Make the Most of Your GSA Schedule Contract The government spends nearly $560 billion each fiscal year on contracts. Of that, almost 23% is spent on set-aside contracts. Being eligible for set-asides is certainly an advantage. That said, there are other ways you can maximize your exposure to government buyers to take that advantage even further. This article will go through some of these tactics in relation to your GSA Schedules Program contract. Tip 1: Change is Good, and Encouraged In winning government business, flexibility is key. This holds true for your GSA Schedule contract as well. For example, did you know you can add and delete services and products from your contract at any time? This means: *If you upgrade your technology or your product offerings, you can change your contract. *If you modify your service offerings in any way, you can change your contract. *If you acquire a company and expand your services and products, you can change your contract. This flexibility ensures you can stay up-to-date and competitive. It also means your contracts are not stagnant – you’re not boxed in. Tip 2: BPA Tools Are Your Friend Blanket Purchase Agreements, or BPAs), are one of the more powerful vehicles for a government contractor, particularly in the area of pricing. For example, under a BPA you can offer “spot pricing,” wherein you can readjust your price at any time, in any size order. Why? Your BPA contract lets you refer to three ingredients when setting your price: inventory, sales goals and market penetration. If, for example, you have a high inventory, that can affect your price. If you’re below your sales goal, you can change your price. If you want to get into a new market segment, you can adjust your discount accordingly. While you have a fair and reasonable discount, you can still reduce it at any time. Your discount is not set in stone. View your contract discount as the ceiling price – you can always go lower. Tip 3: Use the Schedules e-Library To Your Advantage When you’re awarded a GSA Schedule contract, your company name, contract number, service/product, point-of-contact information and more is automatically listed within the Schedules e-Library on the GSA website. While this is an automatic listing, there’s more you can do to take advantage of it. First, make sure your keywords are accurate. Government customers can search by keyword, contract number, Special Item Number (SIN), GWAC category, etc. There will also be a direct link to your website. Make sure it works. Even more important, make sure your socioeconomic status is available and accurate. As a small, disadvantaged, women-owned and/or veteran-owned business, this may be your most effective foot in the door. Tip 4: GSA Advantage! Is Not Self-Populating Unlike the Schedules e-Library, you must populate GSA Advantage! yourself. This is a commonly forgotten task. Companies get so caught up in celebrating their contract award(s), they forget to take advantage of free marketing opportunities. Government customers look to GSA Advantage! more than you think. Get your information in there – you’ll get more exposure and will have a better chance of getting noticed. Tip 5: e-Buy is an e-Must Participate in e-Buy. e-Buy is a component of GSA Advantage! It’s an online RFQ tool. It works by sending you an automatic notification when an RFQ has been issued in your service or product area. If, for example, an office within the Department of Health and Human Services needs copier maintenance, copier companies participating in e-Buy are automatically e-mailed that RFQ. An RFQ can be awarded quickly. The advantage of e-Buy is immediate notification of an RFQ – which can turn into a PO within 45 days. It’s one of the fastest ways to win a bid. Tip 6: Go Green Going green is a major objective in government, and its importance is only expected to increase. Agencies are feeling pressure from within and outside government to make eco-friendly choices. GSA has set up an Environmental Aisle as part of GSA Advantage! to help buyers more easily find “green” choices among thousands of schedule offerings. According to GSA, “Customers are encouraged to purchase products designated for preferred procurement: biobased and recycled content, Energy Star and FEMP qualified, water efficient, and non-ozone depleting materials.” Green is good. Get yourself green, and get yourself set up in the Environmental Aisle. You won’t regret it. Bottom Line Advice: Prove It There are thousands of suppliers on the GSA Schedule. Even after implementing each of the points noted above, the Number One way to get noticed is: Prove it. Demonstrate your ability to be a stable provider. Show that you’re experienced and you’re engaged in government for the long haul. Show that you’re reliable, trustworthy, and that you’ll provide whatever support will be necessary now and for the foreseeable future. Once you prove yourself, business will come to you. Bill Gormley, a former assistant commissioner for GSA’s Office of Acquisition, Federal Supply Service, is president and chief executive officer of the Washington Management Group, a GSA Schedule contract and VA Schedule contract consulting services firm. For more information on Washington Management Group, go to www.washmg.com.