My Company Benefit from a GSA or TXMAS Contract?

• How to analyze your company to determine if you can be successful with GSA contracts
• Understanding how the average company with a GSA contract sells over $2.7 million per year through the program
• Find out if the competitors in your industry are successful selling to the government with these contracts
• Find the companies that have a contract, find out how much they are selling, and find out who they are selling to.

Who Buys from GSA and TXMAS Contracts?

• Obtain a list of government agencies currently purchasing directly through companies with GSA and TXMAS contracts
• Learn how Disaster Recovery and stimulus purchasing takes place through these contracts

How Do I Get a Contract?

• Required registrations
• Pricing, labor rates, and other considerations
• The contract submission, negotiation and award process
• Decide if you should do it yourself, attend a workshop, or hire a consultant

How do I Market and Sell to The Government Under a Contract?

• Introduction to Sales and Marketing for GSA and TXMAS contracts

Upcoming Classes

Class	Date	Location	Schedule
Intro to GSA/TXMAS Contracts	April 19th	ONLINE WEBINAR	11:00-1:00 Central Time - Online Webinar

Cost:

Seminar cost is $125 and comes with a resources kit-  See below for registration/payment information.

What others have to say:

“In 2008, we decided that we wanted to be better positioned to work with the Department of Defense as well as other government agencies. With Base Realignment and Closure (BRAC), San Antonio economists were estimating that BRAC would generate an additional $8.3 billion in positive economic growth through 2011. Since this was clearly one of the largest economical development projects in our city’s history, Texas Creative made the decision to become a GSA and TXMAS Contact holder. After much research, it was clear that we needed experts to guide us through this process. When we contacted The 360 Company, it was apparent that they were the right firm. They guided us through every step of the process and were very attentive and offered sound advice and counsel. We are confident that we are in the right position to secure new business from the GSA since winning our contract. We can thank the 360 team for their help in getting us there.”

Camille Mandigo, Texas Creative

“I thought the presentation was very well put together.  It was nice to be able to use a book to follow along.  The trainer seemed very well versed in the GSA system and that helped when questions were needed to be answered.” – D. Fry, IFP

“The seminar was extreemly informative and helpful.” - C. Johnson, FCI

“You did a good job of getting the info out there and helping us to understand it.” – B. Payne, Gemini Mech.

“The speaker did an excellent job of presenting some very comprehensive information in an understandable way.  Thank you! I will keep in touch on my progress.” -K. McCarthy, Proc Dynamics

“Thanks for your presentation this morning.  I went into this seminar with a little trepidation about sitting in a useless, boring 3 hours of blather.  I was very pleasantly surprised and want to tell you that you do a great job.  You keep everyone engaged and provide good info.”  – D. Record, President, Cirrus Associates

What Are GSA Contracts?

• The barriers to entry in the government marketplace
• Trends in government spending
• Understanding the potential

Why Will My Company Benefit from a GSA Contract?

• How to analyze your company to determine if you can be successful with GSA contracts
• Understanding how the average company with a GSA contract sells over $2.7 million per year through the program
• Find out if the competitors in your industry are successful selling to the government with these contracts
• Find the companies that have a contract, find out how much they are selling, and find out who they are selling to.

Who Buys from GSA Contracts?

• Obtain a list of government agencies currently purchasing directly through companies with GSA contracts
• Learn how Disaster Recovery and stimulus purchasing takes place through these contracts

How Do I Get a Contract?

• Required registrations
• Pricing, labor rates, and other considerations
• The contract submission, negotiation and award process
• Decide if you should do it yourself, attend a workshop, or hire a consultant

How do I Market and Sell to The Government Under a Contract?

• Introduction to Sales and Marketing for GSA contracts

Free Class:

• This class specially scheduled class is free for the Month of April

Presentation

• Download a copy of the visual presentation here

What others have to say

“Thank you for that great seminar yesterday!  You did a fantastic job – I learned more in your two hours than I could have with weeks of independent researching. Thank you!” – C. Shuman, KEPCO+

“I thought the presentation was very well put together.  It was nice to be able to use a book to follow along.  The Instructor seemed very well versed in the GSA system and that helped when questions were needed to be answered.” – D. Fry, IFP

“The seminar was extreemly informative and helpful.” - C. Johnson, FCI

“You did a good job of getting the info out there and helping us understand it.” – B. Payne, Gemini Mech.

“I thought the Instructor did an excellent job of presenting some very comprehensive information in an understandable way.  Thank you! I will keep in touch on my progress.” - K. McCarthy, Proc Dynamics

“It was absolutely great listening to you and thank you for your professional presentation.” S. Andama

Register for an Upcoming Webinar:

Select the class you wish to register for.

If you have downloaded the several hundred page GSA Schedule Solicitation specific to your schedule, you are likely overwhelmed, confused, and stressed…and you haven’t even started responding to it. The process doesn’t have to be that complicated.

For full disclosure, I sell inexpensive GSA schedule proposal templates that consist of a set of office Word and Excel documents designed to walk you through the complicated GSA Schedule Proposal development process. Our GSA Schedule Proposal templates are customized to your specific GSA schedule and have instructions, examples, guidelines and more to assist you with your GSA Proposal writing.

