FEDERAL BUSINESS DEVELOPMENT

Federal Business Development FAQs: Selling to Government With and Without a GSA Schedule

Federal business development is the work of finding, pursuing, and winning government customers, and a GSA Multiple Award Schedule (MAS) contract is one tool among several. These short answers cover the questions we hear most, with links to pages that go deeper.

What is a government capabilities statement?

A capabilities statement is a one- to two-page summary of who you are, what you do, and why a government buyer should care. It is often the first document a program manager or small business specialist asks for. A strong one includes a short company overview, core competencies, differentiators, past performance highlights, contract vehicles such as your GSA contract number, certifications, NAICS codes, your Unique Entity ID (UEI), and contact details. Tailor it to each target agency.

How do I sell to prime contractors as a subcontractor?

Subcontracting is a strong entry point, especially if you lack the past performance for large prime awards. Identify primes using SAM.gov and USAspending.gov, register in their supplier portals, attend matchmaking events, and lead with your certifications and capabilities. Large businesses with federal contracts above the inflation-adjusted threshold, currently $900,000 ($2 million for construction), generally must have subcontracting plans, so they actively look for qualified small business partners. See Prime Contractor Registration and Federal Subcontracting.

Can state and local governments buy from GSA Schedule contractors?

Sometimes. GSA offers Cooperative Purchasing for certain categories, such as information technology and security and law enforcement items, and Disaster Recovery Purchasing during declared emergencies. Eligibility depends on the program and the SIN, so confirm before you promise access to a customer. See State Term Contracts for how state programs compare.

Where do I find federal opportunities?

See How to Search SAM.gov for Federal Contract Opportunities.

What is the difference between a GSA Schedule and a GWAC?

A MAS contract is a Federal Supply Schedule contract for commercial products and services that many agencies use. A Governmentwide Acquisition Contract (GWAC) is a governmentwide vehicle, typically for information technology, managed by a single agency and awarded through a competitive process. Examples include Alliant 3 and NASA SEWP. Many firms hold both, and neither replaces a marketing plan.