Many companies are awarded a GSA Multiple Award Schedule (MAS) contract and then they wonder, “What’s Next?” For most contractors, the next logical step you think to take is marketing your GSA MAS contract to federal agencies. This is true, and there are a few required steps once your contract is awarded that will help promote the overall visibility of the contract to federal buyers. This will include registering with the FAS Catalog Platform (FCP), setting up eBuy POCs, and utilizing GSA portals to find the right opportunities for your business. In this blog, we’ll be covering the first steps that every contractor should take to market your GSA MAS contract post-award.
Now that your GSA MAS contract has been awarded, your first step is getting set up with the FAS Catalog Platform (FCP). You can log into the FCP Platform utilizing your FAS ID. This can be created once you are added as an Authorized Negotiator to your GSA MAS contract. Once registered, the first step will be to Verify your Seller Profile. The Seller Profile contains information on shipping and ordering, contact information for your contract, and information on dealers and distributors. Any information that you submit as part of the FCP Seller Profile should match your contractor and contract information that has been awarded. If there is any information that is incorrect, a corresponding modification to correct the information should be submitted.
Once the Seller Profile is approved, you will need to baseline your products or services catalog in order to establish an accurate record of your contract’s currently awarded products and/or services on the FCP. Since eMod and the FCP are interlinked, you’ll need to start the Catalog Baseline Modification in eMod first, and then upload the Product File or a Services Plus File. Once the files are approved, they will be publicly available on GSA eLibrary and GSA Advantage. It is important to ensure that your current GSA offerings are up-to-date on both of these websites, as they are often the first places potential buyers check when verifying your pricing.
The last step of the Catalog Baseline process is uploading your Terms and Conditions file to the FCP. Your Terms and Conditions file contains all of the awarded contract terms. This can include your Special Item Numbers (SINs), Prompt Payment Terms, Quantity/Volume Discounts, and Contract Administrator contact information. The Terms and Conditions file is also an important part of the marketing of your GSA Schedule. Contractors are unable to access eBuy and other important GSA portals until the Terms and Conditions have been approved and processed.
Another important step in marketing your GSA MAS contract is by taking full advantage of the GSA portals. The first important portal is GSA eBuy. GSA eBuy is an important tool for contractors to increase visibility and identify new federal opportunities available through their GSA MAS contract. By regularly monitoring and responding to relevant Requests for Quotations (RFQs), you can proactively connect with federal agencies seeking the products and/or services you offer. You should also ensure your contract’s eBuy profile, offerings, and contract information are accurate and up to date so agencies can easily identify you as a qualified total solution for their needs.
Additionally, using sites like GSA eLibrary and GSA Advantage! is an important part of marketing your GSA Schedule contract and increasing your visibility with federal buyers. GSA eLibrary allows agencies to research your company, review your contract offerings, and identify you as a potential source for their procurement needs. You can also use it for market research on your competition, because it serves as a directory for all the active GSA MAS contractors and includes information like offerings and price.
GSA Advantage! provides another opportunity to showcase your products and services while making it easier for federal customers to discover and purchase from you. By keeping your contract information, GSA offerings, and point of contact information accurate and up to date across both platforms, you can maximize your visibility and make it easier for agencies to find and engage with your business.
Choosing the right Point of Contact (POC) for GSA is essential to ensuring you do not miss relevant opportunities or agency communications. It is recommended to designate a POC who is familiar with your GSA Schedule contract, understands your GSA products and services, and can respond to eBuy opportunities in a timely manner. Your Contract Administrator can be a good choice for this role, particularly because they should already be actively involved in managing your contract and monitoring compliance requirements.
The Contract Administrator should take an active role in monitoring eBuy, maintaining contract information, and coordinating with your internal sales team. By having an active POC who understands both your contract and your business offerings, you can respond to opportunities more effectively and avoid overlooking potential compliance issues. Utilizing a Contract Administrator who knows how to utilize the GSA Schedule will put your business on the right path to capture federal opportunities for your business.
Once you’ve been awarded a GSA MAS contract, the work doesn’t stop there. By taking the right post-award steps, such as maintaining your presence on GSA portals, establishing the appropriate POCs, and actively monitoring opportunities, you can increase your visibility with federal buyers and find more opportunities. Your GSA MAS contract is a valuable tool, but its success depends on how effectively you manage and market it post-award. If you’re unsure whether your company is taking the right steps to maximize your GSA MAS contract, please reach out to our team of consultants today.