Acquiring and managing a GSA Schedule contract is full of decisions--first you have to decide if it's right for your company, then figure out how you are going to handle submitting the GSA Schedule offer, and lastly, how you will effectively manage your contract once it's awarded. These considerations may have led you to an ever bigger decision that may rest outside your company: Will you need to hire a GSA Schedule consultant? Most companies, unless they have extensive experience with government sales or have the resources to higher a Full Time Employee with the appropriate knowledge, consider hiring a consultant at some point throughout the GSA Schedule process.
Becoming a government contractor is a complicated process in itself. The last thing you need is to hire a GSA consultant who leaves you with all the work, or negotiates a contract you can't keep up with. Unfortunately, there are a lot of consultants out there that don't have your best interests in mind. We put together this blog so you can be confident about who you hire.
Who Are GSA Consultants?
Once you decide whether you need help from a GSA Schedule consultant, choosing the right firm can be an arduous process. Whether you are looking to hire any service from renovating your house to outsources IT assistance, you want to make sure you are hiring someone who is experienced, communicative, and most importantly, comprehensive.
Before you go about researching and reaching out to consulting firms, you should have a general understanding of what GSA Schedule consultants do. The obvious answer is they will help you prepare a successful GSA Schedule offer and handle GSA Schedule maintenance throughout the life of your contract. However, a comprehensive firm will also educate you throughout the process so you can make the best decisions for your company. They won't just create a template for you and send you on your way.
An experienced consultant should also be able to help you determine what is necessary to achieve success in your GSA Schedule from the initial proposal to the end of your contract term. You should feel like your consultant is your guide, leading you through the red tape, government jargon, and each step of the GSA Schedule acquisition process without leaving you in the dark.
7 Questions You Need to Ask a Prospective GSA Consultant
Now that you have an idea of the services GSA consultants should perform, you should be able to narrow your selection down. For those with little knowledge of the government market or the GSA Multiple Award Schedule (MAS) program, we have developed the following list of helpful questions to ask when you are hiring a GSA consultant, so you can be sure you are choosing an experienced and dedicated firm:
- How is your approach different from other competing consulting firms?
- How much of the GSA Schedule acquisition and maintenance process do you handle?
- How many years of experience does your firm have?
- Are all of your consultants in-house or do you outsource?
- What is your familiarity with systems such as eOffer/eMod, the System for Award Management (SAM), GSA eBuy, GSA Advantage!, and the Vendor Support Center (VSC)?
- What types of contracts do you have experience with?
- What kind of post-award training do you offer?
All of these questions should help you eliminate the firms that are not going to put your needs first and aren't qualified to lead you to success. For example, some consulting firms are manned by one CEO and all the consultants are outsourced, which could affect the quality and consistency of the work completed. So you want to make sure they are all in-house, or if they are outsourced, they have stringent guidelines to ensure high quality work.
Red flags to Avoid When Hiring a GSA Consultant
Next, you should be looking out for warning signs, or "red flags" to ensure you are signing with a firm that has your best interests in mind and is not making false promises. Here are the top things we hear from clients who initially signed with or communicated with "scammy" firms in the past.
Promising Time
Avoid organizations that promise you a set deadline. GSA Schedule acquisition is a difficult process that takes months and sometimes up to a year to complete. As consultants who have worked on thousands of acquisitions, we cannot guarantee a set date for your GSA Schedule award. If a company boasts they can get you your own prime GSA contract in 6 weeks or a specific date, you should be very wary. Companies that promise “short cuts” are likely not what you are looking for, or have higher rates of proposal rejection.
As a side note, if you choose to partner with an authorized GSA reseller on their GSA Schedule, or if you are eligible for the FASt Lane program, you can generally get on the GSA Schedule faster. But if you are looking to get your own prime contract, fast timelines cannot be promised.
Guaranteeing Government Business
A good GSA consultant will perform initial market research to see where your products and services will fit into the market, and will equip you with the knowledge and tools you need to market your GSA Schedule. They can also identify upcoming contract opportunities you can possibly go after if you are awarded your contract in time, or show examples of government customers needing your solutions.
However, no consultant is able to guarantee a certain amount of government business. A consulting firm that claims they can help you secure half a million dollars may be trying to induce excitement, but they cannot personally award you this money and therefore can't guarantee it. It's up to you to be proactive in researching contract opportunities and making sure your solutions are visible to government customers, and of course you outsource for business development or proposal support if you need assistance in this area.
The Price is Too Good to Be True
We are aware that most companies don't have an unlimited budget and you want to find the best price, but there's a difference between finding the cheapest price and getting the best value. There's no sugar coating it, getting a GSA Schedule is a lot of work and you don't want to shell out a couple thousand for a shoddy job and failed award. If you pay GSA consultants a decent amount, you should expect comprehensive and first rate service.
Be careful of consultants who brag about getting a complete acquisition for a low sum. Some "scammy" firms will give you a template and send you on your way with little guidance, leaving you to complete the actual offer submission and negotiations process alone. We've had quite a few clients come to us after paying a low sum for a consultant, but ended up with a proposal rejection or the consultant ghosting them throughout the process.
If you want to learn more about pricing tiers and how to get the best value, check out our blog on "How Much Does GSA Schedule Consulting Cost?"
Hiring a Consultant: What's Next
Hopefully the simple questions above and the red flags to watch out for can help you gauge experience and tease out any details that could create complications. But you may still have a few questions about consulting, or maybe you need help getting your leadership on board with the idea. If you want to learn more about hiring a consultant, check out some of our blogs below:
- Why You Should Discuss GSA Consulting Before Managing the Process In-House
- Why Hiring a Consultant Could Save You Time and Money
- How to Find the Right GSA Schedule Consultant
If you want to learn more about our consulting services or if you need help figuring out what path is best for your company, one of our consultants would be happy to speak with you.
