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Maximizing Your GSA Schedule: Essential Tips for Success in Federal Procurement

Congratulations on becoming a Multiple Award Schedule (MAS) contract holder! While achieving this status takes significant effort—sometimes six to 18 months—the real work of successful promotion and contract management is just beginning.

Success in the federal arena is largely dependent on how effectively your small business meets the government’s needs. You must allocate sufficient time to manage your contract and promote it for optimum results, as promotion takes even more time than obtaining the contract itself. Given that roughly 90 or more federal agencies utilize the MAS program, representing a significant portion of obligated federal dollars, the opportunities are substantial.

To capitalize on this potential, here are essential strategies and tools provided by GSA to help you thrive.

Work With Your Small Business Advocate (OSDBU)

The GSA Office of Small and Disadvantaged Business (OSDBU) is congressionally mandated and serves as the chief advocate for small and disadvantaged businesses doing business with GSA. They are nationwide, offering training, education, and assistance in navigating the federal procurement process.

OSDBU’s mission is to improve efficiency and awareness for small businesses. They help build relationships by connecting small businesses with the right people and resources to help them grow. If you have not yet taken advantage of a one-on-one meeting with a small business technical advisor (SBTA) in one of the 11 regions, you are highly encouraged to do so.

Build a Foundation with Strategic Market Research

Market research is essential for success in the federal market. The government landscape is massive, with thousands of customers and hundreds of contracting vehicles, so you must use data to create a targeted strategy and make informed decisions.

Market research should help you determine who your competitors are, who currently holds the contracts you are interested in, and when those contracts expire. The goal is to be proactive and market your services before the federal need is formally advertised, providing a point of reference beforehand.

To achieve this, you need to determine:

• How much target agencies are buying.
• The award mechanisms they are using (including the Multiple Award Schedule or set-asides).
• The acquisition history—seeing how certain actions were purchased in the past provides a framework for the level of qualifications required.

Key Tools for Data-Backed Decisions

GSA and the federal government have developed several free electronic tools to help you conduct this vital research:

1. GSA eLibrary: As a MAS contract holder, you should be familiar with this resource. You can use it to learn about your competition, view their pricing, and gather important information about contract performance periods.
2. Schedule Sales Query (SSQ) Tool: This tool provides sales figures reported by GSA schedule vendors. You can use this dashboard to set parameters on specific products and services and see how much your competitors are receiving in awards. If you have held a MAS contract for a few years without success, the SSQ is a great way to determine if your pricing is competitive.
3. USAspending.gov: This site makes federal procurement reports available going back to 2000, offering long-term acquisition history and insight into federal agencies’ spending priorities and budget information.
4. GSA Advantage: This is GSA’s sophisticated online shopping and ordering system. You are required to submit your electronic company catalog here. Federal customers frequently use GSA Advantage, making it like shopping heaven for contracting officers.
5. GSA eBuy: This is one of the most advantageous free perks for MAS contractors. Contracting officials find the site easy to use, meaning they are likely to use it frequently to receive their Requests for Information (RFIs) and Requests for Quotes (RFQs).
6. GSA Forecast Tool: This tool tracks actions GSA has in the pipeline and is actively onboarding more agencies. You can use it to see the type of awardee sought (e.g., small business) for upcoming opportunities.

The Power of Your Capabilities Statement

Think of your capabilities statement as the blueprint or resume for contracting officers. It is a solid and flexible way for federal buyers to see exactly what your company offers.

A strong capabilities statement should clearly present five core elements:

1. Core Competencies: The services and solutions you bring to the market with a high degree of success.
2. Differentiators: The specific elements that set your firm apart from the competition.
3. Past Performance: Relevant problems you have solved, the outcomes achieved, and who the customer was.
4. Corporate Data: Relevant certifications, NAICS codes, and Specific Item Numbers (SINs).
5. Contact Information: This should be front and center, including good telephone numbers and emails. Do not make finding this information a “treasure hunt.”

Expanding Your Footprint with Contractor Teaming Arrangements

Contractor Teaming Arrangements (CTAs) are a great way to increase your footprint under the MAS schedule. A CTA allows you to compete for more schedule orders and reduce risk by sharing responsibilities. CTAs are particularly useful for small businesses looking to grow or those who are new to the schedule and need to obtain their first few orders.

For the government, CTAs offer a total solution, allowing two great contractors to solve a problem and helping the agency meet small business procurement goals.

It is important to note that if you are pursuing a small business set-aside contract through a CTA, all team members must meet the required socioeconomic status and adhere to the limitations on subcontracting rules.

Final Tips for Success

• Respond to RFIs: Although it may feel like RFI responses go into a black hole, they are the government’s attempt to engage with industry and are used by contracting officers to shape their requirements.
• Check eBuy and SAM.gov Often: Opportunities are frequently posted on eBuy, and SAM.gov can be used to track RFIs and sources sought that may not have been posted elsewhere yet.
• Network: Attend Industry Days and matchmaking events to get familiar with the current decision-makers and network with other successful GSA contractors who hold Blanket Purchase Agreements (BPAs) or other government-wide acquisition contracts.

GSA has invested significant resources in developing and managing the Multiple Award Schedule, and your success is their success. By maintaining compliance, utilizing the available tools, and intentionally marketing your contract, you can secure orders and join the elite group of successful federal contractors.

Tags GSA MAS, federal procurement, small business, OSDBU, Schedule Sales Query, market research, government contracting, capabilities statement, contractor teaming arrangements, eBuy, GSA Advantage, marketus