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Increasing GSA Sales Through Modifications
- 1. Presents Government Contract Services, Inc. Increasing GSA Sales Through Modifications
- 2. Key Points What is a modification? What types of modifications are there? Why use them? How can they really help?
- 3. What are Modifications? Simply put, modifications are any changes to your current contract. Requirements: Must have an active digital certificate and must be an authorized negotiator on the contract.
- 4. • Point of contact • Product addition • Product deletion • Economic price adjustment • Name change • Etc. (Pictured) What Types of Modifications are There?
- 5. Point of Contact Make sure your customers can reach you! • Name • Email • Phone • Fax Correct information is vital for GSA sales! Make sure the PO Portal POC is up-to-date so your company receives all orders.
- 6. Product Addition You add product lines commercially why not increase Government offerings? Adding products increases company visibility and broadens the scope of your contract, causing a higher chance of a government buyer contacting you. Necessary documentation: • Letter of Supply (if not the mfg) • Commercial price list • Commercial sales practices • Invoices • Pricing proposal
- 7. Product Deletion If an item or line is discontinued remove it. Remember, that you’re obligated to fulfill ALL orders. This is one of the simplest to do! Necessary documentation: • List of items for removal with reason for deletion • We recommended keeping each proposal price list and commercial price list on file to make it easier for future modifications.
- 8. Economic price adjustment Have your commercial prices increased? Have you been on schedule for at least 12 months? Then, it may be time to increase prices….. This modification requires a lot of documentation. The Government never wants to pay more. Necessary documentation: • Commercial price list including reason for increase • Invoices with new price • Commercial sales practices
- 9. Name change Does your contract list your correct company name and DBA? GSA is a stickler for continuity, don’t make yourself a target! Necessary documentation: • Change of name agreement • Certification from state of incorporation • Attorney opinion letters
- 10. How Can Modifications Help? • The more products you have on contract the more options there are for government buyers to purchase. • Expands brand awareness, able to submit more RFI’s and Sources Sought.
- 11. Contact Us for More Information Cristi Suhadolnik 234-212-3405 csuhadolnik@govconsvcs.com Kevin Killian 234-212-3412 kkillian@govconsvcs.com
Editor's Notes
- Introduce us
- eMod: online system for inputing modifications Shows some of what documentation is needed for each mod ALL changes must be done through mods Must have digital certificate on computer Must be authorized negotiator
- Lots and lots of different ones
- Having the current POC with current contact info is essential to receiving your orders. PO Portal- expand
- Broaden scope of offerings Proper docs v. important
- make sure everything being ordered can be fulfilled.
- Recommed for when your cost increase And your commericial $ goes up
- Name vs. novation