GSA Schedules: Do You Need One and What Are Some First Steps to Take?

August 6, 2024 | Uncategorized

Understanding GSA MAS

Winning government contracts can provide another sales channel to your organization. One possible strategy is to use GSA’s Multiple Award Schedule (MAS), also known as the “GSA Schedule”. However, obtaining a GSA MAS is not a guarantee of sales success; it requires strategic planning and relationship-building. The GSA MAS is a long-term governmentwide contract providing the federal government as well as state and local government buyers (for some products and services) access to commercial products and services at pre-negotiated prices. It simplifies the procurement process and offers a competitive edge to businesses by streamlining sales with government agencies.

Benefits and Limitations of GSA MAS

The benefits of a GSA MAS include enhancing credibility and visibility as a pre-approved vendor, opening doors to federal, state, and local government agencies, avoiding lengthy bidding processes with pre-negotiated terms, providing a competitive edge preferred by many agencies, and ensuring competitive prices with reduced administrative burden. However, holding a GSA MAS does not guarantee government contracts or purchases. Companies still face competition and must maintain ongoing compliance and regular updates. 

Common Pitfalls and Focus Areas

Despite these advantages, 47% of companies with a GSA MAS fail to achieve significant sales. This failure is often due to a focus on the acquisition phase – checking bid sites and writing proposals. Successful small businesses allocate 80% of their efforts toward sales tactics and strategies. Key sales tactics include identifying who buys what you sell, engaging with small business representatives, contracting officers, and program managers, tracking expiring contracts, responding to Requests for Information (RFIs) posted on Ebuy and SAM, and attending industry days and conferences.

First Steps to Pursuing a GSA MAS

For businesses considering pursuing a GSA MAS, the first steps include conducting competitive research using government resources like Buy.GSA.gov, Federal Procurement Data System (FPDS), and GSA eLibrary to understand the competitive landscape. Identifying Schedule Item Numbers (SINs) is crucial as they categorize the products and services offered. Preparing technical responses that showcase corporate experience, quality control measures, and relevant project experiences is essential. Gathering past performance data from previous clients highlights reliability and quality. A comprehensive price proposal, including a commercial price list, labor categories, and a proposed economic price adjustment mechanism is also necessary. Additionally, compiling required documentation such as financial statements, company invoices, and subcontracting plans (for large businesses) is vital for a successful application.

Securing a GSA MAS is a huge step in getting into the federal market, but that’s just the first leg of running a successful race. The real key to success is forming and nurturing relationships with the important decision-makers in government agencies. Instead of just bidding on opportunities, it’s crucial to actively engage with potential buyers and understand their needs. This way, businesses can make the most of their GSA MAS and find long-term success in government sales. To navigate the complexities of federal procurement, it’s important to do thorough research, develop a strategy, and execute that strategy to achieve our business goals in government sales.

On Tuesday, August 20th at 1 PM EST, I will be hosting a webinar on Govology that will walk you through the steps you should take when deciding whether or not a GSA Schedule is right for your business. Please click here to sign up. Since you subscribe to this newsletter, we are providing a 25% discount to you. Please use the discount code MSA25. We look forward to seeing you there.

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