In what has become an unprecedented time for companies and their employees, adjusting to a “new normal” of working away from the office has been challenging for many as the COVID-19 pandemic continues. As companies begin to look ahead and plan for a return to some normalcy, continuing to practice safe social distancing measures in the workplace will be key to providing a safe and efficient workplace environment. This includes continuing to keep a 6-foot space between individuals and the use of Personal Protective Equipment (PPE) such as face masks. Differentiating between the types of masks and the protection they provide is important for companies to know before bringing employees back into the office.

The answer, put simply, is yes. Yes, you can participate in government contracting bids without a GSA Schedule. But it may not be the best way to secure government contract opportunities. Open market sales to the federal government take longer and are more expensive than sales through a contracting vehicle.

Selling to the government can seem like a daunting task for any government contractor, but focusing on several key tips and strategies can bring some structure to your public sector efforts and help your company excel in the government marketplace. Building your government sales practice is one of the greatest challenges your company may face, and before you can capitalize on the opportunities that exist for your company, you should have a go-to-market strategy in place. We have covered how to find and win government contract opportunities, but today we we’ll focus on how to successfully sell to the government.

The COVID-19 pandemic has forced the world to change. The standard email greeting has been converted from “Hope you had a great weekend!” to “Hope you are staying safe and healthy in this uncertain time.” Employers and employees alike have been forced to live in the new normal of working from home as much as humanly possible. At some point, however, this will all have to end, and people will file back into offices and “normal” workplaces. But that doesn’t mean that offices will look the same. With COVID-19 in mind, it’s important to recognize how to best protect your employees when reopening your offices across the country.

A lot of businesses are looking to the federal government and the public sector to keep their businesses profitable during an economically uncertain time. Thankfully, the U.S. government is taking steps to try to help out Economically Disadvantaged Businesses through methods like those outlined in the OMB Memorandum. The federal government is also prepared for times of emergencies and has put statutes and clauses in place that specifically address small business set-asides and sole-source opportunities in the Federal Acquisition Regulation (FAR) and the Stafford Act. If you and your company are economically disadvantaged due to the effects of the Coronavirus, let’s review how set asides, sole source opportunities, and the updates to the MAS program can help your business.

Pricing is a key component of every GSA Schedule contract. GSA Schedule contracts are a long-term partnership between the federal government and commercial companies and are one of the most widely used government contract vehicles. The Federal Supply Service, a division of the General Services Administration (GSA), manages this government-wide contracting vehicle, which has been newly branded as the Multiple Award Schedule. The Multiple Award Schedule (MAS) was established under FAR Subpart 8.4 and serves to offer Federal agencies “a simplified process for obtaining commercial supplies and services at prices associated with volume buying.” My role as a GSA consultant requires that I navigate my clients through the construction of an offer that is strategic, compliant, and emphasizes pricing. Here are 5 GSA pricing rules you need to know: