LEARN, COMPLY, AND GROW

GSA Training Programs

Expert-led online and instructor-led training for teams learning GSA contracting, managing compliance, and growing federal sales.

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Introductory training

Build the foundations for entering the federal market and pursuing a GSA contract.

How to Obtain a GSA Contract Webinar

Format: Online webinar

For: New contractors exploring federal sales.

Eligibility, application steps, offer preparation, and compliance considerations.

Preparing to Become a Federal Contractor

Format: Private webinar, 1.5 hours

For: Teams preparing to enter federal contracting.

Registrations, opportunity research, proactive marketing, and individual questions.

Already awarded a contract? See Contract Management for New Vendors in the compliance category.

Expand a course below for more detail.

How to Obtain a GSA Contract Webinar
Format: Online Webinar

Description: Learn the essentials of obtaining a GSA MAS contract, including eligibility requirements, application steps, and key compliance points. This session covers everything from preparing your documentation to submitting your offer.

Key Topics Covered
- GSA MAS Eligibility Requirements
- Application and Submission Process
- Key Compliance Considerations
- Best Practices for Offer Preparation
Who Should Attend: New contractors exploring federal sales opportunities.
Preparing to Become a Federal Contractor
Format: Private Webinar only
Description: This 1.5-hour course will cover the basics of becoming a Federal contractor and demonstrate how to register and comply with initial requirements. We provide an individual question-and-answer period to answer all your questions.
Key Topics Covered:
- - Registrations
  - Searching for Opportunities
  - Proactive Marketing Strategies

Contract administration and compliance

Build practical knowledge for managing a contract, preparing for assessments, and planning renewals.

Contract Management for New Vendors

Format: Self-paced online course

For: New administrators, company leaders, and staff needing a refresher.

Contract files, orders, pricing, billing, sales reporting, and contract responsibilities.

Avoiding GSA Contract Assessment Problems

Format: Private virtual webinar

For: Owners, contract administrators, compliance staff, and sales managers.

Assessment preparation, internal procedures, pricing practices, and reporting.

Renewing Your GSA Contract

Format: Self-paced online course

For: Teams responsible for a GSA contract renewal.

Documentation, evaluation criteria, contract concerns, and proactive preparation.

Expand a course below for details. For consulting support, explore assessment preparation or contract renewals.

Avoiding GSA Contract Assessment Problems
Format: Private webinar (virtual delivery)

Description: This course is designed to help GSA contractors prepare for Contractor Assistance Visits (CAVs) and other GSA assessments. It provides practical guidance on establishing compliance systems, understanding audit procedures, and avoiding common pitfalls that can lead to unfavorable assessment outcomes. Participants will learn how to proactively manage their contracts to ensure smooth evaluations and maintain good standing with the GSA

Key Topics Covered:
- Types of GSA audits and assessments
- Preparing for upcoming audits
- Establishing procedures and systems to avoid audit issues
- Maintaining up-to-date contract information
- Navigating price reduction clause requirements
- Proper quoting and pricing practices
- Monitoring transactions and sales reporting
- Industrial Funding Fee (IFF) payments
- Post-award discounting and pricing strategies
Who Should Attend:
- Business owners and executives
- Contract administrators and compliance officers
- Sales managers and office managers involved in GSA contract management
Equip your team with the knowledge and tools to confidently navigate GSA assessments and maintain contract compliance.
Renewing Your GSA Contract
Format: Self-paced, on-demand online course.
Description: This course provides step-by-step guidance to help GSA contractors navigate the contract renewal process efficiently and confidently. It covers essential topics such as required documentation, compliance considerations, and strategies to address potential issues before they arise. Whether you're approaching your first renewal or seeking to streamline the process, this training equips you with the knowledge to secure another five years on the GSA Schedule.
Key Topics Covered:
- Overview of GSA contract renewals and the purpose of exercising the option
- Evaluation criteria used by GSA during the renewal process
- Required documentation and submission timelines
- Identifying and addressing GSA's key concerns, including:
  - Past performance assessments
  - Financial stability and analysis
  - Compliance with EEO, eVerify, VETS100, TAA, and other regulations
  - Commercial sales practices disclosures and pricing considerations
  - Sales performance and contract scope compliance
- Preparation of renewal letters and sample templates
- Strategies for proactive issue mitigation and successful renewal submission
Who Should Attend:

GSA contract administrators and compliance officers responsible for contract renewals

Business owners and executives seeking to understand the renewal process

Companies approaching the end of their GSA contract term aiming for a seamless renewal
Contract Management for New Vendors
Format:
Self-paced, on-demand online course with a 3-year subscription, including ongoing updates at no additional cost.

Description:
This course is designed to equip new GSA contract holders with the essential knowledge and practical skills needed to manage their contracts effectively. It addresses the challenges new vendors face post-award, providing comprehensive guidance to ensure compliance, profitability, and successful contract administration. The training is regularly updated to reflect current requirements, ensuring participants have access to the most relevant information.

