Acquiring a GSA Multiple Award Schedule (MAS) contract can be a game-changing opportunity for businesses seeking to expand into new markets. However, becoming a contract holder marks the first milestone in your journey toward securing government business. As a Schedule holder, maximizing your opportunities is important for your long-term success. This involves identifying and targeting your ideal audience, creating a compelling value proposition, and conveying your unique selling points. In this blog, we will discuss in detail effective strategies for creating and maintaining GSA Schedule opportunities.
Understanding Your Market
If you are a new scheduled contract holder you have already completed the required Pathways to Success training and the Readiness Assessment. This means you have already laid the groundwork for understanding federal buying trends and identifying the most lucrative category for your products and/or services using the Schedule Sales Query. It is important to conduct further research on the needs of the potential customers you have already identified. By doing this, you'll enhance your grasp of the market and tailor your offerings in a way that persuades your intended customer that your product or service can effectively address their challenges.
Marketing Your GSA Schedule
As a MAS contract holder, your price list will be featured on both GSA eLibrary and GSA Advantage!. These platforms are key channels through which government customers are likely to discover your offerings, making it beneficial to leverage them to attract potential clients.
GSA eLibrary enables you to display your "Text File" price list and other crucial administrative details, providing interested buyers with a comprehensive overview of your contract. It serves as a centralized hub for buyers to access your contact information and make a well-informed decision on whether to procure your offerings.
For contractors offering products, crafting a clear and concise profile on GSA Advantage is essential. A profile with high-quality images facilitates easy navigation of your offerings, enhancing the likelihood of customers finding and selecting your solutions.
Additionally, you should take advantage of the GSA logo and add it to your website and other GSA-related marketing materials. This emblem communicates to potential customers that you possess a GSA Schedule with prices that have been negotiated and considered fair and reasonable, making it an easy decision for them.
How to Find Contracting Opportunities
GSA eBuy is a platform tool used by thousands of eligible entities to procure products, solutions, and services from GSA Schedule contract holders. As a GSA Schedule contract holder, you are granted exclusive access to respond electronically to government solicitations, including Requests for Information (RFIs), Requests for Proposals (RFPs), and Requests for Quotes (RFQs) posted by authorized entities.
You can only view opportunities relevant to the Special Item Numbers (SINs) you were awarded. New opportunities are posted through this system frequently. It is highly recommended to designate a point of contact who can search the platform daily for suitable solicitations. Once you identify an opportunity, I advise you to respond promptly, as the responses are time-sensitive.
Unlike GSA eBuy, where opportunities are exclusive to SINs associated with your GSA Schedule contract, SAM.gov features a broader range of solicitations that may not necessarily align directly with the products or services covered by your contract.
However, there are several filtering options available to help you narrow down your search. These filtering options include keyword searches, NAICS (North American Industry Classification System) Codes, specific agencies, contract types, and more. By utilizing these filtering tools effectively, you can streamline your search process and focus on opportunities that are most aligned with your capabilities and offerings. To avoid sifting through an overwhelming number of results, it's crucial to be as specific as possible while searching for opportunities on SAM.gov.
Networking with Government Customers
Networking with government customers is just as important as networking with your commercial customers. To truly maximize contract opportunities and win government business, contractors must actively engage in networking and relationship-building with government buyers. Building relationships with government buyers not only helps you to build a good rapport but can give you insider access to upcoming opportunities, better insight into buyers' needs, and expand your market research. As a GSA Schedule contractor, attending Industry events and conferences is a great way to start making those connections.
When networking with potential government customers, your capabilities statement serves as your key value proposition, capturing potential interest effectively. It is in your company’s best interest to craft a capabilities statement that showcases your distinctive strengths and sets you apart from competitors. Actively engaging in networking events can significantly enhance your chances of successfully securing government contracts by facilitating meaningful connections.
Create a Contractor Team Arrangement (CTA)
Establishing a Contractor Team Arrangement (CTA) can also help you access a wider range of government procurement opportunities. CTAs enable your company to compete for government contracts that may exceed your capacity to fulfill independently.
Additionally, CTAs provide flexibility in assembling teams with specialized skills or capabilities required for specific projects or opportunities. By leveraging the strengths of each team member, CTAs can enhance your competitiveness and increase your chances of success in winning government contracts. CTAs also encourage collaboration and networking within the GSA community, establishing new business opportunities and potential long-term partnerships.
Don’t Skip this Step: Contract Maintenance
Hopefully, after reading this blog, you have developed a game plan for maximizing your GSA Schedule opportunities. As a GSA consultant, I find that the backbone to successfully implement all these strategies is remaining compliant with GSA schedule requirements. This means ensuring you stay on top of contract maintenance. We recognize that the commitment to maintaining your contract may contribute to your already heavy workload. If you need help with maintaining your GSA Schedule, we are happy to assist.
