Your sales team has made the pitch and the customer is swinging. They want your solution. Then the customer throws a curve ball of their own: “How do we buy from you?” Too often, that’s a question that stops sales teams in their tracks. Momentum, and possibly a piece of business, are lost. Make sure your team is prepared with several options when the customer Read more
GSA Schedule teaming agreements can be wonderful things that allow companies to qualify for business they otherwise could not compete for. Teaming agreements are used in every part of the Schedules program from IT to furniture to services. It is absolutely critical, though, that your teaming agreement be formal and created with advice of legal counsel. Recent issues include timeframes for how team members, whose role may be just one part of a big project, Read more
GSA’s Information Technology Schedule generated nearly $15 billion in sales in FY 2015, an increase of 3% from the previous year and a sign that the status of the Multiple Award Schedule may be on the upswing. Agencies mostly used the IT 70 Schedule to acquire professional Read more