If you’re a regular reader of our blog, you’ve likely seen hundreds of articles on the GSA Multiple Award Schedule (MAS), how it works, and how to participate. But what about the VA Federal Supply Schedule (FSS) Program? Most of the questions our consulting team receives are about the GSA MAS Program, but today we’ll be shining some light on the MAS Program’s not-so-little sibling: the VA FSS Program, managed by the Department of Veterans Affairs (VA).
Simply put, the VA FSS Program is home to medical equipment, supplies, pharmaceuticals, and services. Offerings from vendors that fall under Federal Supply Classification (FSC) Groups 65 and 66, and services in FSC 621 for Professional and Allied Healthcare Staffing Services and Medical Laboratory Testing and Analysis Services, are sold through VA FSS, rather than GSA MAS.
Generally, products and services that are intended for medical use or human health purposes are within scope of the VA FSS Program. In contrast to GSA MAS, VA FSS has 9 separate solicitations and Schedules, listed below:
It’s important to note that these are separate Schedule contracts, meaning that if your company offers products or services that cover the scope of multiple Schedules, it may be necessary to hold more than one VA FSS contract.
Of the 9 Schedules listed above, the most popular are 65 I B, 65 II A, and 621 I.
Although the program is managed by the VA, the same government agencies authorized to purchase through GSA MAS under GSA Order ADM 4800.2F are eligible to procure products and services through VA FSS. In addition to the VA and other federal agencies, state and local governments can utilize VA FSS contracts through the GSA Disaster Purchasing Program. Contractors should keep note of which sales are VA sales and which are from other government agencies, for tracking and assessment compliance purposes.
Now that we know who can buy via VA FSS, let’s take a look at how much they’re buying. Just like GSA MAS, VA FSS collects quarterly sales data reported by contractors in the VA Schedule Sales Query (SSQ). This data is publicly available through the Office of Procurement, Acquisition and Logistics.
It’s important to note that these figures are not considered “official” by the VA and should be used for informational purposes only. For more definitive data on awards and contract actions valued over $10K, we recommend consulting FPDS.gov or the SAM.gov Data Bank. Nonetheless, the data available from the VA SSQ can provide context for competitive analysis and strategic modification efforts.
In Fiscal Year (FY) 2024, the data breaks down as follows for the 3 most popular VA Schedules:
Schedule 65 I B: $11,673,988,591 (yes, billion!) in VA sales, $6,379,126,855 in sales to other government agencies, $60,019,200 in sales to state and local agencies.
Schedule 65 II A: $1,552,432,317 in VA sales, $223,763,951 in sales to other government agencies, $1,179,155 in sales to state and local agencies.
Schedule 621 I: $197,795,948 in VA sales, $365,382,519 in sales to other government agencies, $1,409,939 in sales to state and local agencies.
For the VA FSS Program overall, total sales were around $21.4 billion in FY 2024, up from around $18.9 billion in FY 2023. As you can see, the VA FSS Program represents a massive marketplace for medical supplies, services, and equipment that you don’t want to miss out on.
Like the MAS Program, the VA FSS Program brings multiple benefits to participating contractors. As we’ve shown above, participating in the VA FSS Program gives contractors access to contracting opportunities worth billions of dollars annually. Since VA FSS contracts are only awarded to responsible and qualified contractors, selling through the program increases contractors’ credibility with government customers and can help small businesses in particular gain a foothold in the government marketplace.
The VA FSS Program also enables contractors to streamline their business processes. VA FSS contracts are awarded with pricing already negotiated, allowing contractors to reduce their overhead costs at the task order level.
Although the VA FSS program stands on its own, it’s important to note a few differences between VA FSS contracts and GSA MAS contracts, especially if you’re a vendor that might consider both.
Like the MAS Program, the VA FSS Program has an open and continuous solicitation, so contractors can apply anytime. After confirming that a VA FSS contract is the right choice for you, you’ll want to determine which of the 9 VA Schedules above best fits your offering.
You should then download your Schedule’s solicitation and conduct a thorough review of its requirements. The main document you’ll complete is the Vendor Response Document, which contains most of the proposal elements: contractor information, commercial sales practices, past performance (as applicable), a small business subcontracting plan (as applicable), and a proposal submission checklist. You’ll also complete a separate pricing proposal spreadsheet. Additional requirements, such as technical prompts, will vary depending on your specific Schedule, so make sure to thoroughly review your Schedule’s list of requirements.
After submitting your offer via email to the VA, you’ll go through a review process that involves requests for additional information, pricing analysis, negotiations, and, hopefully, contract award. Like a MAS contract, a VA contract comes with ongoing responsibilities for contract maintenance, but most importantly, it gives you the ability to take advantage of expanded government contracting opportunities.
The process to acquire a VA FSS contract can be arduous, but it’s worth it to reach the scores of government customers looking to purchase medical supplies, services, and equipment. If your company has additional questions about how to get started with the VA FSS Program, contact our team of experienced consultants today. Winvale has supported many VA FSS contractors with offer assistance and ongoing contract maintenance across a variety of the VA’s 9 Schedules.