FAQ – GSA Offer Preparations
- What are some key pricing issues and strategies?
- What are the most common errors when developing a GSA pricing strategy?
- What is required by my company for the GSA submission?
- What departments are impacted by the GSA Contract process?
- Is there confidentiality around sensitive information?
GSA Offer Preparations FAQS
An important aspect of the submission is how the Most Favored Customer (MFC) is handled, as the MFC will determine the discounting requirements that the GSA will require. We have helped many companies who have adopted a very unfavorable MFC, with their GSA discounting (and commercial practices) effected by them in a very negative way. We also perform a Competitive Analysis to foresee any pricing or competitive advantages or disadvantages you may have, in order to be ready for negotiations.
The MFC selection and justification are common errors. Also, there is a negotiation stage in the review process, and some companies offer their best prices up front, and come into problems when the GSA tries to negotiate even better discounts. You can always offer better prices than those negotiated, so starting high is key to acquiring a GSA Contract that actually benefits your company. We train my clients before negotiations to properly navigate the proceedings, and they always end up with very favorable and usable terms of their GSA Contract.
Usually between 8-18 hours can be expected, however this is across the entire 6-12 month process. We require the proper documentation to coordinate a complete and airtight offer. This includes SAM Registration, Financials, Product/Price Lists, Spec Sheets, Contracts/Invoices, and there are some signatures required along with other items specific to your offer.
Sales and Finance, also a person with Signatory Authority for the company must be available to sign several documents we prepare for your GSA Contract submission.
We are very serious and responsible with all information our clients provide. We will sign an NDA in order to make you comfortable with providing us the information we need to work for you. Your GSA Submission is sealed, and not made public by the GSA.