The current uncertain state of the economy has caused many firms to reconsider their use of federal contracting as a serious business development tool. An important avenue to consider when looking at entering the federal space is the multiple shots on goal that a GSA Schedule Contract can provide your firm. There are 15,000 Small Businesses utilizing their GSA Schedule to help them each to obtain $1MM per year on average in direct federal sales. Those sales come from three Direct GSA Revenue Sources:

1. GSA Advantage!
2. GSA eLibrary
3. GSA eBuy

Direct GSA Revenue Sources

GSA Advantage! – This is the federal web portal similar to Amazon or other online shopping sites that federal buyers can use, allowing them to buy directly from GSA Vendors.

GSA eLibrary – This is the web location where a GSA firm uploads its product catalog where federal buyers can go to obtain detailed product and pricing information from GSA Vendors.

GSA eBuy – this is a GSA only bulletin board where federal vendors can place projects out for bid to only GSA participating firms. Generally, there are 7 invitations sent out by federal buyers with only 3 bids per request.

GSA Schedule holders also obtain additional sales over the $1MM average by utilizing five additional revenue sources that are add-ons to the GSA Schedule System. These are Indirect GSA Revenue Sources:

1. OASIS or other GSA (GWACS)
2. FedMall
3. IDIQ Contracts
4. Subcontracting
5. State Contracts

Indirect GSA Revenue Sources

GSA GWACS – OASIS, Alliant, Vets, 8a Stars are all GWACS with massive federal spending with limited vendor participation where having a GSA Schedule is a strong launching pad for obtaining a placement on the GWAC.

FedMall - FedMall is the Defense Logistics Agency’s new federal military procurement program that replaces EMALL. FedMall is designed to increase vendor enrollment over EMALL and the most notable change is the ability for firms to perform a transfer process to migrate their existing GSA Schedule into FedMall.

IDIQ Contracts – GSA Schedule members have a significant leg up when applying for placement on an IDIQ contract. This is two-fold:

1. The turnaround time is often only a few weeks for these contracts and therefore having your company’s pricing information already rendered is a large advantage;

2. Firms with a GSA schedule have already had their pricing vetted by the GSA and therefore federal buyers feel more confident in GSA Contract Holder’s proposals.

Subcontracting – Federal Prime contractors prefer using GSA Vendors because the firms have already been vetted by the GSA and therefore have shown they meet a level of government acumen to make them a good partner on their federal contract. Additionally, purchases made by contracts from GSA Schedule holders are not subjected to federal audits easing compliance burdens.

State Contracts – Congress permits states to purchase through the GSA for Disaster Recovery, Public Health Emergencies, Cooperative Purchasing (IT & Management Consulting) and the 1122 Program (Law Enforcement, Anti-Drug, Homeland Security).

These advantages sum up why a GSA Schedule is generally regarded as a firm’s first/best step in becoming a Federal Contractor.

GSA Schedules
If you would like to explore how to get on GSA Schedule and/or have an analysis run for your firm to see what type of impact a GSA Schedule could provide your business, I always recommend contacting an industry expert such as Advance GSA. They do not charge for an initial consultation.