It often comes as a surprise to many contractors that they can leverage their GSA Schedule contracts to sell to state and local governments. Contractors are not limited to using their Schedule to sell only to federal buyers. As a consultant, I come across clients who are constantly looking for ways to expand their customer base. Many are unaware that GSA also supports the procurement needs of state and local governments through various programs, especially during this time with recent natural disasters and the global pandemic. This blog will cover a few emerging opportunities that contractors can take advantage of and use to sell to state and local governments.

If you’re a new GSA contractor or new to reporting your GSA sales, you may be wondering what TDR is, and how it can fit into your contract. Transactional Data Reporting (TDR) is a GSA Schedule pilot program for reporting sales that was first rolled out in 2016. TDR is a way for GSA and its partner agencies to collect transaction-level data on solutions purchased through the Multiple Award Schedule (MAS) program. Ultimately, the purpose is to equip the government’s acquisition workforce with the information needed to make data-driven decisions that save taxpayer dollars. TDR also allows contractors to opt out of Commercial Sales Practices (CSP) and reporting, which could be a benefit for your company.

Successfully qualifying government opportunities for your organizations pipeline is a vital step in becoming a successful government contractor. Like many things in life, the qualification stage in the government contracting process requires due diligence on your part to ensure that you can meet all of the stated requirements.

Once you are awarded a GSA Schedule contract, you are granted access to many platforms and resources to assist in growing your company’s presence in the public sector. As a GSA Schedule contractor, websites like SAM.gov, GSA Advantage!, GSA eLibrary, and more become important assets for success in the federal market. The issue is contractors and government buyers aren’t the only ones that see these resources as valuable. While these sites are crucial for contractors, it also makes their company highly visible with non-confidential information such as email address, numbers, address, and therefore susceptible to a cybersecurity breach.

As your company searches for contracting opportunities in the federal marketplace, you have most likely come across a Request for Proposal (RFP). An RFP is a solicitation document to communicate the requirements and parameters of a government agency's needs, both products and services. An RFP often requires companies to convey the technical aspects of the proposal and address how their company will meet the government’s needs while offering the best value. Your response to the RFP needs to be highly detailed and precise, as RFPs are considered formal requests that could result in contract award. However, this is is easier said than done. There are a number of common mistakes that contractors fall into as they hunt for government contracts. Here’s what they are and how to avoid them.

Past performance is a crucial component for evaluating and awarding contracts. If a contractor does not have a satisfactory record, they may not be able to perform to the expected level to complete the work type and scope. As a GSA Schedule contractor, what do you need to do to prepare for the past performance requirements? Let’s review what past performance is, why it’s important to government agencies, and how you can be ready for your next solicitation.