Like any venture into a new market, entering the the Federal marketplace is fraught with questions demanding careful consideration.  How does your product become KNOWN in this market?  How does your product become WANTED in this market? Who is the COMPETITION and is this a LEVEL PLAYING FIELD? Will you recapture entry costs and then make a profit? Typical considerations, right? Seems like prudent and reasonable questions. But let’s look at some actions you can take that are specific to…

Yet another abbreviation!  GSA is an abbreviation referring to an independent agency within the Federal Executive Branch which stands for General Services Administration.  GSA consists of 2 basic service agencies:  Public Building Service (PBS) and Federal Acquisition Service (FAS).  70 years ago, then President Truman asked prior President Herbert Hoover (who was by then pretty bored with nothing to do) to rebuild the dilapidated White House.  From this undertaking, GSA was founded. And today GSA holds the responsibility of acquiring,…

MAKE vs BUY? This is the core question.  There is no shortage of firms that you can hire that will get you a GSA contract.  Doing something “in-house” or hiring an outside firm is a classical type of business decision that your company likely makes every day.  But to more effectively address this very important core question, lets take a more specific look.  In considering a GSA contract, you are contemplating entering into a 5 year and potentially 20 year…