A look at how GSA Schedules fit into the federal sales game as it is played inside the "New Silicon Beltway."

The Shortest Path to Federal Dollars: GSA Schedules

Table of Contents

Chapter 1	Understanding the GSA Scheduling Game	06
Chapter 2	GSA Schedules: Superstars of Multi-Vendor Contracts	10
Chapter 3	Pursuing a GSA Schedule: It's All in the Details	15
Chapter 4	GSA Schedule Rules: Full and Open Competition	22
Chapter 5	Selling to the Feds	24
Chapter 6	The Push-Pull for Small Business Preferences	33
Chapter 7	Playing Well with Others: Teaming Advantages	36
Chapter 8	Negotiating for Profit with GSA	44
Chapter 9	Price Negotiation	54
Chapter 10	Preparing GSA Price Proposals	61
Chapter 11	GSA Audits	67
Chapter 12	Making an Offer to GSA	76
Chapter 13	Writing the Proposal	81
Chapter 14	Tracking Your Proposal Submittal	84
Chapter 15	GSA Schedules: Looking Forward	87

Appendix A	GSA Management Service Centers	95
Appendix B	Vendor Sales by GSA Schedule	103
Appendix C	GSA Solicitation (RFP) Requirements	107
Appendix D	Organizations Eligible to Use GSA Sources of Supply and Services	113
Appendix E	Sample GSA Schedule Teaming Agreement	125
Appendix F	Sample Blanket Purchase Agreement	127
Appendix G	Commercial Sales Practices Format for General Purpose Commercial Information Technology Equipment, Software and Services	130

GSA Schedules:The Shortest Path to Federal Dollars

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