Here we are answering the question “What is a GSA Contract?” Many are still new to the federal market, and may be asking why is there no good place to learn the basics about a GSA Contract. Well, if you don’t know what a GSA Contract is, then this is the place to start. First we will answer from the government buyer’s perspective, then the government contractor’s perspective in detail.

What is a GSA Contract? – Contractor Perspective

Here is a self-description and purpose of the General Services Administration (GSA) in their own words:

As the centralized procurement arm for the federal government, GSA offers products, services, and facilities needed by federal agencies for serving the public. In turn, GSA offers businesses the opportunity to sell billions of dollars worth of products and services to those agencies.

The “opportunity to sell billions of dollars…” that is referred to is through GSA Contracts, which are best described (in practice) as “long-term governmentwide contracts with commercial firms.”

What is a GSA Contract? – Government Perspective

A GSA Contract can also be described by the process to acquire one. This process includes the preparation of documents according to the details of your company and it’s products and/or services. There are 40 VA and GSA Contract Schedules, which are the industry categories available, ranging from medical supplies to IT services to Furniture to Automobiles to engineering services, and on and on (see the complete list). GSA Schedules are overseen according to their Acquisition center. Here is a list of GSA Aquisition Centers:

• Center for Innovative Acquisition Development
• Management Services Center
• Center for IT Schedule Programs
• Greater Southwest Acquisition Center
• Center for Facilities Maintenance and Hardware
• National Administrative Services and Office Supplies Acquisition Center
• Integrated Workplace Acquisition Center
• GSA Automotive
• Office of Travel and Transportation Services

The process to acquire a GSA Contract on your own is free, however, there is such a steep learning curve that firms exist (like GSA Focus) to complete the process on behalf of companies who wish to get a GSA Contract. Depending on who you talk to, 60-90% of GSA Contracts submitted are rejected. The GSA recommends that whoever is preparing a GSA submission reads through the solicitation twice before even starting preparations. A GSA Solicitation is a 500-800 page legal document that outlines the process, required documents, terms and conditions of a GSA Contract. And, the Solicitation is often riddled with conflicting information because it is revised several times each year.

If you are thinking about getting a GSA Contract, then there are some important questions you need to address first:

• Does your company have the resources to break into the federal market? Many companies get a GSA Contract, only to let it collect dust because they are too busy to learn how to use it to generate business. There is a GSA sales minimum, and if you don’t meet it then you may lose your contract.
• Does your company have a good paper trail? Gathering the company documents to submit for your GSA Contract is extremely difficult f your company does not have solid record-keeping systems in place.
• Why do you need a GSA Contract? Sure, there is a notoriety about having a GSA Contract, but ultimately you want to be able to use it for profit gains. A GSA Contract should fit into an existing federal marketing plan, it should not BE your federal marketing plan.
• How long has your company been in business? Without 2 years under your belt, and a good base of customers and projects, the GSA will not allow your company to get a GSA Contract. The federal government knows that they are a coveted customer, and will not allow themselves to be a test-case for a new business working out the kinks.
• How will you maintain your GSA Contract? It is possible that you may need a full-time employee (or several) devoted to your GSA Contract and federal sales. It is wise to plan and allocate employees initially. We offer GSA Maintenance services, so outsourcing on a continuous of an as-needed basis is also an option.

We offer a Free Pre-Assessment to contractors considering a GSA Contract. Thank you for your curiosity, and we hope you now can answer the question “What is a GSA Contract.”