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Government Source Web Seminars

Learn about the Government Source program and build your knowledge of the Government/Public Sector market by attending our Government focused web seminars.

FEDERAL

Why should you look into selling to the government?  The US government is the largest buyer in the world.  As much as 95% of the federal purchasing market is made up of just 23 agencies.  The federal market for IT spending will be $93 billion in fiscal year 2011 making it the fastest growing marketplace in the country.  As a reseller you do not have necessarily learn new markets as every vertical market that exists in the commercial space has a counterpart in the federal space.  Also, government contracts are a great source for incremental revenue and the government is a reliable customer during those times when the commercial sector may not be.

There are two main avenues in selling to the federal government:

General Services Administration (GSA)
The GSA establishes long-term government-wide contracts that allow government agencies to acquire commonly used products and services from commercial suppliers.  The GSA negotiates and awards Multiple Award Schedule (MAS) contracts to companies based on the prices they charge to commercial customers.  The GSA contract is considered a preferred source across government agencies.

Teaming
Often resellers find themselves not being able to offer complete solutions to government agencies because contracting officers look to source with a single purchase.  By “teaming” resellers are able to fulfill the requirements of the government contracting agency.  A teaming agreement is not considered a government contract, rather a private contract between two or more parties and would be governed by the Uniform Commercial Code.

Contractor Team Agreements (CTAs)
A CTA is an agreement between two or more GSA schedule holders that work together to meet the government purchasing agencies requirements.  This agreement allows resellers to provide a total solution without having to skills beyond their core competencies.  These agreements also increase the total market share and gain a competitive edge over single contract holder competitors.

Prime/Sub- Contractor Arrangements
This type of relationship is a commonly used marketing tool whereby a prime contractor and subcontractor agree to combine resources to bid on a government purchase.  Only the prime contractor is required to have a GSA contract.  In this scenario the Primer contractor manages the GSA contract and a separate contract with the sub-contractor.  The pricing and invoicing is directly between the prime contractor and the government agency.  The prime contractor cannot delegate responsibility for performance to the subcontractors and is liable for the performance of the opportunity.  In this scenario only the prime contractor is allowed to interact with the government.


 

GSA INFORMATION

Are you unsure whether or not you should get on a GSA Schedule contract?  Do you need help to navigate through the GSA? The JDS Marketing Group can work with you to help answer those questions and consult on the best way to work with GSA and the federal government. 

 

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