Want to win federal contracts through the GSA Schedule program? Start with effective market research. In 2023, the federal government spent $45 billion through GSA Schedules, but only 4% of small businesses participate. This leaves a huge opportunity for businesses ready to prepare.

Here’s how to do it in 5 simple steps:

1. Set Goals: Identify target agencies, study their buying habits, and analyze competitors. Use sites like USAspending.gov to track spending trends.
2. Use Free Tools: Platforms like SAM.gov, USAspending.gov, and the GSA Schedule Sales Query tool offer valuable data on contracts, spending, and pricing.
3. Leverage Paid Tools: Tools like GovWin IQ and Bloomberg Government provide deeper insights, such as competitor strategies and agency forecasts.
4. Study Competitors: Track contract awards, pricing strategies, and agency relationships to find market gaps and opportunities.
5. Apply Research to Proposals: Use your findings to set competitive prices, tailor your offerings, and align with agency needs.

Quick Comparison of Free Tools:

How to do Federal Market Research in USASpending.gov

Step 1: Set Clear Research Goals

Define specific objectives to guide your GSA Schedule market research. Identify the agencies you want to target, understand their purchasing habits, and evaluate your competitors’ positions.

Choose Target Agencies

Use USAspending.gov to find agencies that regularly purchase within your industry. Here’s how to narrow down your options:

• Review Historical Spending: Look for agencies that frequently buy products or services similar to yours.
• Align with Your Expertise: Focus on agencies whose needs match what you offer.

Track Buying Patterns

Study agency purchasing trends, including contract sizes, timing, and types of purchases. Tools like USAspending.gov can help you align your proposals with their buying cycles.

Study Competitor Positions

Dig into your competitors’ strategies to find market gaps and opportunities to stand out. Key areas to analyze include:

Step 2: Use Free Federal Research Tools

Once you’ve set your goals, take advantage of free federal tools to gather accurate market data. Federal agencies provide no-cost resources that can help you analyze government spending, track contract awards, and understand your competition.

Key Federal Tools

SAM.gov is the central platform for federal contracting. It provides:

• Contract and award reports
• Entity registration details

"As of March 8, 2025, subaward reporting is live on SAM.gov, replacing FSRS.gov"

USAspending.gov helps you explore federal spending trends:

• Track spending patterns
• Identify prime contractors
• Analyze contract values

The GSA Schedule Sales Query tool allows you to:

• Review historical sales data
• Compare pricing structures
• Pinpoint market segments

These tools each serve different purposes. Here’s a quick comparison to help you decide which ones to use.

Tool Comparison

System Notice: SAM.gov will be undergoing maintenance on Saturday, May 10, 2025, from 8:00 AM to 1:00 PM EST. During this time, services like Entity Registrations and Exclusions will not be available.

How to Use These Tools Together

Combine these resources for a well-rounded market analysis:

• Start with SAM.gov: Use it to locate contract opportunities and gather entity information.
• Add USAspending.gov: Dive into spending trends and award histories to get a sense of agency purchasing habits.
• Finish with GSA Schedule Sales Query: Analyze historical sales data to fine-tune your pricing and identify where your offerings fit best.

Step 3: Review Paid Research Tools

While free tools are a solid starting point, paid research platforms offer detailed analyses that can sharpen your market strategy. These tools provide deeper insights, helping you stay competitive in the GSA market. Subscriptions to these platforms can simplify your research process and uncover key opportunities.

Top Paid Research Tools

Here’s a breakdown of some effective paid research tools for GSA market analysis:

These tools can directly support your proposal development by providing actionable data and trends.

Best Uses for Paid Tools

Paid tools are particularly effective in the following areas:

Market and Competitive Intelligence

• Keep tabs on competitor strategies and pricing.
• Track how agencies allocate their budgets.
• Spot less competitive opportunities.
• Study winning proposal strategies for better positioning.

Maximizing ROI

GSA contracts often involve opportunities worth over $50 million. These platforms help you focus on high-value contracts, reduce the time spent on proposals, and increase your chances of winning. For example, GSA Focus clients report an average ROI of 87x.

Strategic Planning

With only 4% of small businesses on GSA Schedules, paid tools give you an edge by providing early alerts on opportunities, helping you position your proposals effectively, and fine-tuning your pricing strategies.

When choosing a paid research tool, think about your specific goals and budget. These platforms can enhance your understanding of the market and improve your chances of securing contracts with data-driven insights.

