Securing a GSA Schedule contract is just the first step. To succeed, you need to manage compliance, sales, and marketing effectively. Here’s a quick summary of what you need to do after approval:

• Set Up Essential Systems: Register on the Vendor Support Center (VSC), update your SAM.gov profile, and list your offerings on GSA Advantage!
• Stay Compliant: Follow Trade Agreements Act (TAA) rules, track sales, and submit Industrial Funding Fee (IFF) payments on time.
• Boost Sales: Train your team on federal sales processes, create strong RFQ response systems, and market your offerings to federal buyers.
• Manage Your Contract: Regularly update pricing, add or remove products/services, and renew your contract before expiration.

Staying organized and proactive is key to maximizing your GSA Schedule’s value. Use this checklist to stay on track and make the most of federal contracting opportunities.

GSA Schedule – Best Practices For Post Award

First Steps After GSA Approval

Vendor Support Center Setup

The Vendor Support Center (VSC) is your go-to resource for managing your GSA contract. Through the VSC, you can track performance, access training materials, submit reports, and download necessary forms. Make sure to register for access as soon as possible.

Updating Your SAM.gov Registration

After approval, it’s time to update your SAM.gov profile to reflect your GSA Schedule status:

• Log in to your SAM.gov account.
• Navigate to "Entity Management."
• Update your profile with your GSA Schedule number, certifications, and capabilities.

Your Entity Administrator should handle these updates and ensure the profile is renewed every year.

Setting Up on GSA Advantage!

GSA Advantage! is the federal government’s primary online marketplace, making it a key platform for connecting with federal buyers. To set up your listing:

• Build a detailed catalog of your products or services.
• Set clear and accurate pricing.
• Upload high-quality images and detailed descriptions.
• Align your shipping terms with your contract to ensure consistency.

Having a well-structured listing helps increase your visibility and attract potential buyers.

Meeting Contract Requirements

Contract Terms Review

To stay compliant with your GSA Schedule contract, it’s important to understand and follow its terms. Here are some key points to keep in mind:

• Ensure your GSA pricing stays competitive compared to your commercial rates.
• Only offer the products and services listed in your contract. For changes, make formal modifications.
• Fulfill any outlined sales or performance benchmarks.

Additionally, stay on top of tracking your sales and Industrial Funding Fee (IFF) obligations to maintain compliance.

Sales and IFF Tracking

Properly tracking sales and managing IFF payments is a critical part of meeting GSA contract requirements:

• Submit quarterly sales reports, even if your sales amount to zero.
• Calculate the IFF based on the total GSA sales at the agreed rate.
• Meet payment deadlines by submitting IFF payments within the required timeframe.

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Increasing GSA Contract Sales

GSA Marketing Basics

Capitalize on your GSA Schedule approval by actively promoting your offerings to federal buyers. The GSA Schedule program accounts for $45 billion in annual spending. Create materials that highlight your competitive pricing, compliance with federal standards, and a proven track record with government agencies. This approach naturally supports and strengthens your sales efforts.

Sales Team GSA Training

Providing your sales team with proper training on GSA-specific processes is essential for increasing contract opportunities. Focus on these core areas:

• Contract Knowledge
  Make sure your team fully understands GSA Schedule terms, pricing structures, and compliance requirements.
• Federal Sales Process
  Teach your team about government procurement, such as fiscal year schedules, agency buying habits, preferred contract vehicles, and small business set-aside programs.
• Compliance Requirements
  Ensure your team is familiar with TAA compliance, pricing regulations, and reporting duties.

A well-trained sales team not only ensures compliance but also improves contract performance. With the right preparation, your team can respond to RFQs efficiently and accurately.

RFQ Response System

Once your team is trained, set up a strong RFQ response process to handle opportunities effectively. Here’s a breakdown of key components for your RFQ system:

"Every day you’re not on GSA, you’re missing out on $50m+ in opportunities."
– Josh Ladick, President and Founder, GSA Focus

To stay competitive, assemble a dedicated RFQ response team and make sure your pricing and technical documents are always up to date. This preparation helps you take advantage of the faster sales cycles that GSA Schedule purchases often involve.

Contract Management Tasks

Contract Updates and Renewal

Keeping your GSA Schedule contract current is essential. Here’s how to stay on top of updates and renewals:

Using a calendar to track deadlines can help you stay organized. Regularly reviewing contract terms ensures you’re prepared for any changes and helps avoid compliance issues.

Compliance Check Schedule

Staying compliant is crucial for maintaining your contract. A structured review schedule can make this easier:

• Monthly Reviews
  Check sales reports, confirm Trade Agreements Act (TAA) compliance, and ensure pricing matches contractual terms.
• Quarterly Audits
  Review Industrial Funding Fee (IFF) calculations, subcontracting goals, labor qualifications, and pricing consistency with commercial rates.
• Annual Assessments
  Update System for Award Management (SAM) records, renew insurance certificates, maintain security clearances, and verify socioeconomic status.

Assessment Preparation

Good record-keeping is key for compliance and performance assessments. Keep your documentation well-organized, including:

• Sales Documentation: Quotes, purchase orders, and invoices.
• Compliance Records: Evidence of TAA compliance, labor qualifications, and subcontracting reports.
• Modification History: All records of contract changes.
• Training Records: Proof of staff training on GSA requirements.

Make sure these records are easily accessible for audits or Contractor Assistance Visits. Using GSA management software can simplify the process, and hiring experienced GSA consultants can help with complex modifications or compliance challenges.

Conclusion

Checklist Review

Keep your GSA Schedule on track by focusing on these critical areas:

─────────────────────────────────────────────
Priority Area | Key Requirements | Review Frequency
─────────────────────────────────────────────
Documentation | Sales records, compliance certificates, modification history | Monthly
Financial Management | IFF payments, sales tracking, pricing updates | Quarterly
System Access | VSC, SAM.gov, GSA Advantage!, FAS ID | Bi‑annual
Compliance | TAA requirements, labor qualifications, security clearances | Quarterly
─────────────────────────────────────────────

If you need additional guidance, consider the support options provided by GSA Focus.

GSA Focus Support Options

Navigating GSA Schedule requirements can be complex – 44% of awards receive only one bid. Professional assistance can simplify the process and help you make the most of your opportunities.

GSA Focus provides a range of post-award services, including:

• Preparing documents and ensuring compliance
• Offering negotiation support
• Conducting scheduled compliance reviews
• Supporting marketing efforts for GSA contracts

"We guarantee your success with the GSA Program, or you don’t pay a cent." – GSA Focus

With clients reporting an average ROI of 87x, GSA Focus has a proven track record of delivering results. Whether you manage your GSA contracts independently or seek professional help, staying detail-oriented and proactive is essential for success in federal contracting.

Related Blog Posts

• How to Track GSA Contract Compliance
• How to Manage GSA Contract Performance
• Common GSA Compliance Mistakes And Fixes
• Post-Negotiation Steps for GSA Contracts