FEDERAL BUSINESS DEVELOPMENT

How to Get Federal Orders After Your GSA Award

A GSA Multiple Award Schedule (MAS) contract makes it easier for agencies to buy from you, but it does not bring buyers to you. Contractors who see consistent orders tend to treat the award as the start of a sales program: complete listings, monitor RFQs, focus on a few agencies, and build relationships before a requirement exists. Timing varies widely, and no approach guarantees orders.

Why do MAS holders still need to market?

Thousands of contractors hold MAS contracts. Agencies do not review the full list when they need something. They search catalogs, ask colleagues, look at incumbents, and send RFQs to a chosen group. If they do not know you exist, you are not in the pool. Think of the contract as a well-built road: useful, but traffic does not arrive by itself.

Step 1: How should you update your GSA Advantage listing?

GSA Advantage is the online catalog federal buyers can use to search and order from MAS contractors. Many buyers start their research there, so make your listing count.

• Keep descriptions accurate, complete, and current
• Use the terms buyers actually search for, not internal jargon
• Add clear photos and supporting documents for products
• Keep prices current through the modification process, and confirm that they are supportable

Catalog requirements differ for products and services, and GSA has moved catalog management to newer systems in recent years. Check the current instructions in the Vendor Support Center before you make changes. See GSA Contract Management for New Vendors.

Step 2: How do you use GSA eBuy?

eBuy is where agencies send RFQs to MAS contractors, generally by SIN. Set up notifications for your SINs, monitor a shared mailbox, and respond to relevant requests. Do not chase every RFQ, but do respond where you can offer a strong, compliant quote. Consistent participation makes you familiar to buyers over time. See What Is GSA eBuy?.

Step 3: How do you segment the federal market?

Not every agency needs what you sell. Narrow your focus by researching:

• Agencies whose missions match your offering
• Historical spending in your categories on USAspending.gov
• Agencies with growing budgets or new programs in your area
• Small business goals and preferences at the agencies you target

Step 4: Who should you get to know at target agencies?

Follow agency rules on contact, especially once a solicitation is open.

Step 5: What content and outreach work best?

Federal buyers get many vendor pitches. Stand out by being useful.

• Capability statements tailored to the agency and program
• Short case studies and white papers tied to agency problems
• Targeted, value-focused email, not mass mailings
• Webinars, industry days, and agency events
• An accurate SAM.gov entity profile, since buyers often check it

Step 6: How do blanket purchase agreements (BPAs) fit?

A BPA is a simplified way for an agency to set up recurring orders under your MAS contract. It can streamline repeat purchases, but it does not guarantee any volume. Pursue BPAs with agencies where you have a relationship and the customer has a recurring need. Terms are set by the agency within the ordering rules, and some BPAs are competed among several contractors.

Step 7: How do you track opportunities on SAM.gov?

Set up saved searches for your PSC and NAICS codes and for terms that describe your offering. Watch sources sought notices, presolicitations, and solicitations, and respond to market research requests where it makes sense. Many MAS RFQs are sent through eBuy and may not be posted on SAM.gov, so watch both. See How to Search SAM.gov for Federal Contract Opportunities.

How long does it take to build a pipeline?

Federal sales cycles are often long, and they vary by agency, product, and contract size. Some buys close through a quick RFQ, and others develop over many months or longer after first contact. Plan your cash flow and staffing accordingly, and start relationships before you need the revenue. Also keep in mind that the contract has minimum sales expectations over time, so a plan with steady outreach protects your ability to keep the contract. See Managing a GSA MAS Contract.