How to Get on a GSA Schedule?
Do You Qualify for a GSA Schedule Contract?
To qualify for a GSA Schedule Contract you should:
Be able to demonstrate that your firm is responsible. It is required that your firm be in business for at least two (2) years prior to submitting a proposal for a GSA Schedule Contract.
- Demonstrate that your firm is financial viable based on prior financial information
- Complete the GSA “Pathway to Success” education seminar.
- Meet all the requirements of the solicitation.
- Be able to fulfill all contract obligations outlined in the solicitation.
Is a GSA Schedule Contract Right for You?
GSA awards contracts to responsible companies offering commercial items at fair and reasonable prices. Contracting Officers determine whether prices are fair and reasonable by comparing the prices/discounts that a company offers the government with the prices/discounts offered to commercial customers; this practice is commonly known as “most favored customer” pricing. In order to make this comparison, GSA requires offerors to furnish commercial pricelists and disclose information regarding their commercial pricing/discounting practices.
To be successful under the GSA Schedules program, vendors should be prepared to take necessary steps to be productive in a highly competitive marketplace. Having a GSA Schedule Contract is a significant investment on the part of the vendor. Careful analysis, planning, and proactive steps are required to ensure vendors are successful under the GSA Schedules program
How do I get on the GSA Schedule?
Once you’ve determined that a GSA FSS contract is in your company’s best interest you will need to submit an offer for contract award. While not all firms are awarded GSA FSS contracts, GSA FSS program is open to all responsible offerors.
By following the best practices and understanding the review and award processes discussed in this document, vendors will be well equipped to submit a quality offer and negotiate to receive a Schedule contract.
To be considered for contract award, you must demonstrate that your firm is responsible and is able to meet all GSA Schedule Contract program requirements, including price reasonableness.
SharpMinds GSA Schedule Consultants and GSA Contract Specialists can assist you in all of these areas.
What are the Key Elements of a Successful GSA Offer?
Ensuring these key elements are included in your GSA proposal may expedite the review and award process:
Scope – Are the supplies/services within the scope of the GSA Schedule?
Past Performance – Does your firm meet its commitments and responsibilities?
Financial Capability – Is your firm financially sound?
Pricing – Is your proposed pricing competitive with current market conditions?
Subcontracting Plan – Required if your firm is considered “other than a small business” and if the estimated value of the contract exceeds $650,000 (including all option periods).
Other Regulatory Compliance – Is your firm debarred? Are all registration requirements complete?
Find the Right GSA Solicitation
After your company has decided to pursue a Schedules contract, you must first determine which of the over 40 Schedules are correct for your offerings.
How do I Complete the GSA Contract Process?
Once you have found the appropriate solicitation, be sure to read all documents thoroughly, so you understand all of the requirements. Failure to submit all required documentation may result in your offer being returned. This will greatly increase the processing time.
Some basic guidelines a successful vendor should always follow:
- Read the solicitation thoroughly and follow the instructions.
- Provide the requested information in the appropriate format.
- Pay close attention to the pricing included in your submission, and be ready to negotiate your best offer for the government. All products or services offered in your pricelist should be within the scope of the solicitation as well as the specific SIN(s) being utilized. Take the time to understand all the requirements detailed in the solicitation. Once on contract, your company will be responsible for adhering to all relevant portions of the Federal Acquisition Regulation.
What is the GSA Contract Offer Review Process?
GSA’s offer review process usually takes between 30 and 120 days. A complete and accurate offer will help speed the process – a majority of offers are returned to the vendor for correction or clarification. The review is handled by a GSA Procurement Contracting Officer (PCO), who evaluates the offer based on the following criteria:
- Responsibility – You should be in a healthy financial state, i.e., financial resources to perform are available, accounting system and controls are in place and a good record of positive past performance is evidenced.
- Responsiveness – Follow all instructions and include the necessary documentation.
- Scope – Ensure your offered products or services match the Schedule / SIN descriptions.
- Subcontracting plan – Large businesses are required to have a plan in place for subcontracting a percentage of their work to various types of small businesses to help agencies achieve their socioeconomic goals.
- Pricing Analysis and Review of Terms – Prices should be fair and reasonable, with appropriate data supporting and explaining the pricing structure.
How Does the GSA Contract Negotiation and GSA Contract Award Proceed?
The goal of negotiations is to create a discount ratio in regards to your Most Favored Customer (MFC). Your MFC is the customer or class of customers who obtain your best pricing and discounts. After negotiations, you must prepare a final version of your offer, including discounts or concessions agreed upon at the meeting.
If the offer is accepted, you will receive a Schedules contract and will be eligible to start doing business with the government through the Schedules program. If an offer fails to meet the evaluation criteria or offer fair and reasonable pricing, it may be rejected.
Process Time
In general, proposals will be reviewed and, if applicable, awarded 6 – 9 months from the time they are assigned to a Contract Specialist. To further discuss the review process or expected timeframes, please contact your assigned contract specialist or the FSS Help Desk.
Well prepared offers with competitive pricing are easier to evaluate and, therefore, may expedite the award process. SharpMinds GSA Schedule Consultants and GSA Contract Specialists can assist you in preparing competitive GSA offers.