.png "Patrick Morgans")
The new year is a time of possibility that often brings about reflection in your business’s strategy for growth in the upcoming year. In the government contracting landscape, businesses often seek effective strategies to expand their horizons, tap into new markets, and secure a steady stream of customers.
For many companies, including those already contracting with the federal government, one potential path to growth is through obtaining a General Services Administration (GSA) Multiple Award Schedule (MAS). This governmentwide Indefinite Delivery, Indefinite Quantity (IDIQ) contract vehicle provides streamlined procurement for federal customers, making it a popular choice for government agencies when purchasing products or services. As it is a favorite contract vehicle of federal agencies, obtaining a GSA MAS contract can help you grow your business in many meaningful ways. I’d like to show you 6 reasons a GSA Schedule can have a positive impact on your company’s growth strategy over the next year.
1. Increasing Access to the Federal Market
One of the most compelling reasons to consider the GSA MAS program is the access it provides to the greatest volume purchasers of goods and services in the world, the federal government. In Fiscal Year 2023 alone, the Multiple Award Schedule accounted for over $46 billion in sales. Many government procurement officials rely on the GSA MAS program to streamline their procurement processes, and some exclusively purchase through the MAS program.
By obtaining a GSA MAS contract, your company firmly establishes itself in the federal marketplace and the minds of procurement officials. A GSA MAS provides your business with up to twenty years of access to the federal marketplace through your Schedule, something to keep in mind when considering your long-term government business strategy.
2. Streamlining Procurement Processes
Navigating government procurement can be a complex and time-consuming task. The GSA MAS program simplifies this process by establishing pre-negotiated terms and pricing. This streamlines the procurement process for government agencies, making it more efficient and cost-effective for both contractor and customer. For your company, this means quicker sales cycles and reduced administrative burdens, allowing you to focus on finding opportunities rather than constantly having to repeat the same vetting processes for every opportunity.
This simplification is a major selling point to many federal procurement officials, making the GSA MAS a favored contract vehicle among many officials. This valued status makes the MAS program a great place to increase your sales.
3. Attracting New Customers
Securing your company’s GSA Schedule enhances your company's visibility and credibility to federal customers. As mentioned above, government agencies often prefer working with GSA Schedule holders due to the rigorous vetting process these companies undergo as part of the Schedule acquisition process, which results in the establishment of pre-vetted terms, conditions, and pricing on the MAS contract. Once you are awarded your GSA Schedule, you will be able to post your pricelist in GSA eLibrary and your product catalog, if you have one, on GSA Advantage. These GSA-specific websites increase the visibility of your offerings to federal customers, meaning more agencies will be able to find your offerings.
In addition to federal customers, there are also programs that allow state and local governments to purchase through the MAS program under certain conditions, meaning you may also be able to appeal to even more entities through your MAS contract. There are also certain other eligible entities beyond the federal, state, and local governments that can purchase through a GSA Schedule. Taking stock of who is eligible to purchase through the MAS program and determining whether or not they could be a target for your products or services in the future is a great way to determine whether or not a GSA Schedule is right for you.
4. Leveraging Competitive Edge
Having an MAS contract can provide your company with a distinct competitive edge. When federal agencies are seeking vendors, they often prioritize those with GSA contracts due to the program's reputation for quality and reliability. This advantage can set your business apart in a crowded marketplace, increasing your chances of winning contracts with the federal government.
Some MAS Large Categories and Special Item Numbers (SINs), such as SIN 33411 Purchasing of New Electronic Equipment and the IT Software Subcategory, are even designated as Best-In-Class, meaning they are considered the highest performing contracts by the Office of Management and Budget. As you can imagine, the positive association that procurement officials have with the MAS program makes them likely to take advantage of it through purchasing goods and services through contractors’ GSA Schedule.
5. Diversification of Revenue Streams
Relying solely on one market or customer base can pose risks to a business. The GSA MAS program offers a strategic opportunity for diversification, allowing your company to balance its portfolio by increasing its sales through the public sector. This diversification not only mitigates risks but may also position your business for greater stability and resilience. In economic downturns, the federal government remains one of the few stable sources of demands, often even ramping up spending as part of stimulus programs. Ensuring that you have a federal contracting strategy can make or break your company’s finances during a recession.
6. Providing Exclusive Opportunities
Obtaining a GSA Schedule gives you access to a new ecosystem that presents you with exclusive opportunities. Many contracts and Blanket Purchase Agreements (BPAs), such as the upcoming Ascend Cloud BPA, are exclusively competed among GSA MAS holders. Without a GSA MAS, you will not be able to bid on these opportunities. In addition, portals like GSA Advantage!, an Amazon like website for federal procurement, and eBuy, GSA’s exclusive Request for Quote (RFQ) portal, are only available to those with Schedules.
Do You Want to Grow Your Business with a GSA Schedule?
While this is not a comprehensive list, I hope I have made it clear that the GSA Multiple Award Schedule provides an opportunity to help your company grow and thrive. Beyond the immediate benefits of increased access to the federal marketplace, the program can provide a foundation for your company’s long-term public sector strategy. With pre-vetted terms and pricing, streamlined procurement processes, and a well-regarded status among federal procurement officials, your MAS contract can ensure that your business has the tools needed to reach government customers.
Especially as you consider your business strategy over the upcoming year, you can reach out to Winvale’s team of contracting professionals, who will be happy to discuss whether or not obtaining a GSA Schedule or reselling your goods or services through another GSA MAS contract, could be conducive to your business’s growth in the upcoming year.
