5 Tactical Moves to Win More Awards on Contract Vehicles

May 4, 2025 | Government

In government sales, one of the biggest myths I hear over and over is: “If I just had a contract vehicle, I’d be winning more business.” It’s the classic “if only” trap — and it’s dangerous.

Here’s the truth: contract vehicles are sales tools, not sales strategies.

They give you the right to compete, not the right to win.

Think of it this way — just because you have a fishing pole doesn’t mean you’re catching fish. Without a plan, skill, and consistent effort, you’re standing on the shore watching others walk away with the catch. The same applies to GSA Schedules, IDIQs, BPAs, SEAPORT NxG, and other contract vehicles.

If you want to move from “on the vehicle” to winning awards, here’s where you need to focus.

1. Mine the Data Inside the Vehicle

Most companies never take full advantage of the rich historical data sitting inside their contract vehicles. Go into GSA eLibrary, FPDS, the SAM Databank, or even the vehicle’s own dashboard (like the FAS Schedule Sales Query) and study:

• Which agencies use the vehicle most
• What types of products or services they’re buying
• Average award sizes
• Who the top competitors are

For example, if you’re on GSA MAS selling IT equipment, look at which agencies issued RFQs last quarter, what they awarded, and what pricing won. This gives you a targeted roadmap instead of trying to boil the ocean.

2. Be Proactive With Agency Outreach

The biggest mistake I see? Waiting for the RFQ to hit eBuy or the task order to hit the portal.

Government buyers want to work with vendors they know and trust — before the solicitation goes live.

Set up capability briefings with contracting officers, program managers, and end users inside agencies that use your vehicle.

When you meet:

• Show them you’ve done your homework.
• Explain how you’ve helped other agencies (ideally under the same vehicle).
• Ask about upcoming needs — even if it’s early-stage.

Remember, the goal isn’t just responding to opportunities — it’s shaping them before they’re announced.

3. Submit Consistent, Competitive Quotes

If you’re only submitting quotes occasionally, you’re missing the point. Contract vehicles run on volume and consistency.

• Set a monthly target: How many RFQs, task orders, or BPA calls will you respond to?
• Build a quote process: Have your templates, pricing tools, and past performance blurbs ready so you’re not reinventing the wheel.
• Monitor win/loss trends: Track why you’re winning or losing — was it price? Technical fit? Delivery? Learn and adjust.

Even losing bids help you get noticed by buyers — they see you’re active, competitive, and hungry.

4. Ask for Past Performance References Inside the Vehicle

Winning one task order is your foot in the door — not the finish line.

After every successful delivery:

• Ask the contracting officer or program manager for a reference you can cite on future bids.
• Request a CPARS or internal performance review.
• Use those wins in your quotes and capability statements.

Agencies trust vendors who have already delivered successfully under the same contract vehicle. It reduces their risk — and gives you an edge.

5. If You Don’t Have a Vehicle, Team With Someone Who Does

If you’re not yet on a contract vehicle, teaming is one of the fastest shortcuts to market access.

• Look for established primes or small businesses with spots on the vehicles you want to target.
• Bring something valuable to the table: niche expertise, small business status, specialized technology, or customer relationships.
• Start small — sub on a task order, build trust, and position yourself for more work down the road.

Bonus: teaming gives you past performance you can use when you’re ready to pursue your own contract vehicle.

Final Word: Why GSA MAS Matters More Than Ever

One of the most popular — and now essential — contract vehicles is the GSA Multiple Award Schedule (MAS).

This administration is pushing hard to consolidate federal buying through GSA MAS, making it the main conduit for common goods and services. If you’re not on GSA MAS, you risk getting left behind.

But here’s the kicker: most companies don’t know where to start.

• They get overwhelmed by:
• Pricing justifications
• Compliance requirements
• Technical proposal prep
• Administrative paperwork

That’s why I’m hosting a webinar this Tuesday at 11 AM EST to walk you through:

• What you need to submit a successful GSA MAS offer
• Common pitfalls to avoid
• How to position yourself to win after you’re awarded

Don’t miss it — this is your chance to turn the GSA MAS from just another vehicle into a powerful sales engine. https://us06web.zoom.us/meeting/register/Cv6IsNyNT266YwhKT8yi8Q

If you want me to submit a GSA MAS offer on behalf of your company, click here to schedule a call with me. We provide a full submission with minimal heavy lifting by your company.

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