The federal marketplace can be a daunting place for General Services Administration (GSA) Schedule contractors, but if they know what tools to use and where to find them, they can be more confident in the success of their contract. GSA provides a range of procurement tools to assist contractors in conducting market research, competitor analysis, and identifying contracting opportunities. These resources are available for free, and they play a crucial role in a contractor's growth.
One of the biggest hurdles to success in any marketplace is your competition. How do you ensure you are offering competitive prices, are keeping up with trends, and getting a leg up on your competition? The first step is knowing all the resources available to you and how to use them to your advantage. To help you navigate and understand these tools, we have prepared a comprehensive guide that outlines their functionalities and how to use them for researching competitors.
GSA’s Schedule Sales Query Plus (SSQ+) is a platform committed to furnishing contractor-specific sales information derived from quarterly sales data reported by GSA-approved vendors. This offers pre-formatted reports, enabling users to focus on competitors based on their offerings, business size, company names, etc. Especially for businesses considering getting a GSA Contract, GSA actively promotes using this tool for analyzing competition and gauging market potential across various categories of goods and services within the program.
Beyond a detailed review of sales by quarter and vendor, SSQ+ goes a step further by allowing users to delve into reported sales by Special Item Numbers (SIN). This feature is especially insightful for newly introduced SINs where competition might be limited. For instance, you may discover only a select few vendors hold an awarded SIN, with sales concentrated among an even smaller subset. Please be mindful that this tool may take time getting used to as the system isn’t necessarily user friendly and times out easily.
GSA Advantage! functions as the federal government's premier online marketplace. Similar to the purpose and functions of Amazon, GSA Advantage! offers federal agencies a streamlined avenue for purchasing a wide array of products and services. Whether in need of bulk office supplies like pens, or staplers, tools, or sports equipment and software, government agencies can access a diverse selection with varied types, brands, and prices. Similar to Amazon's interface, GSA Advantage! provides comprehensive product details, including photos, descriptions, and GSA-approved prices for each item, enhancing the efficiency of procurement processes for government entities.
You can use this site (for products mainly), to evaluate competitors’ prices, what kinds of accessories, or models they may be offering, how they are marketing their items, and what designations they may hold.
The CALC tool conducts searches on hourly rates from previously awarded GSA and Veterans Affairs (VA) services contracts. It identifies comparable labor categories and prices based on specific search criteria and applied filters. Additionally, the tool determines the range of awarded pricing for selected services.
Notably, the data in CALC mirrors the information found in the text file on GSA eLibrary and is accessible on GSA Advantage!. However, what sets CALC apart is that the Contracting Officer loads this information into the database on the day of the award. This ensures that the data is more current for market research purposes.
The rates featured in CALC represent fully burdened hourly rates, reflecting the rates awarded at the master contract level. It's important to note that these rates pertain to the current government Fiscal Year (October 1 to September 30) and are applicable globally. This distinguishes them from rates awarded at the task order level, which may differ and potentially be significantly lower than the rates established at the contract level.
GSA eLibrary functions as a comprehensive directory for all of GSA's recent contract award details. Government agencies leverage this platform to conduct thorough research on contractors, underscoring the importance of maintaining accurate and up-to-date information. For contractors, the site proves invaluable not only for accessing their own contract information but also for researching competitors and obtaining crucial details related to their GSA Schedule.
In addition to contractor data, eLibrary is the go-to source for the latest information on Large Categories and SINs. This feature enables users to explore where their products and services align within the GSA MAS program, making the site a valuable resource for strategic research and positioning.
Be sure to explore USASpending.gov, a tool designed for thorough market research and analysis. This site is a valuable resource for both agency spending and contract awardees. Users can delve into comprehensive research on government spending by agency, the specific products/services and industries they are acquiring, as well as agency budgets. Additionally, you can research awards to specific contractors to learn who the incumbent on a new solicitation may be, or what kinds of contracts your competitors are winning.
Armed with this knowledge, users can conduct further investigations into the task orders awarded to their competitors by accessing the Federal Procurement Data System (FPDS). This additional research aids in identifying the agencies with which a competitor has established past relationships or is currently engaged – invaluable intelligence for refining your market strategy.
Navigating the constantly evolving landscape of federal procurement can be challenging for contractors, and that's why these resources can help you keep an eye on your competitors and gain a competitive edge. By leveraging these tools, contractors can refine their strategies by staying up-to-date with the latest developments in the federal market. If you want to learn more about market research and competitors, check out these blogs:
Feel free to reach out to us and our experts as we are here to help or answer any questions you may have as you search for opportunities for your business.