Category Archives: GSA

BE PREPARED TO ANSWER THE “HOW” QUESTION

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

TEAMING AGREEMENT USE ALIVE, BUT DETAILS DEMAND ATTENTION

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