Wondering why small businesses are so worried about getting the GSA Schedule? Firstly, a GSA contract or schedule does not guarantee your business, but they can certainly bring you one. You can treat it as a license to your federal business. Incidentally, this often stands as an entry pass to State and Municipal purchasing opportunities.
GSA Schedules Are Available to the Qualified Vendors
This is a time consuming and expensive proposition for the government so an express purchasing vehicle was established, that is the GSA contract. Open solicitations for certain products and services are available to the qualified vendors with the GSA Schedule certificates. They usually cover products or services that are purchased regularly, often by agency wide entities and in relatively low dollar volume. Contractors are invited to submit the specifications, descriptions and prices for these products or services which are then offered as part of a "catalog" type offering. In limited quantities, a contracting officer may buy from your "catalog" without having to publish a solicitation.
GSA Contracts are Available in the Database
The Government provides a data base which can be searched by any Federal contracting individual and most State and municipal purchasing agents. All contractors on the list are presumed to have been vetted and offering their product or service at a competitive price. Although the individual awards are limited the annual total to any one contractor can be significant. If you are successful in securing a GSA Contract you can approach the opportunity in two ways. First of all you can sit back and allow the contracting officer to find you. However, its much more productive to pursue direct purchasing opportunities with the offices who most buy your product or service and let them know that you are on a schedule. If you can establish that kind of relationship you can expect a regular award that will continue until the need disappears or until you fail to meet your contract obligations.
Does it Make Sense?
The real question is does it make sense to secure a GSA Contract for your offering. It really isn't very difficult to find out how much of your particular offering the Government buys, at what price and in what quantities. It is also not very difficult to find out how much is purchased via GSA Contract, who's getting the business and at what price they're offering it. Remember, you don't have to be the low price if you're on a GSA Schedule but can offer some other reason for a contracting officer to select your product or service.
The Takeaway
Getting on a schedule isn't difficult but there is some effort involved. So before you head down this road be certain if it’s worth it.
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