Key Topics Covered:
- Understanding GSA contract terms and conditions
- Roles and responsibilities within your organization and at GSA
- Maintaining contract files and documentation
- Preparing and updating GSA pricelists
- Processing GSA orders and understanding eligible buyers
- Compliance with the Price Reduction Clause and Trade Agreements Act
- Proper billing practices and handling government purchase cards
- Selling open market items and to state/local governments
- Reporting quarterly sales and Industrial Funding Fee (IFF) payments
Who Should Attend:
- New GSA contract administrators seeking foundational training
- Company owners, presidents, and key leaders aiming to understand contract management
- Organizations with existing contracts onboarding new staff or needing a compliance refresher
Empower your team with the knowledge to maintain a compliant and profitable GSA contract.

Sales and marketing training

Strengthen your federal sales approach, understand agency buying, and develop clearer positioning.

Selling Using Your GSA Schedules

Format: Self-paced online or customized instructor-led

For: Sales, business development, marketing, and company leaders.

Agency needs, competitor research, value propositions, sales process, and GSA eBuy.

Understanding the Federal Buyers Journey

Format: Self-paced online, approximately 45 minutes

For: Leaders and teams developing a federal market strategy.

Buying stages, key stakeholders, and early agency engagement.

Standout and Create Deals with Agencies

Format: Private webinar, onsite workshop, or online course

For: Business development, sales, marketing, and executives.

Value propositions, differentiators, agency challenges, and meaningful buyer conversations.

Expand a course below for details. Explore federal business development support for help applying your sales strategy.

Selling Using Your GSA Schedules
Format:
- Self-paced, on-demand online course with lifetime access, or
- Instructor-Led, customized to your firm's needs
Description: This course is designed to equip your sales and business development teams with the knowledge and tools necessary to effectively leverage your GSA Schedule contract. It addresses the unique aspects of selling to the federal government, helping your team understand how to navigate the procurement process, identify opportunities, and position your offerings to meet agency needs.

Key Topics Covered:
- Researching competitor pricing and strategies
- Understanding federal agencies' procurement needs
- Creating compelling value propositions for government buyers
- Identifying key decision-makers within agencies
- Developing a government-focused sales process
- Understanding federal contracting terminology and acronyms
- Crafting a go-to-market strategy tailored to the federal sector
- Utilizing GSA eBuy and other procurement platforms effectively
- Crafting a go-to-market strategy tailored to the federal sector
Who Should Attend:
- Sales representatives and managers new to federal contracting
- Business development professionals seeking to expand into the government market
- Marketing teams aiming to align strategies with federal procurement processes
- Company leaders looking to maximize the ROI of their GSA Schedule contract
.
Understanding the Federal Buyers Journey
Format:
Self-paced, on-demand online course (approximately 45 minutes)

Description:
This course provides a clear and concise overview of the federal procurement process, focusing on the critical pre-solicitation phase. Participants will gain insights into how federal agencies identify needs, research solutions, and define requirements before issuing Requests for Proposals (RFPs). By understanding the roles of various stakeholders and the steps involved in the acquisition planning process, contractors can position themselves to influence decision-making and create opportunities ahead of formal solicitations.

Key Topics Covered:
- Identifying the key players in federal procurement, including Contracting Officers, Program Managers, and Influencers
- Understanding the stages of the federal buying process
- Strategies for early engagement with agencies
- Developing a proactive federal market strategy
- Bonus materials: Flowchart of the Federal Buyers Journey and guidance on how agencies order services off your GSA contract
Who Should Attend:
- Business owners and senior managers aiming to expand into the federal market
- Business development and sales professionals seeking to improve their federal contracting success
- Marketing teams looking to align strategies with the federal procurement process
- Firms offering complex technical solutions or professional services to the government
Equip your team with the knowledge to navigate the federal buying landscape effectively and increase your chances of securing government contracts.
Standout and Create Deals with Agencies
Format:
Available as a private webinar, onsite workshop, or online course.

Description:
In the competitive federal marketplace, merely responding to Requests for Proposals (RFPs) is no longer sufficient. This course empowers contractors to proactively engage with agencies by developing compelling value propositions and insights that challenge the status quo. Participants will learn strategies to differentiate their offerings, create meaningful dialogues with agency buyers, and initiate opportunities ahead of formal solicitations.

Key Topics Covered:
- Understanding and crafting a Unique Value Proposition (UVP)
- Identifying and articulating true differentiators
- Developing insights that address agency challenges
- Creating urgency and redefining agency problems
- Collaborating with agencies to co-create solutions
- Avoiding common pitfalls in federal sales presentations
Who Should Attend:
- Business development professionals seeking to enhance federal engagement strategies
- Sales and marketing teams aiming to improve their messaging and outreach
- Executives and consultants focused on expanding their presence in the federal sector
Equip your team with the tools and techniques to stand out in the federal market and transform passive opportunities into proactive deals.

Get a GSA Contract

Manage Your Contract

Grow Federal Sales

Train Your Team

GSA Training Programs