Working with the Government should be a piece of cake,
right? Wrong! It takes a great deal of time and dedication to sell to the
Government. To become a premier contractor under the GSA Schedule, you have to
know what the “sticking points” are when dealing with Government
representatives.
·
Turnaround Times: These are extremely important.
Missing a deadline by one minute could mean getting your offer rejected by the
GSA – or worse, losing a bid! The Contracting Officers are not going to wait until
you decide to give them the information they’ve requested. You must live by
their deadlines!
·
Read and Research: Yes, Contracting Officers are
there to assist you – but do them a favor and do your own homework. You are
responsible for reading the requirements of the Schedule and filling out the
documentation properly. They will help, but they will not do it for you! Don’t
waste their time, because they can sense when a contractor is going to be
difficult to work with. You should be trying to make things easier for them.
They talk, and word of mouth goes a long way.
·
Your Tone: Be mindful of the way you speak to
Contracting Officers. Being overly pushy isn’t the way to handle things. There
is a fine balance between asking for updates and demanding that they move the
process along. The latter isn’t going to get you anywhere.
·
Straight Answers: Don’t beat around the bush. If
you try to hide or disguise business practices, it only makes more work for you
in the long run. It could even mean fines and penalties! Be open and honest
about your company and how it operates. The Contracting Officers will
appreciate your integrity and respond positively.
If you want to be really successful in the Government
marketplace, make it a priority to understand how the GSA works and how your
Contracting Officers operate. Just like any other customer they want to be
respected. Become an organization that thrives on learning the ropes of
Government contracting. It takes time, energy, and resources. You can’t cut
corners here!
Steph Gowin
General Manager
Government Contract Services, Inc.
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