As the need for Personal Protective Equipment (PPE) continues to mount across the country, new players are stepping forward in the government contracting space to provide the public sector the proper protective gear they need as employees slowly begin to return to their offices. In times of national crisis like this, it is absolutely essential that the right companies are able to provide the right products and services to the public sector. However, as many of our regular blog-readers may be aware, selling to the government is not always as straightforward as it may seem. Contractors who are working with the government must be aware of the nuances of each deal and the compliance aspects that companies who sell primarily to commercial customers may not be familiar with.

Selling to the government can seem like a daunting task for any government contractor, but focusing on several key tips and strategies can bring some structure to your public sector efforts and help your company excel in the government marketplace. Building your government sales practice is one of the greatest challenges your company may face, and before you can capitalize on the opportunities that exist for your company, you should have a go-to-market strategy in place. We have covered how to find and win government contract opportunities, but today we we’ll focus on how to successfully sell to the government.

A lot of businesses are looking to the federal government and the public sector to keep their businesses profitable during an economically uncertain time. Thankfully, the U.S. government is taking steps to try to help out Economically Disadvantaged Businesses through methods like those outlined in the OMB Memorandum. The federal government is also prepared for times of emergencies and has put statutes and clauses in place that specifically address small business set-asides and sole-source opportunities in the Federal Acquisition Regulation (FAR) and the Stafford Act. If you and your company are economically disadvantaged due to the effects of the Coronavirus, let’s review how set asides, sole source opportunities, and the updates to the MAS program can help your business.

[This article was last updated on November 17, 2020] The General Services Administration (GSA) has stringent standards when it comes to the Country of Origin (COO) of products and services procured through Federal Supply Schedules (FSS). All GSA products and services must maintain Trade Agreements Act (TAA) compliance per Federal Acquisition Regulation (FAR) Clause 52.225-5. According to this clause, GSA contractors may only sell products and services which originate or are substantially transformed in TAA-compliant countries. However, in times of crisis, there are sometimes exceptions. In an effort to support the US government’s fight against COVID-19, GSA is temporarily allowing the procurement of non-TAA compliant products under FSS contracts. This exception is the result of GSA Senior Procurement Executive (SPE) Memo 2020-11.

Due to the current COVID-19 pandemic, GSA and the agencies procuring through GSA Schedules are adapting to the needs of American citizens. An increase in purchasing through the Schedules program has brought along a slew of revisions to procedures and procurement efforts. Normally we discuss contracting from the vendor perspective, however, it is important to understand changes on the procurement side in order to gauge contracting activity and efforts to prepare for potential contracting opportunities and partnerships. From a buyer’s perspective, one of the most significant changes by way of the pandemic is an update to both the Micro-Purchase (MPT) and Simplified Acquisition (SAT) Thresholds.

[This article was last updated on November 18, 2020] In the United States and across the globe, citizens are continuing to practice social distancing, work remotely, and check-in on the constant COVID-19 news cycle. For many, this is a jarring change of pace and we’re all still adjusting as further developments are announced. It’s hard to tell when this will all end, but one thing that’s certain is the U.S. government’s need for innovative and valuable solutions in times of crisis. As part of the contracting community that provides these solutions for the government, GSA Schedule contractors play an essential role in responding to and eventually resolving crises – and COVID-19 is no different.