A lot of GSA Schedule contractors think they can only sell their products and services to the federal government, but did you know you can sell to state, local, educational, and tribal entities too? Under certain state and local programs, you can offer the same products and services you sell to these entities, greatly expanding the marketplace for your company. One of the most widely used programs is Cooperative Purchasing, which applies to IT and Security and Protections contractors.
Since IT and cybersecurity are becoming increasingly important in the government space, and GSA will soon have an even larger presence in the market through a recent Executive Order, Cooperative Purchasing is a valuable avenue for contractors to take. Here’s what you need to know about Cooperative Purchasing and how to become involved in the Multiple Award Schedule (MAS) program.
Cooperative Purchasing allows state and local entities (SLED) to purchase IT and Security and Protection products and services from the MAS program.
Imagine your state government office wants to buy laptops for their employees. Now, the federal government has already gone through the whole process of negotiating prices and pre-vetting contractors for those very supplies. Instead of starting from scratch, state, local, tribal, and educational entities can use the GSA Schedule to obtain them, knowing they are getting the best value and price. It’s more efficient for them and for you as a contractor.
You can sell to state, local educational, and tribal entities through the Cooperative Purchasing Program. More specifically, this includes:
Eligible educational institutions that meet the threshold for Cooperative Purchasing include the following per 40 U.S.C § 502 (c):
You may already be making some good sales to federal agencies, so why get involved in the Cooperative Purchasing program? This program is a simple way to take advantage of a whole new marketplace, not to mention a popular program as our new administration buckles down on cybersecurity breaches and expands IT efforts. Here are some other added benefits to Cooperative Purchasing:
The scope of Cooperative Purchasing through the MAS program includes:
To get involved in the Cooperative Purchasing program, you’ll need to first ensure you have a GSA Schedule with products and/or services listed under either the IT category, Large Category F or the Security and Protection Services, Large Category J. Once you have your award, you can simply opt into the program. This can be done at the time of award or through a GSA Schedule modification.
You may be wondering, how does the new administration impact SLED purchasing? Since the new administration is focused on taxpayer savings and efficiency, GSA is expected to quadruple in size. A recent Executive Order directs federal agencies to move the majority of common goods and services to be procured under GSA. This means more federal agencies as well as state and local entities will turn to the MAS Program as GSA ramps up their procurement system.
Additionally, the new administration has made it clear they will invest more heavily in Artificial Intelligence (AI) and and cybersecurity. The Department of Government Efficiency (DOGE) has also made it a mission to modernize software across government systems, so we can confidently expect to see more spending through the Cooperative Purchasing program.
The world of government contracting is ever-evolving, and Cooperative Purchasing is no exception. It's a powerful tool for governments looking to stretch their budgets further and for businesses seeking to expand their customer base.
As with any tool, though, it's most effective when you know how to use it properly and how to take advantage of it. If you need help marketing your GSA Schedule or looking for opportunities, check out our blogs, “The Basics of Government Marketing,” and "8 Strategies to Stand Out from Other Government Contractors."
If you have questions about your GSA Schedule, or are interested in procuring one, one of our consultants would be happy to help you.