Getting

GSA Contract

The General Services Administration (GSA) offers

GSA Schedules, also known as Multiple Award Schedules (MAS) and Federal Supply Schedules, are extensive, long-term contracts facilitated by the General Services Administration (GSA) to link commercial firms with federal, state, and local government purchasers.

These schedules, forming the cornerstone of the GSA Multiple Award Schedule Program, are a primary method used by federal agencies for procuring a diverse range of goods and services. They represent a significant portion of federal procurement, with Schedule purchases accounting for about 21 percent of the total federal procurement budget, or roughly $42 billion annually. Acquiring a Schedule contract can significantly broaden a business’s access to government procurement opportunities.

For vendors aiming to tap into the government agency market, GSA schedules offer an effective pathway. However, navigating the process of obtaining a GSA schedule can be challenging and intricate, often requiring careful execution to avoid rejection. Given the complexity and the one-time nature of this process, it is often advantageous for small and medium-sized businesses to consider outsourcing the acquisition of GSA schedule services, ensuring a smoother and more successful entry into this lucrative market.

Do you have a market for your business?

GSA Schedules, commonly referred to as Multiple Award Schedules (MAS) and Federal Supply Schedules, are comprehensive, long-duration agreements orchestrated by the General Services Administration (GSA). These contracts are designed to connect commercial entities with a broad range of government buyers, spanning federal, state, and local levels. Acting as the bedrock of the GSA Multiple Award Schedule Program, these schedules serve as a key procurement avenue for federal agencies, encompassing a wide spectrum of goods and services. A substantial segment of the federal procurement budget, approximately 21 percent or an estimated $42 billion yearly, is dedicated to Schedule purchases. Securing a Schedule contract is a strategic move for businesses, potentially unlocking vast opportunities within government procurement. While GSA schedules provide a valuable conduit for businesses seeking entry into the government market, the process of acquiring such a schedule is often complex and daunting. This procedure demands meticulous planning and execution to mitigate the risk of rejection. Considering the intricacies and the one-off nature of this endeavor, it is frequently beneficial, especially for small to medium-sized enterprises, to outsource the acquisition process of GSA schedule services. This strategic decision can pave the way for a more efficient and successful foray into the promising arena of government procurement.
First Step

GSA Offer Preparations & Submission

To qualify for a Schedule contract, it's essential to furnish detailed and precise information about your company, its experience, and the range of commercial products and services you offer. The preparation for a GSA Offer Package is an extensive process, typically involving 30-35 documents, varying based on the specific category of application.
These documents include: Standard Documents: These are relatively straightforward and may include items such as a proposal price list, a summary of the offer, commercial sales practices, and an employee handbook. Supplemental Documentation: This category requires the collection and preparation of additional materials like tax returns, revenue statements, records of previous contracts, and invoices. Complex Documents: These are more intricate and require considerable time and expertise to draft. Examples include technical proposal write-ups, a comprehensive marketing strategy, and a detailed business plan. The following outlines some key aspects of the preparation process needed to secure a GSA Contract: Accurate Company Representation: Ensure that all provided information accurately reflects your company's capabilities and experience. Comprehensive Product and Service Descriptions: Detailed descriptions of your commercial products and services are crucial. Financial and Contractual Documentation: Compile and organize all necessary financial documents and records of previous contracts. Strategic and Technical Proposals: Develop well-thought-out technical proposals, marketing strategies, and business plans that align with GSA requirements. Navigating this process demands a thorough understanding of the requirements and often benefits from professional guidance or expertise, particularly for businesses new to government contracting.
Second Step

Third Step – GSA Clarifications & Negotiations

The GSA conducts a thorough evaluation of your submitted offer, along with the accompanying documentation. It's imperative that your document package is comprehensive and all information within it is coherent and consistent. The offer package comprises several mandatory documents that you must have filled out and submitted. It is crucial to ensure that the information in these documents aligns seamlessly with your supporting documents, such as invoices, purchase orders, and contracts. Upon submission, your application is allocated to a specific GSA contracting officer. This officer is responsible for examining your offer in detail. During the review process, the contracting officer may initiate contact for further discussions and negotiations regarding your offer. These negotiations typically encompass three key areas: Terms & Conditions Clarification: Ensuring that you have a clear understanding of the major Terms & Conditions associated with the GSA Contract. Discount Negotiations: Engaging in discussions to negotiate the discounts you will offer under the GSA Contract. Catalog Document Preparation: Working towards the creation of a catalog document that finalizes and lays out the terms of the GSA Contract. Each of these stages is critical in the progression towards finalizing your GSA Contract, requiring careful attention and clear communication with the GSA contracting officer. The negotiation phase, in particular, is a vital component in establishing the parameters and potential of your GSA Contract.
Third Step

Fourth Step – GSA Registration

Upon securing a Schedule contract, your business gains the capability to market and sell its commercial products and/or services to an extensive network of buyers from federal, state, and local agencies. This contract opens up significant avenues for exposure and sales in the government marketplace. For businesses that focus on products, leveraging GSA Advantage becomes an essential marketing strategy. This platform allows you to showcase your products to a wide audience of government buyers. On the other hand, for service-oriented offerings, GSA eBuy stands as a crucial tool. It provides a platform for marketing your services effectively to potential government clients. Additionally, the GSA eLibrary, which houses a comprehensive collection of landing pages, represents each GSA Contract holder. This resource acts as a centralized location for buyers to learn about your company and its offerings under the GSA umbrella. Another unique feature is the GSA Reverse Auctions. In this system, federal buyers can post their procurement needs. As a GSA Contract holder, you have the exclusive privilege to view and bid on these opportunities. This system creates a competitive environment where you can present your best offers in response to direct government requirements. Overall, having a GSA Schedule contract opens multiple channels for promoting and selling your products or services within the government sector, offering a strategic edge in this expansive marketplace.
Forth Step

Fifth Step – GSA Contract Management

It's essential to ensure that your Sales Department is well-informed about the GSA contract. They need a comprehensive understanding of its existence, eligible orderers, pricing specifics, and the terms and conditions of ordering. Without this knowledge, there's a risk that your company might inadvertently breach contractual obligations. Equally important is the involvement of your Accounting staff. They may have to establish a specialized system to differentiate GSA orders from regular ones. Familiarity with reporting requirements and aspects such as prompt payment discounts is also crucial for them. Regarding your Purchasing/Supplier Diversity strategy: For Large Businesses: If you're a large business with a small business subcontracting plan, it's mandatory to monitor subcontracting expenses and the business type/size of your subcontractors. This requirement varies based on the type of your subcontracting plan. Your purchasing department should be aware of which costs need tracking and should aim to allocate as many subcontracts as possible to small businesses. For Small Businesses: Small businesses are exempt from this requirement. Additionally, it's vital to actively search for and track bidding opportunities. This includes diligently pursuing these opportunities with well-crafted proposals, maintaining regular follow-up with agencies, keeping a record of your bid submissions, and conducting thorough research on your competition. This proactive approach is key to leveraging your GSA contract effectively and staying competitive in the government contracting market.
Fifth Step