“While Congress debates the virtues of the Biden administration’s blow-out budget proposal for 2022, contractors should be adjusting their approaches to their federal customers. With some of the dynamics now at work, federal sales and marketing consultant Larry Allen joined Federal Drive with Tom Temin…”
“Tom Temin: We’re speaking with Larry Allen, federal sales and marketing consultant and president of Allen Federal Business Partners. And then there is the durable, seemingly unconquerable GSA multiple award schedule.
Larry Allen: Right. We keep coming back to the schedule for a couple of reasons, Tom. One is that over time, the GSA Schedule has proven to be a more popular venue than many GWAC contracts, even ones that were highly touted and advertised as kind of scheduled killers, if you will. Only to find that the flexibility of the schedule, the known quantity that scheduled contracts represent, really carried the day for many transactions in the services realm. While customers can’t do cost plus task orders via the schedules program, they can do for a fixed price and time material labor hour. And, Tom, I think people need to remember that firm fixed price is the government’s preferred way to acquire services, and the schedule definitely has that one covered. You don’t have to wait for the contract to be negotiated, it’s already in place. GSA has gone through streamlining to make the program even more flexible than it has been before. There are proven contractors on that program that can meet your need, and to low contract access fee. So there’s a lot there, I think to say, if the GWAC that you thought was going to be your promise land doesn’t end up being so, or maybe your favorite contract mines down and there doesn’t seem to be a good alternative follow on for it. The schedule, basic ordering agreements or single agency agreements may be some things that contractors want to explore with their customers a little bit more.…” Read the full interview here.
Source: For contractors, the GSA multiple awards schedule could be a safe harbor in the year ahead – By Tom Temin, June 8, 2021. Federal News Network.