Building Your GSA MAS Contract Package: A Roadmap to Success

The GSA Multiple Award Schedule (MAS) program is a powerful tool for businesses seeking to sell products and services to the federal government. It streamlines the procurement process for both buyers and sellers, offering a pre-negotiated contract vehicle that simplifies and accelerates transactions. However, building a successful GSA MAS contract package requires careful planning and execution. We have recently worked on numerous GSA MAS offers and we’ve run into deliverable issues for different products and services. You MUST understand what GSA considers an eligible product/service for a MAS contract. In this blog post, we'll provide actionable tips and insights to help you navigate this process and increase your chances of securing a GSA MAS contract.

1. Preparation and Planning

• Determine Eligibility: Ensure your company meets the basic eligibility requirements, such as being a responsible business with a proven track record and offering products or services that align with GSA MAS categories. 

• Gather Documentation: Compile all necessary documents, including financial statements, past performance information, and relevant certifications.

• Develop Pricing: Establish competitive and compliant pricing structures that adhere to GSA's guidelines.

• Identify Your GSA MAS Category: Research and select the most appropriate GSA MAS Special Item Number(s) (SINs) that align with your product or service offerings.

• Review the Updated Refresh(es): GSA has released several MAS Refreshes that bring updates to areas like templates, Transactional Data Reporting (TDR), SIN-specific changes, regulation changes, and modification guidance.

2. Building Your Offer

• Complete the Proposal: Prepare a detailed and well-organized proposal that addresses all requirements outlined in the GSA solicitation.

• Highlight Your Value Proposition: Clearly articulate the unique benefits and value your company brings to the government.

• Showcase Past Performance: Provide efficient evidence of your successful past performance on similar projects.

• Review Your Pricing for Acceptance: Your Commercial List Price (CLP) is not the same as what you will offer to the government and you can get a better understanding of pricing by reviewing eTools/eLibrary and other government-accepted pricing.

• Address Evaluation Criteria: Ensure your proposal directly addresses the evaluation criteria used by GSA contracting officers.

3. Submission and Negotiation

• Submit Your Offer: Submit your complete proposal package through GSA's eOffer system.

• Engage in Negotiations: Be prepared to negotiate terms and conditions with the GSA contracting officer.

• Address Any Deficiencies: Promptly respond to any requests for additional information or clarification from the contracting officer.

4. Post-Award Activities

• Contract Administration: Once awarded, actively manage your GSA MAS contract, ensuring compliance with all terms and conditions.

• Marketing and Sales: Develop a robust marketing and sales strategy to promote your GSA MAS contract and generate leads.

• Maintain Contract Compliance: Stay up-to-date on any changes to GSA regulations and ensure your contract remains in good standing.

Actionable Tips

• Start Early: The GSA MAS application process can be lengthy. Start early to allow ample time for preparation, review, and potential negotiations.

• Do your research: Review other organizations' recently awarded contracts in your applicable SIN(s), as this will help you with your content and pricing.

• Seek Assistance: If you're new to the GSA MAS program or need additional support, consider partnering with Squared Compass to help you develop your package.

• Be Responsive: Respond promptly to any communication from the GSA contracting officer.

• Focus on Quality: Submit a well-written, near-error-free proposal that demonstrates your value proposition.

Bringing it All Together

Securing a GSA MAS contract can open doors to significant opportunities in the federal marketplace. By following these tips and approaching the process with diligence and preparation, you can increase your chances of success and establish a valuable contract vehicle for your business. Remember, the GSA MAS program is a dynamic and competitive environment. Stay informed, adapt to changes, and continuously refine your approach to maximize your contract's potential.

If you aren't a Squared Compass partner, what are you waiting for? From getting your business set up with specific government set aside programs at both the State and Federal level, to being empowered by a Fractional Capture team to win government contracts, to receiving tailored government contract opportunities Squared Compass delivers immense value which helps propel our partners to success. Schedule a chat with our team today.