When writing your GSA proposal, keep in mind that the average company will spend 300-400 man hours writing their GSA proposal. (companies utilizing our GSA proposal templates will usually put together their GSA proposal in a few days, saving them hundreds of hours). So, why does it take so long to complete the GSA Proposal? Keep in mind all of the things that you have to do when writing your GSA proposal. You have to:

• Complete the basic registrations (and make sure to include the minimum NAICS codes that are required for the SINs you are applying for.)
• Write a letter letter to send to your clients (so that they are sure to give you  high ratings on your past performance evaluation
• Develop a Small business subcontracting plan
• Complete the Vendor Response Document
• Write an Administrative Contract Data Cover Letter complete with attachments
• Write a Technical Proposal (kind of like a college term paper) complete with details of past projects
• Develop the price proposal including an excel spreadsheet complete with proposed pricing for Services, Products, Training Classes, Support Products (other direct costs) and more. The price proposal should be based on your commercial price list or based on commercial market pricing.
• Write a passage makeing your case if you are  not offering Most Favored Customer Pricing
• Provide your Uncompensated Overtime Policy
• Provide Letters of Supply and make sure that your products are Trade Agreements Compliant. You will also need to develop a letter to send to your suppliers helping them to understand the imporntance of providing you with this Letter of Supply.
• Present your Commercial Sales Practices in a format that the governmetn will understand.
• Write a Professional Compensation Plan
• Provide the GSA with information concerning your Labor Rates, the Service Contract Act,and  Davis-Bacon Wage Rates.
• Develop a proposal for Economic Price Adjustments
• And a lot more..

Sound confusing? Understandably so. It is a lot ot take in, even for seasoned government proposal writers. So I am going to make it easy for you. First, utilize our basic GSA proposal checklist to organize the GSA Proposal Writing process. Second, read the GSA solicitation. Read it from front to back, and back to front. Most GSA Schedule proposals are rejected because the company didn’t respond correctly or didn’t include all of the information that the GSA is requesting. This can be very time consuming to read through the solicitation, but keep in mind, this is potenitally a 20 year contract worth millions, or tens of millions of dollars to your company.

The third thing you can do to make GSA Proposal writing easier…you guessed it, ask for help from an expert! 360 GSA is just the company that can help.

If you are in the middle of the GSA Proposal Writing process and need assistance, give me a call. Feel free to contact me, Kacee Jackson, at 512-579-0033

If you need help with GSA proposal writing, there is inexpensive help, and yes….I am the guy that can help you. We can provide you with GSA proposal templates, or if you need more extensive help, we have GSA Proposal Express , a service to provide 1-on-1 help with GSA proposal writing. That service includes a kickoff meeting, the GSA proposal template, unlimited email and phone support, regularly scheduled meetings, a review of your proposal before you submit it to the GSA, attendance at our GSA sales and marketing webinar, a contract compliance binder, and a Sales and Marketing plan template.

Please fill out the form below for your no obligation company assessment.
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http://www.jordanusfta.com/documents/chap4.pdf

This analysis will help you answer the following questions:

• Should we enter the government market?
• Do I qualify for the Schedules program?
• Who buys my products/services?
• Who are my competitors selling to and how much are they selling?
• What Schedules does my company fit within?
• How much in business can I expect if I enter the federal marketplace?
• Do I qualify for any state contracts?

Please provide the following information fro your free analysis:

 Hi Kacee,

 I attended the Webinar yesterday.  I am new to the government staffing industry – my company has been doing business exclusively with the government successfully since 2004.  I am concentrating to gain more business share utilizing the ebuy system.  Since I started in March, I’ve bid on 9 RFQ’s – lost 6 bids and  I am still waiting to hear back on three outstanding bids.  Needless to say, I am frustrated that I haven’t had any success.  When I started, I was much more positive and expected to have won at least one contract by now.  My background has benn exclusively commercial hospital staffing.

 I know in two cases, my rates were too high.  In another, the winning bid was $20 over my bid as they opted for a traveler vs. local candidate.

 Here’s my question:  What am I doing wrong?  

 Not sure you can answer this for me – but any suggestions you have I would appreciate.

 Many thanks,

Kim L.

(Healthcare Company)

Kim,

  You have to remember that it is about the relationship. I probably said this 20 times in the GSA Sales and Marketing class. “Agencies do not buy products and services. People do. And people buy things from people that they know, like, and trust”.

 You cannot respond to eBuy (essentially an anonymous web-posted solicitation) with just your price. On the surface, that is all eBuy is. It gives GSA contractors the ability to respond to opportunities with a number. What did you give the Contracting Officer other than a number?

 You are not selling a commodity. If you were, a price alone might be sufficient.

Remember also that this is a government agency. They do not have Profit and Loss statements. These guys don’t get awards for saving the agency money. In fact, their agency loses funding next year if they don’t spend it all! At the end of the day, they don’t lose sleep if they didn’t get the best price. Their goal is to cover their butts, and that means that they will want to find a very qualified contractor that won’t mess things up.

 Think about it. The main thing that can go wrong when a contracting officer is purchasing services is that the contractor doesn’t do their job correctly. Since they were the one that selected that particular GSA contractor, they are the ones that get the blame.

 Regardless of what the FARs and the law says, contracting Officers often buy from people that they know, trust, and like. So how do you take advantage of this? Call the Contracting Officer before you respond to the opportunity, introduce yourself, begin developing a business relationship with them, send them an email with your Capabilities Statement, and make sure that they know that you completely understand their requirements. This includes asking them to clarify their requirements and letting them know when you don’t understand.

 Good Luck on your 3 opportunities. I hope this helps!