Getting

Fifth Step GSA Management

GSA Management

Once you secure your GSA Contract, the next step is to leverage it for business expansion and securing new contracts. It’s crucial to:

  • Engage Actively in Solicitations: Regularly respond to solicitations listed on eBuy to maximize opportunities.

  • Market Your GSA Contract: Proactively promote your contract to various federal agencies, highlighting your offerings.

  • Conduct Agency Research: Investigate which agencies utilize GSA contracts for their procurement needs, tailoring your approach to these agencies.

  • Maintain Compliance and Reporting: Keep up with compliance requirements and ensure timely quarterly sales reporting.

A GSA contract opens up pathways to win new contracts and create additional revenue streams. However, it’s imperative to regularly update and maintain your schedule to remain competitive and relevant in the federal market. This proactive approach is key to maximizing the benefits of your GSA Contract

Fifth Step

GSA Management Marketing

Effective preparation is key in pursuing GSA opportunities, whether you’re working independently or with a team. Developing a targeted strategy for your specific market is essential. This involves actively responding to GSA solicitations with proposals and quotes, and seeking out opportunities that align with your business certifications (such as veteran-owned, women-owned, or disadvantaged business status). Establishing a systematic process for tracking and pursuing opportunities, submitting proposals, and conducting follow-ups is crucial for success.

After engaging in GSA management for a few weeks, you’ll start to notice both similarities and differences between the federal and commercial markets:

  • Value vs. Price: In both markets, the best value is sought after, but often the best price prevails.

  • Problem-Solving Objectives: Federal procurement is typically aimed at addressing broader strategic problems, unlike the more direct objectives of commercial procurements.

  • Procurement Publicity: Government agencies are required to publicize their bids, a mandate that doesn’t apply to commercial businesses.

  • Acquisition Process: The government’s acquisition process is more complex, rule-based, and transparent, offering opportunities to a wide range of competitors. In contrast, commercial businesses have more freedom in their procurement processes.

  • Competition: Federal procurement involves mandatory but limited competition, whereas commercial businesses have more discretion in their competitive processes.

  • Accountability: Federal Contracting Officers are accountable to taxpayers, making their decisions subject to scrutiny and potential protest. Commercial businesses operate with more autonomy and less oversight.

  • Award Protests: Federal contract awards can be protested and potentially overturned, a mechanism not available in the private sector.

Understanding these nuances will help you navigate the federal market more effectively and align your strategies accordingly.

Back To GSA Contract Process

GSA Management Modifications & Compliance

Maintaining discipline in GSA Contract management involves two critical aspects: (1) Regular updating and maintenance of your GSA Contract, and (2) Adherence to GSA Contract Compliance. While these tasks may not be the most exciting or directly win you business, they are crucial in avoiding compliance issues.

Modifications to Your GSA Contract:

  • Product and Pricing Updates: It’s vital to keep your offerings on GSAAdvantage! current. You wouldn’t want to list a product for $100 if it costs you $120. Conversely, if the manufacturer’s price drops, update your GSA Contract to reflect this and boost sales.
  • Types of Modifications: You can make various modifications to your GSA Contract, including adding products, changing prices, removing items, or administrative changes. For GSA Wins customers, this process is simplified, requiring far fewer documents than the initial contract acquisition.
  • Updating GSAAdvantage!: After modifications are approved, it’s essential to update your listings on GSAAdvantage! to reflect these changes, making them visible to federal buyers.

Key Aspects of GSA Contract Compliance:

  • Minimum Sales Requirement: A minimum of $25,000 in sales through your GSA Contract is required annually. The GSA allows a two-year period initially to build sales momentum.
  • Price Reductions Clause: Your pricing agreement with the GSA is interconnected with your commercial pricing strategies. Non-compliance can arise if you don’t adhere to a standardized commercial price list.
  • TAA Compliance: Compliance with the Trade Agreements Act (TAA) is essential. This means avoiding products from non-compliant countries like China, and navigating complexities when products have components from multiple countries.
  • Wage Determinations: Service-based GSA Contract holders need to comply with local SCA or Davis Bacon wage determinations. This requirement is established during contract acquisition and must be maintained.

Additional Considerations:

  • Familiarity with Compliance Requirements: It’s recommended to familiarize yourself with all compliance aspects related to your GSA Contract.
  • Keeping Up with Changes: The Federal Acquisition Regulation (FAR) is constantly evolving. Staying informed about these changes is crucial. Hiring a lawyer specializing in government contracts can be beneficial in navigating these complexities.

Effectively managing these elements of GSA Contract upkeep and compliance is essential for the smooth operation and longevity of your contract.