The Definitive Guide to Getting a GSA Contract

It’s no secret that Getting a GSA Contract brings huge growth potential to most companies.

But, how can you know if it will benefit your company? And, if you believe it will, how do you approach such a large project?
Bottom line? If you want to grow your federal sales, getting a GSA Contract is a must.
And in this guide I’m going to show you everything you need to get a GSA Contract.

Let’s dive right in.

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Chapter 1
Eligibility
Chapter 4
Identify GSA Schedule(s)

Chapter 2
Advantages & Benefits

Chapter 5
GSA Offer - Doc Prep

Chapter 3
Are your Ready?

Chapter 6
Submit to GSA eOffer

Chapter 7
Negotiations

Chapter 8
GSA Contract Award
Chapter 1

Eligibility for the GSA Schedule Program


 

Aren't sure if you qualify for a GSA Contract?

This chapter will cover the very first step, and walk you through what it takes to be eligible to get into the GSA Schedule program. You can also complete our pre-screen webform:

If you are looking to get a GSA Contract there are a few requirements you need to know about.

1) Two Years in Business

If you are a start-up, you will most likely need to wait until you can provide two years of Financial documents. One exception is that if you are going to pursue the IT Schedule 70, there is a program called "Startup Springboard" that will allow you to submit without 2 years of experience.

2) Meet the Scope Requirements

Your past performance must "fit" into the Scope description of at least one GSA Schedule subcategory (called Special Item Numbers - or SIN's). Therefore, you must review the GSA Schedule List to assure your offerings have a place in the GSA Contract program.

3) Past Performance

Not only must you fit the scope of the descriptions, but you must back it with documentation (such as Invoices, Contracts, PO's, Proposals, etc.). The GSA wants to know that you have performed the services, or fulfilled the product orders, you are submitting for.

4) Financially Strong

The GSA looks at your past two years of Financials (Balance Sheet and Profit/Loss Statement). They make sure that your company is financially strong.

 

Chapter 2

Benefits of getting a GSA Contract


 

Before you dive into the GSA Schedule process, it’s important to know what makes this a good move for your company.

Will a GSA Contract boost your federal sales?

With planning and discipline, you can thrive in the Federal Market with a GSA Contract. The average GSA Contractor makes around $3 Million annually.

Getting a GSA Contract can launch your company to the next level. The US Government is the world's largest buyer.

 

Getting the GSA Contract is an advantage and allows you access to more opportunities. However this is only the first step, you still have to hustle and actively pursue business.


GSA's ecosystem for Federal Contracts

There are several systems that connect GSA Contractors to opportunities:

  • GSA eBuy - The exclusive website where federal buyers post opportunities. GSA Contractors can view the details and upload their Proposal right into the system. (Link to eBuy).

  • GSAAdvantage! - Think of the Amazon.com of federal contracting. Buyers can search for products they need and pay with a credit card. They also use this system as a search engine for services (Link to GSA Advantage)

  • GSA eLibrary - Each GSA Contractor has their own landing page for buyers to research them (Link to GSA eLibrary).

  • GSA Symposium - An annual conference only available to GSA Contractors, with breakout sessions and scheduled one-on-one meetings with agency buyers.

Cutting the Red Tape

Federal purchasing is one of the most regulated things in the world. Spending taxpayer dollars must be handled carefully. The GSA's Multiple Award Schedule program offers buyers a simplified way to purchase. This lowers their liability and time investment to award to a GSA Contractor.


Less Competition

You are only competing with other GSA Contractors for opportunities. Less competition means you have a better chance to win.


Long Term

GSA Contracts last 20 years. They are 5-year options with 3 renewals.


Legitimacy

Federal buyers know that a company with a GSA Number has been vetted by the GSA, and that their pricing is fair. This adds legitimacy to your business, even in the open market.

Chapter 3

Are you Ready to get a GSA Schedule?


 

Before you dive into the GSA Schedule process, it’s important to know what makes this a good move for your company.

Will a GSA Contract boost your federal sales?

 

Readiness Assessment

There are several things to consider before pursuing a GSA Contract:


Marketing Plan

  • Do you know who in the federal government buys what you sell?
  • Where are the buyers located? In DC? Military Bases? Internationally?
  • Is your pricing competitive?
  • Are your offerings the best value?
  • How will you communicate your Value to the federal buyers?
  • What are the best Conferences, Events, etc. for you to attend?

Time and Resources

Do you have 


Funding & Financial Strength

You are only competing with other GSA Contractors for opportunities. Less competition means you have a better chance to win.


Experience & Scope Matching

GSA Contracts last 20 years. They are 5-year options with 3 renewals.