How to Be a Successful GSA Contractor
Part 1: GSA Contract Assessment
Your GSA Schedule Contract, now officially referred to as a GSA Multiple Award Schedule (MAS) Contract, can play an integral role in your company’s success in the federal market. In order to foster sales, it’s important to maintain an up-to-date GSA Contract and an understanding of how to best utilize that contract. In part one of this two part series, we’ll discuss how to assess your GSA MAS Contract and explain how regular contract assessments can directly impact your sales.
How Often Should You Assess Your GSA MAS Contract?
An outdated GSA MAS Contract puts your sales team at a disadvantage. Best practice is to keep your GSA Contract up to date with any changes and, at minimum, conduct an annual contract assessment. More frequent assessments may be needed if your company is heavily product-based or has recently undergone changes. Distributors may even need to make monthly updates to keep up with changing product lines and pricing.
When Should You Assess Your GSA MAS Contract?
The timing of your GSA Contract assessment should be dependent on your business and sales cycles. GSA Contract sales and total federal sales consistently peak during the fourth quarter of the government fiscal year. However, depending on your industry, the government fiscal year-end may not be your busiest time of year. Plan to conduct a contract assessment at least two months prior to your busy season to allow time for updates if needed.