How to get a GSA Contract

If everything goes perfectly, it can take 6 months from the moment you apply for your GSA contract to the moment of the contract award. The time frame depends on the accuracy of your submitted package, category of your products / services, experience of your staff, and on your GSA Contracting Officer. It is normal for a GSA Contracting Officer to spend at least 30 days to review each offer.

GSA contracts require a company to be in business for at least two years and show an annual revenue of at least $100,000 per year, for two consecutive years. Your financial situation should be stayable. Some contracts require specific skills and experience, especially in technical and service-related contracts.

Step-by-Step: Getting on the GSA List:

• Get a D-U-N-S number. D-U-N-S stands for Dun & Bradstreet Open Ratings Past Performance Evaluation. It is a unique identifier for companies around the world. The evaluation results take approximately 35 days and costs $185. It is only valid for 12 months, so you should continue with the application process as soon as you receive your number.
• Register on System for Award Management (SAM). SAM is a central database for multiple federal procurement systems.
• Select a NAICS code that fits your product/service line. There are more than 100 categories on GSA, so it might take a little research to see which is most appropriate or the best fit for your specific business .
• Download the solicitation for your GSA Schedule. Schedule solicitations are posted on FedBizOpps (fbo.gov).
• Prepare a proposal. This will most likely be the hardest, most time-consuming part of the process. Simple mistakes or oversights can cause your proposal to get rejected immediately.
• Proposal review. All proposals are reviewed by a GSA contracting officer.
• Contract negotiation. Prior to awarding a Schedule, the GSA always negotiates to obtain the best prices, quantity discounts and terms from its vendors. Once all parties are in agreement, a Final Proposal Revision (FPR) will need to be prepared and submitted.
• Contract Award. Once you receive your contract award, you should be able to begin selling immediately.

There is no law that requires a contractor to hold a GSA Schedule in order to conduct business with the federal government. … As a result, companies that conduct significant business with the federal government ultimately find it necessary to obtain a Schedule Contract. Acquisitions through GSA Schedules are issued using full and open competition. Prices have already been deemed fair and reasonable, and Contracts are in compliance with all applicable laws and regulations, reducing evaluation cycles. Purchases can be made directly from a contractor’s GSA Schedule Contract, eliminating time-consuming responses to complex RFP’s and lengthy negotiations.

• Blanket Purchase Agreements (BPAs) between agencies and contractors under the GSA Schedule are established to meet recurring product/service needs. BPA’s reduce administrative costs by eliminating repetitive ordering procedures.
• Contractor Teaming Arrangements (CTAs) are agreements between two or more GSA Schedule Contract holders to work together in order to provide a complete solution to meet an agency’s needs.
• GSA Advantage!, is an online shopping mall for federal government agencies to view, compare, and directly purchase products and services available through GSA Schedule Contracts.

Many small businesses come to Procurement Technical Assistance Centers interested in GSA Supply Schedule contracts. But the first question must always be – is a federal supply schedule right for your company? In many cases, the answer is no. Making that determination up front can save a tremendous amount of time, energy, and perhaps money, as some small business owners pay thousands of dollars to private firms to help them “get on a GSA Schedule,” only to be unsuccessful or find it a poor fit.

Your local PTAC Procurement Specialist can help you assess your company relative to GSA purchasing practices in terms of both overall readiness and pricing structure. Together you can determine the appropriate Schedule for you to consider and discuss the many other resources available on the GSA website, including their Readiness Assessment and Pathway to Success, which can all provide critical insight into the appropriateness of pursuing a Schedule contract.

He or she can also teach you how to use GSA’s online sales query tool to see how much of your product or service is being purchased by GSA. It may be that current purchases far exceed your capacity to produce, or it may be that there are hardly any purchases at all. Either situation might be an argument against pursuing a Schedule contract.

Pricing is another important consideration. GSA wants your very lowest price, lower than that which you offer to your very best customer. The pressure to award to the lowest possible price providers has only grown in recent years, making GSA contracting more difficult for small firms. (See “The Cost of FSSI and the Prices Paid Portal”). A GSA Schedule contract at a price you can’t sustain could put your company out of business.

Your PTAC Counselor can help you sift through all of this information and these considerations to reach the decision that is right for your business. Then if you determine that a GSA Schedule contract IS right for your company, they can help you take the next steps in applying. Many PTACs offer classes such as “Understanding the GSA Schedule Process,” but all will also work with you one-on-one to answer your questions and help you find the information you need. Once you’ve been awarded a Schedule contract, they can help you develop a marketing strategy to maximize your sales opportunities.