Government Contracting Blog

Analyzing your company’s sales is a valuable approach to understand how you’re doing in the federal marketplace as well as identifying any strategic changes you need to make. Every GSA contractor has to report their GSA Schedule sales on a regular basis, and of course it’s always important to keep tabs on your sales to track performance, but it’s also important to take a step back and see what sales look like across the Multiple Award Schedule (MAS) program. How is your business doing compared to your competitors? What does the market look like overall? Does it look like it's growing or shrinking in certain areas? As a GSA contractor, you have access to several tools to help you assess sales. Let’s talk about the various resources available.

With over 135 federal agencies in existence, the government has tremendous purchasing power in the federal marketplace. Some agencies may be purchasing your products and services in bulk, and some maybe not so much. It’s up to you to ensure that you’re doing your part in conducting market research to identify potential buyers in agencies. Thankfully, GSA has some tools to help you conduct market research. SAM.gov’s Data Bank tool helps you focus your marketing efforts and understand federal purchasing trends.

The Information Technology (IT) field is one of the largest and most competitive fields in federal contracting. Because of this, there are many contractors to compete with and consequently, a need to differentiate your business from others to be more successful in the federal marketplace. To do this, a savvy contractor needs to know the unique practices of GSA Schedule marketing.

Think of the last deadline you missed in your current position or back in school. It happens to the best of us, but either way, we all want to make things right so you can keep your GSA Schedule compliant. One deadline in particular that we stress to not lose track of is your company’s Affirmative Action Plan (AAP) certification. In the past, required contractors just needed to self-certify, but as of this year, you need to officially register and certify through the Office of Federal Contract Compliance Programs (OFCCP) Contractor Portal.

Congratulations on your GSA Schedule award—now that you have your contract, you’re ready to begin the process of maintaining compliance. This is essentially the “scope of contract,” which may seem vague to you at first. We advise all new contractors to begin familiarizing themselves with the rules and regulations of holding a GSA contract. As consultants, we can’t stress enough how important it is to look after your Schedule once it’s been awarded. To help you prepare for this process, let’s discuss why scope of contract is important and what you can do to maintain GSA Schedule compliance.

The process of obtaining a GSA Schedule or completing modifications to an already existing contract takes time. We understand that the award cycle can be difficult and exhausting. Thankfully if you offer innovative IT solutions, your business might be eligible for GSA’s FASt Lane Program. This option is intended to help IT vendors obtain a GSA Schedule faster as well as speed up the modification time. It’s important to note that to every shortcut there are restrictions, so let’s take a closer look at how this program works and who qualifies.