A GSA Schedule Contract gives you access to $45 billion in federal spending annually. Here’s how to stand out and secure contracts:

• Research Your Market: Target agencies that align with your products/services and have high spending potential.
• Create a Marketing Kit: Include a capability statement, contract overview, and agency benefits.
• Optimize Your Online Presence: Add a GSA landing page, display your contract number, and tailor pricing for government buyers.
• Engage with Agencies: Use GSA eBuy, update GSA Advantage listings, and attend vendor events to connect with buyers.
• Track Progress: Measure response rates, bids, and contract performance to refine your strategy.

With only 4% of small businesses holding GSA Schedules, the competition is low. Focus on promoting your contract to claim your share of federal opportunities.

Getting Ready to Market Your GSA Contract

Research Your Market

Take a close look at federal spending patterns to identify which agencies to target. In 2023, the GSA Schedule program accounted for $45 billion in federal spending. Interestingly, around 44% of awards received only one bid, meaning there’s plenty of room for contractors who are well-prepared. These details are key for shaping a strong marketing strategy.

Build Your Marketing Kit

Use your research to create a focused marketing kit. Your materials should highlight:

Make sure your messaging carries over to your online presence for maximum impact.

Update Your Online Presence

As a GSA contract holder, it’s important to optimize your digital presence. Include:

• A dedicated GSA landing page
• Clearly displayed contract number
• A downloadable capability statement
• Pricing tailored for government buyers
• Detailed compliance information

These online updates work hand in hand with your marketing kit to improve your outreach and visibility with federal agencies.

Working with Federal Agencies

Find Your Best Agency Matches

To succeed in federal contracting, start by identifying agencies that align with your products or services. Focus on agencies that show high spending and limited competition, as these can offer better opportunities for small businesses.

Once you’ve pinpointed your target agencies, the next step is building relationships with their procurement teams.

Connect with Agency Buyers

Using GSA channels effectively is a must. Stay engaged on platforms like GSA eBuy, keep your GSA Advantage listings up-to-date, respond promptly to buyer inquiries, and participate in vendor outreach events. These efforts help you stay visible and foster connections with key decision-makers.

When you’ve established contact, focus on showcasing the unique benefits of your contract.

Present Your Contract Benefits

"The GSA Program delivers High-Value, Low-Competition Bids for 20 Years." – GSA Schedule Services

1. Streamlined Procurement
   Highlight how pre-negotiated pricing and terms simplify the buying process, especially for agencies under tight fiscal deadlines.
2. Risk Reduction
   Your contract demonstrates vendor pre-qualification, compliance with regulations, standardized terms, and fixed pricing – offering agencies peace of mind.
3. Competitive Edge
   With about 44% of government awards receiving only one bid, your GSA contract positions you as a trusted, pre-approved vendor. Emphasizing these advantages strengthens your appeal, especially as a small business.

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Measuring and Improving Results

Track Your Progress

Keep an eye on these key metrics:

Make sure to document every interaction with agency buyers, including follow-up timing and results. This information reveals which strategies are driving the best responses and closing the most deals. Use these insights to fine-tune your outreach approach.

Update Your Methods

If certain strategies aren’t delivering, it’s time to adjust. Focus on:

• Highlighting benefits that match agency feedback
• Prioritizing platforms where procurement officers are most active
• Timing outreach to align with agency buying cycles and fiscal planning

Get Professional Help

For more tailored support, consider working with experts like GSA Focus. They can handle market analysis, create custom marketing materials, ensure compliance, and provide regular performance reviews.

These adjustments and insights work hand-in-hand with earlier steps to improve your GSA contract marketing efforts.

Multiple Award Schedule (MAS) Contract Marketing and …

Conclusion: Making Your GSA Contract Work

By combining market research, targeted outreach, and consistent performance monitoring, your GSA contract can help you tap into federal opportunities. Promoting your GSA Schedule Contract requires a well-thought-out approach and a clear understanding of the process. In 2023, the GSA Schedule program facilitated over $45 billion in federal contracting opportunities.

"Unfortunately – due to the complicated bureaucracy of our government, Getting into the GSA Program is complicated… messy… and stressful."

This complexity highlights the importance of having expert assistance to navigate the federal marketplace effectively.

Here are some key statistics about GSA Schedule contracts:

The small percentage of small businesses on GSA Schedules creates an opening for those willing to invest in a focused promotional strategy. With the right guidance, businesses can better manage the challenges of federal contracting while concentrating on growth and operations. A customized approach to promoting your GSA Schedule can help you take advantage of these opportunities.

Keep in mind, success in federal contracting goes beyond just securing a GSA Schedule. It’s about effectively showcasing your value to federal agencies and building strong relationships with procurement officers. This makes it essential not just to obtain a GSA Schedule Contract, but also to actively promote it to claim your share of federal spending.

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• How to Market a GSA Schedule Effectively
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• How to Access GSA Small Business Support Programs