Updated for Today’s Federal Market Landscape

If you’re responsible for government sales in your organization, you’ve probably heard about the GSA Schedule program. You know it’s a powerful tool for growing federal sales—one that opens doors to federal buyers, simplifies the procurement process, and establishes your company as a serious contender. But there’s a catch: securing a GSA contract isn’t just a quick sales tactic. It requires resources, discipline, and organizational buy-in.

Here’s the challenge: how do you convince senior management that becoming a GSA vendor is worth the commitment?

Winning management support takes a combination of education, persuasion, and strategic insight. Here are 10 steps to help you make the case:

1. Highlight Federal Buyer Preferences

A GSA contract remains one of the most versatile and widely used government procurement tools for federal buyers. While it’s not the only game in town, it offers a trusted, streamlined process that appeals to government agencies. GSA contracts simplify buying decisions, making them the go-to choice for many federal buyers looking to cut through red tape.

2. Showcase the Current Federal Market Landscape

The federal market has evolved significantly in recent years:

• Record Federal Budgets: Recent years have seen historic levels of government funding, with robust budgets across defense, infrastructure, healthcare, and technology.
• Surge in GSA Spending: In FY 2023 alone, GSA Schedule, including some VA Schedule sales, exceeded $65 billion, showcasing their staying power.
• Demand for Innovation: Federal agencies increasingly prioritize modern solutions in cybersecurity, AI, sustainability, and more—areas where new vendors can shine.

Emphasize that the GSA Schedule isn’t just a legacy contract; it’s a dynamic, future-forward platform that positions your company to meet federal demands head-on.

3. Educate Management on the GSA Advantage

Many managers may not understand what a GSA Schedule is or why it matters. Break it down:

• It’s a pre-negotiated contract with the federal government.
• It’s a longer-term contract (5-year base period with three 5-year options)
• It simplifies the buying process for agencies.
• It grants access to a vast, loyal customer base.

Provide resources such as industry reports, success stories, or free briefings (like those from TurboGSA) to bring the concept to life.

4. Demonstrate Competitor Success

Nobody likes to be left behind—especially your leadership team.

Run a GSA sales query to find competitors in your industry. Show how they’re thriving with GSA contracts. Highlight their sales volume and market penetration. If your competitors are winning federal contracts through GSA, chances are, you’re missing out on opportunities they’re seizing.

5. Estimate Your GSA Sales Opportunity

Use data-driven insights to make your case:

• Identify federal buyers: Which agencies are most likely to need your products or services?
• Benchmark against competitors: How much revenue are similar companies generating through GSA?
• Highlight agency priorities: Tailor your pitch to align with current government spending trends.

Giving management a clear, realistic projection of potential revenue helps bridge the gap between skepticism and support.

6. Present a Clear Government Marketing Plan

Lay out a step-by-step roadmap for success:

• Assign internal responsibilities: Who will lead this initiative?
• Engage a trusted consultant: To navigate the complexities of the GSA process and ensure profitability.
• Set realistic timelines: A GSA contract typically takes 6-12 months to secure.
• Budget wisely: Include application costs, compliance resources, and marketing expenses.

7. Quantify the ROI of a GSA Contract

Show the numbers:

• Calculate potential revenue growth.
• Factor in reduced costs for bidding on contracts.
• Highlight long-term benefits, like increased credibility and repeat business.

A strong ROI analysis speaks to management’s bottom-line priorities.

8. Use a Soft-Sell Approach if Needed

If management isn’t ready to commit immediately, don’t push too hard. Instead, keep educating and planting seeds. Share success stories, forward relevant articles, and revisit the conversation periodically.

9. Stay Informed with Regular Updates

Demonstrate your expertise by subscribing to industry blogs and newsletters. Share timely updates on market trends and GSA-related news with your team to keep the idea on their radar.

10. Don’t Give Up

Securing management buy-in is rarely a one-and-done conversation. Persistence and a well-crafted business case are your best allies.

With these 10 steps, you’ll be better equipped to navigate the internal challenges of gaining management support. The federal market is ripe with opportunity, and a GSA contract can be the key to unlocking it—but only if you secure the organizational commitment to make it happen.

What are you waiting for? Start making your case today.

This is a good guide for you and your management team for getting a GSA Contract.