Out of all the requirements within the GSA Multiple Award Schedule (MAS) Program, the minimum sales requirement may seem the most daunting. Especially because the Trump Administration's mission to eliminate government waste and improve efficiency has made certain regulations including the minimum sales requirement more important for contractors to follow.
But don't panic yet--since the sales requirement changed in 2024, contractors have more time to get their govcon business in order, and it's not an impossible goal to meet. Otherwise, the MAS Program wouldn't be an over $50 billion vehicle. With the right tools and marketing you can meet this requirement successfully, so let's cover some tips for increasing your GSA Schedule sales.
What is the GSA Minimum Sales Requirement?
The minimum sales requirement mandates that GSA Schedule holders must make $100,000 for the first 60 months (5 years) of the contract, and $125,000 for each 60 month period thereafter. This requirement was amended in 2024 to allow more time for contractors to get up and running and to align the sales requirement periods with the contract option periods. The original requirement was $25,000 in GSA Schedule sales within the first 2 years of their contract, and then $25,000 every year thereafter.
For any organization that has had business with the government in the past, this requirement is not necessarily insurmountable. However, those numbers can seem overwhelming at first, especially for a new contractor navigating the world of GSA. Especially now that GSA is cracking down on the requirement. So, let's discuss ways you can boost your contract sales.
Finding Business as a GSA Schedule Contractor
When you get your contract awarded, you can't expect sales to just start rolling in. The award is what gives you access to the unique marketplace. You'll need to proactively search for opportunities and ensure you have a strong marketing presence.
The two main sites we suggest you use for finding opportunities are:
- SAM.gov: The same site where you register and renew your SAM registration can be used to find upcoming solicitations including market research opportunities like Requests for Information (RFIs) and full on Requests for Proposals (RFPs). SAM.gov now also has past award data you can use to search for competitors and contracts that may expire soon, leading to future solicitations.
- GSA eBuy is a unique tool reserved solely for GSA Schedule contractors to respond to direct requests (as mentioned above) and proactively search for opportunities. GSA eBuy only lists opportunities under your Special Item Numbers (SINs) so it's easier to filter for relevant options.
You can also use paid subscription services for upcoming opportunities, or other government sites such as USASpending.gov to learn about award data. This data can help you identify which agencies are purchasing from your competitors and when a contract period of performance may be ending soon.
Marketing Your GSA Schedule
In addition to searching for opportunities, you'll want to focus on making your solutions more visible to government customers. The first thing you can do is verify your current catalog of products and services in GSA eLibrary is up to date, as this is published directly to GSA Advantage!.
GSA Advantage! is the premier ordering platform for the federal government. Just like Amazon, government customers can search and order solutions in just a few clicks. So if you offer products, it's important you are spending time creating listings that have good quality photos, include popular keywords, and have detailed descriptions. To learn more about how to maximize your GSA Advantage! listing, check out our blog on GSA Advantage! best practices.
GSA eLibrary is not something to gloss over either. While you can use this site to search for Large Categories and their relevant SINs, it also serves as a directory of all the active GSA Schedule contractors. So government customers can find your pricelist and text file on here along with important company information such as your business designation, SINs you sell under, address, POC, etc.
Creating a Govcon Web Presence
Your company's website is often a missed marketing opportunity. You're spending so much time figuring out your GSA eLibrary page and GSA Advantage!, you might forget to create a space on your own site for government customers.
We suggest you create a separate page on your site to include valuable contract information, including:
- GSA approved logo (see link for restrictions)
- Contract information
- Past performance
- Case studies and whitepapers
- Emphasis on your value and differentiators
- Links to GSA Advantage! and GSA eLibrary
- Capabilities Statement
If you have a few target agencies that are seeking your solutions, this is also the place to tailor your messaging to their missions and needs. Don't forget to post links to this page on your site and your eLibrary/Advantage pages to social media either! Visibility is important on all sides.
Setting Yourself Apart from the Competition
Another avenue of approach is to set yourself apart from the competition where possible. Determine if your business qualifies for any small business set-asides. The Small Business Association’s (SBA’s) set-asides apply to GSA Schedules and provide opportunities to become more competitive by certifying as one or more of the following: 8(a) Business Development, Women-Owned, Veteran Owned, Service-Disabled Veteran-Owned, or HUBZone.
You can also look to add additional designations such as opting into Disaster Purchasing or Cooperative Purchasing (if eligible), so you can also sell to state, local, tribal, and educational entities with your GSA Schedule.
Becoming a Successful GSA Schedule Holder
There are several opportunities for success as a GSA Schedule contract holder, but you must continue to be proactive. Maintaining the updated minimum sales requirement will give you more time and flexibility for making sales within the 5 year option period, so use that time to create a strong marketing strategy and sales pipeline.
If you want to learn more about marketing your GSA contract and becoming a successful contractor, you can check out our blogs:
- GSA Schedule Marketing 101
- 8 Strategies to Stand Out from Other Government Contractors
- 5 Ways to Optimize Your GSA Schedule
If you have questions or need help managing your GSA contract, one of our consultants would be happy to help you.