Step 4: Study Your Competition

Understanding your competition is key to crafting a strong GSA Schedule proposal. A detailed competitive analysis helps you spot market opportunities and shape an effective pricing strategy.

Keep Tabs on Competitors

Tracking what your competitors are doing in the federal marketplace requires a structured approach:

Monitor Contract Activities

• Check awarded contracts on USAspending.gov.
• Follow RFQ responses and award patterns.
• Review procurement schedules for your target SINs.
• Keep an eye on contract end dates to prepare for recompete opportunities.

Analyze Pricing

• Look for pricing trends within your SINs.
• Identify competitive rate ranges.
• Spot pricing advantages that set competitors apart.
• Review labor category descriptions and qualifications.

Compile this information into clear, visual comparisons to identify where your business stands out.

Create Comparison Charts

Comparison matrices can help you showcase your strengths and find market gaps:

Spot Market Gaps: Look for unmet agency needs, emerging technologies, specialized certifications, or unique technical capabilities. These areas can reveal where you can gain an advantage.

Stand Out Strategically: Evaluate your market position by considering factors like:

• Depth of technical expertise.
• Speed and efficiency in responses.
• Quality assurance processes.
• Past performance metrics.
• Specialized certifications.

sbb-itb-8737801

Step 5: Use Research in Your Proposal

Use the insights you’ve gathered to fine-tune your proposal strategies and improve your chances of success.

Set Market-Based Prices

Rely on market research to establish competitive pricing for your GSA Schedule. With the GSA program awarding over $160 million daily, pricing plays a crucial role in winning contracts.

Evaluate data from GSA CALC, review awards on USAspending.gov, and consider your value proposition, overhead costs, and margins when determining prices.

"One-time price negotiation – Lock in fair pricing upfront with our expert help." – GSA Schedule Services

Approximately 44% of government awards receive only one bid, meaning a well-priced proposal can significantly improve your chances.

Match Agency Needs

Using your competitive analysis, tailor your proposal to meet the specific needs of target agencies. The federal government spends roughly $45 billion annually through the GSA Schedule program.

How to Align with Agency Needs:

• Address specific challenges the agency is facing
• Highlight relevant past projects and their success
• Show a clear understanding of the agency’s mission
• Emphasize cost-effectiveness and other advantages your company offers

By connecting your capabilities directly to the agency’s goals, you make it easier for them to see the value in your proposal.

Present Past Work

Highlight your past performance through case studies that align with the needs of your target agency.

Key Tips for Selecting Case Studies:

• Focus on projects that are most relevant to the agency’s needs
• Highlight measurable outcomes and successes
• Prioritize recent work (from the past three years)
• Include government contracts whenever possible

Given the scale of the GSA Schedule program, agencies need reassurance that you can deliver reliable results.

7 Steps to Research Competitors

With only 4% of businesses on GSA Schedules, digging into competitor research can give you a clear advantage. These steps build on earlier market research techniques, zeroing in on analyzing competitors.

Research Steps List

1. Identify Active Competitors
   Use USAspending.gov to create a list of companies that frequently win contracts. Focus on businesses with multiple recent awards to find the most active players.
2. Analyze Contract Awards
   Check USAspending.gov for details like contract frequency, award amounts, awarding agencies, and categories. This helps reveal which competitors are thriving and where.
3. Track Agency Relationships
   Map out which agencies regularly work with your competitors. This can highlight key customer bases and potential opportunities for your business.
4. Study Pricing Strategies
   Use GSA CALC to review labor rates. Compare awarded contract values and similar services to understand pricing differences across agencies and regions.
5. Evaluate Past Performance
   Dive into federal databases to review competitors’ performance. Look at these key metrics to gain insights:

   Performance Metric	What to Analyze	Why It Matters
   Delivery Timeline	On-time completion rates	Shows reliability
   Quality Ratings	CPARS scores, if available	Reflects performance quality
   Contract Extensions	Frequency of option year use	Indicates customer satisfaction
   Award Values	Trends in contract values	Highlights growth patterns

   After analyzing past performance, shift your focus to keeping up with real-time procurement trends.

6. Monitor GSA Advantage and eBuy
   Stay updated on procurement trends by tracking activity on GSA Advantage and eBuy.
7. Document Findings
   Build a structured database to organize competitor information. Keep it updated regularly to track changes and identify successful strategies.

