We had the pleasure of receiving another (small) order from the U.S. Coast Guard through the GSA yesterday. This is a follow-through order from a GSA entity with whom we have done business before, thus a pattern is starting to emerge. Slowly but surely, one thing is leading to another and this new relationship is advancing.
By co-incidence yesterday, we had a formal introductory briefing with GSA personnel by conference call that set out a 112 page PowerPoint summary of rules, procedures and opportunities associated with GSA business. A GSA analyst has been assigned to us as a resource moving forward. His responsibility is to both ensure that we comply with contract elements and also that we can flourish if possible in this setting.
Remember, from the GSA perspective, long term relationships are the goal. The initial contract has a 5-year duration with additional 5-year renewal periods. Their mindset is toward cooperation over the next decade and beyond.
The GSA knows from its operational experience that new GSA relationships are difficult to activate – but that such relationships are highly beneficial if fully activated. Our GSA representative emphasized, unprompted, that we had the right attitude to succeed with the GSA. He said this based on his experience dealing with new contract holders.
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