Networking and relationship building is a key element to success across all markets. In the past, this was especially true within the federal government market. In fact, the emphasis on establishing connections was so strong in the GovCon community, a contractor’s website was often an afterthought.
However, over the past decade, priorities have shifted in response to a changing landscape. Flexible workspaces have been on the rise for years, and federal workers have been spending less time attending less in-person events and more time working remotely.
With more government buyers getting their information online, it’s important for government contractors to have a strong web presence. Part of that means providing the content on your website that current and prospective customers are looking for. At minimum, this includes information on your capabilities and the contract vehicles you hold.
If you hold a GSA Multiple Award Schedule (MAS) Contract, take the opportunity to use your website as a tool to inform your potential buyers. Beyond making visitors aware of your contractor status, provide them with detailed information on your contract and educate them on the benefits of purchasing through the GSA MAS Contract.
Below, we’ve listed 8 key points every GSA Contract holder should address on their website.
- GSA MAS Contract Number
- Contract Term
- Ordering Point of Contact
- SINs and Scope of Contract
- Link to GSA eLibrary Page and/or GSA Advantage Listing
- GSA Starmark Logo
- Eligible Buyers
- Benefits of Purchasing through the GSA MAS Contract
GSA Contract Information to Include on Your Website
Make sure to include your GSA MAS Contract number on your website. This “number” is really an alphanumeric value that will begin with “GS” if it was awarded on or before September 30, 2017, and “47” if it was awarded after that date. Each contract number is broken down into elements that provide information points. Learn more about decoding your GSA Contract number here.
All GSA MAS Contracts are valid for an initial five-year period with three five-year extension options. On your website, include a statement that says something to the effect that your contract is “valid through [your contract expiration date] with exercise options through [your ultimate contract end date]”.
Provide your website visitors with the best point of contact for GSA MAS Contract related questions and sales. Some companies create an email distribution list dedicated to GSA Contract sales. However, if you have a specific person in charge, consider including their name, title, phone number, and email address.
Let your potential customers know what type of products and/or services they purchase through your GSA MAS Contract. This does not need to be an exhaustive list, but a summary of your offerings. Include the Special Item Number(s) (SINs) you hold, as well as any buzzworthy keywords.
While your website can provide an overview of your contract details, your GSA eLibrary page is the official government source for that information. Depending on your offerings, eligible GSA buyers can go straight from your website, to purchasing your products on GSA Advantage. In addition to linking your eLibrary page and, if applicable, your Advantage listing, take the necessary steps to make sure to that information is current and accurate.
Use the GSA Starmark logo on your website, as well as marketing collateral and business cards, to promote the fact that your company is a GSA MAS Contract holder. Certain restrictions apply, so make sure to review the guidelines before using the GSA logo. You can review the logo usage policy here, and then download the logo here.
Make it clear who is eligible to purchase through your GSA MAS Contract. This includes all federal agencies and, in some cases, state and local government. Provide your website visitors with a link to GSA’s eligible users list. If your company participates in Cooperative Purchasing or Disaster Recovery, be sure to include information on those programs for your state and local buyers. Finally, consider specifically naming your target agencies for the avoidance of doubt and to attract their attention.
The GSA MAS Contract benefits both the seller and the buyer. However, don’t assume all federal buyers are familiar with the perks of the contract. Include a list of top benefits from your customer’s perspective. You can also send visitors straight to the government source for information on ordering procedures.
Below are just a few GSA MAS Contract benefits your customers may appreciate.
- There Are No Order Limitations
- Eliminates the Need to Post a Contract Opportunity Synopsis on SAM.gov
- Pricing is Pre-Determined by GSA to be “Fair and Reasonable”
- Applicable Regulations & Competition Requirements are Met
- Order Turn-Around Time is Significantly Less Than Open-Market Procurements
- GSA MAS Contracts Qualify as a Tier 2 Solution and, in Some Cases, a Best-in-Class Solution to Help Agencies Meet Government-Wide Category Management Goals
Equipping your prospective buyers with the information they need to make informed decisions is just one facet of being a successful GSA MAS Contractor. Since 1986, our team here at FEDSched has been helping companies will all aspects of GSA Contract acquisition, management, and training. Contact us today to learn more about our GSA Contract management support and training on GSA Contract sales and compliance best practices.