We have been looking at the prospects of what a GSA Schedule 70 can do for us from two angles:
1. What does the sales team forecast it could sell with a Schedule in year 1?
2. What are we selling commercially but not selling in the Federal sector, specifically because we do not have our own contract vehicle from which to sell these services?
Question #1 is very speculative in nature, but culturally Cross Telecom emphasizes accuracy in forecasting rather than cheery upsides or sand bagging then blowing out the number. To quote one sales executive, “Accuracy is the only real virtue. ”
Question #2 is easily quantified and should help our Cost-Benefit analysis. Unless we engage a third party to assist with responding to the solicitation, we believe most of the cost will be opportunity cost of working on this effort as opposed to something else.
I would like to know anyone’s thoughts on whether these are in fact the questions we should be asking, or if there are others we should be considering/focusing on. Feel free to post a comment or email me if you wish to keep it private.
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