GSA Focus Services

With thorough market research in hand, expert guidance can sharpen your proposal strategy. Many businesses achieve faster GSA Schedule success by leaning on professional support. GSA Focus turns market insights into successful GSA proposals.

Expert GSA Support

GSA Focus offers a range of services designed to help businesses make the most of their market research:

The company boasts a 98% success rate in obtaining GSA Schedule contracts.

"We’re your ‘dedicated negotiators’ for GSA… We’ll make sure you get fair, lucrative and reasonable prices." – GSA Focus

This strong foundation helps businesses fast-track their journey to securing contracts.

Contract Success Support

GSA Focus combines deep market knowledge with practical strategies to ensure contracting success:

• Time Savings: Processes completed 4-6 times faster
• Strong ROI: Clients see an average 87x return on investment
• Ongoing Guidance: Continued support to adjust to market shifts and seize new opportunities

Their approach has enabled clients to add an average of $927,000 in stable revenue annually.

"GSA Focus is the full-service GSA Contract solution for small businesses. Our comprehensive, full-service approach is paired with an affordable price to offer the very best option to get your GSA Schedule." – GSA Focus

Summary

Here’s a quick rundown of the five-step process to help you tap into the $45 billion GSA Schedule program.

Main Points

GSA market research plays a crucial role in helping businesses secure a foothold in this competitive landscape. The five steps include:

• Set Strategic Goals: Pinpoint target agencies and study their buying habits to align your offerings with their needs.
• Use Free Tools: Take advantage of federal research tools to gather insights on pricing and competitors.
• Evaluate Paid Tools: Premium tools can provide deeper market data for smarter decisions.
• Understand the Competition: With nearly half of government awards receiving just one bid, knowing your position is crucial.
• Put Research Into Action: Use your findings to craft proposals that meet agency requirements.

This approach is especially useful given that only 4% of small businesses are on GSA Schedules, leaving room for well-prepared contractors to seize opportunities.

Getting Started

To kick off your market research effectively:

• Define Clear Goals: Identify specific agencies and understand their buying patterns.
• Stay Compliant: Make sure your research aligns with GSA rules to avoid delays.
• Seek Expert Advice: Professionals can help turn your research into winning proposals.

For extra support, consider consulting experts. Josh Ladick, President and Founder of GSA Focus, offers this encouragement:

"We’re happy to help you along with a FREE CONSULTATION to figure out if you’re fit for GSA."

Set up a consultation to evaluate your eligibility and create a focused research plan. These strategies can help your business stand out in the federal marketplace.

FAQs

What are the benefits of using paid tools instead of free ones for GSA market research?

Paid tools for GSA market research often provide more advanced features and comprehensive data compared to free tools. They can offer detailed analytics, customizable reports, and real-time updates, which are crucial for making informed decisions about federal contracting opportunities.

While free tools like GSA’s CALC or USAspending.gov are valuable, paid tools typically save time by streamlining data collection and analysis. They also often include additional insights, such as competitor trends or predictive analytics, that can give you a competitive edge when preparing your GSA Schedule proposal.

What steps can small businesses take to conduct effective market research for winning GSA Schedule contracts?

Market research is a vital step for small businesses looking to secure GSA Schedule contracts. By understanding federal opportunities and analyzing competitors, businesses can position themselves more effectively.

Leverage key tools like USAspending.gov, GSA’s CALC tool, and the GSA Schedule Sales Query to identify trends, pricing benchmarks, and contract opportunities. These platforms provide valuable insights into federal spending and competitor performance.

For additional support, GSA Focus offers specialized services to help small businesses navigate the GSA Schedule process, from document preparation to negotiation, ensuring a streamlined and efficient experience.

How can I identify and target the right federal agencies for my business offerings?

To identify and target the right federal agencies for your business offerings, start by researching which agencies purchase products or services in your industry. Tools like USAspending.gov and the GSA Schedule Sales Query (SSQ) can provide valuable insights into past spending trends and agency purchasing behaviors. Look for agencies that have consistently spent on similar offerings to narrow your focus.

Once you’ve identified potential agencies, analyze their procurement history and upcoming opportunities. Use resources like SAM.gov to track active and forecasted contract opportunities. Additionally, consider networking with agency representatives at industry events or through small business outreach programs. Building relationships and understanding their specific needs can give your business a competitive edge.

Related posts

• How to Find Target Agencies for GSA Contracts
• Ultimate Guide to GSA Market Research
• 5 Tools for GSA Competitor Research
• How to Promote GSA Contracts to Agencies