Navigating the complexities of the General Services Administration (GSA) Multiple Award Schedule (MAS) can be daunting for businesses seeking to enter the federal marketplace. To shed light on this process, we spoke with Linda Chatmon, a renowned business growth expert with decades of experience helping companies secure government contracts. In this interview, Linda shares her insights into the most common challenges applicants face, strategies for overcoming pricing hurdles, and the key factors for submitting a successful GSA Schedule application.
Talk with Linda Chatmon
Thanks for joining us today, Linda. Let me start off by asking – what are some of the challenges you have seen GSA MAS applicants face most often?
Linda: The biggest challenge to GSA MAS is the same as it is for all procurement vehicles. The lack of understanding of “how the government does business”. Outside of your ability to perform the work, government contracting is based on FAR and DAR regulations that apply to all contracts, and the government expects contractors to know this. I’ve seen clients lose a contract because they couldn’t articulate or demonstrate knowledge of these clauses. The biggest misconception is that a set-aside contract can be 100% performance by “subs”.
You mentioned that pricing for government contracts is often misunderstood. What are some common misconceptions, and how can businesses price their products or services effectively for the GSA Schedule?
Linda: The government does not always take the “lowest bidder”, in fact, it is more often the reason contracts are not awarded, because the low cost is not “responsible” so knowing how to do a cost price analysis (creating a cost narrative for all of your cost components) and properly “burdening” EACH unit price PER PROJECT. The price is never going to be the same unless it is the exact same scope of work, so “cookie cutter” pricing is the biggest indicator that the customer does not understand Cost Principles for the government.
When and why should a business consider hiring a third-party evaluator for their GSA Schedule application?
Linda: Not just for GSA, but for EVERY submission because a neutral pair of eyes helps us view it from an evaluator’s (vs contractor) perspective. All of our evaluators are current and or retired contracting officers so we know that our reviews are spot on, and it will reduce costs in the long run. Further, understanding the PWIN (probability of win) should be done PRIOR to preparing the proposal so that resources can be used to go after projects that have a higher PWIN rate. This is called Capture.
What are the key compliance and responsiveness requirements that businesses need to demonstrate in their GSA Schedule proposals?
Linda: GSA Schedule is a “IDIQ” Indefinite Quantity, Indefinite Delivery, so there must be a task order management plan in place that addresses exactly how they will be compliant responsive and relevant. Getting “on” the GSA Schedule is just a “license to hunt”, you still have to hunt, and win in order to be successful, so getting on the GSA Schedule without a Task Order Management Plan is the biggest indicator that like most, who have GSA Schedules, its just another award with no revenue. So it’s about “unit pricing”. Most small businesses do not know how to “burden” their rates, and since the GSA Schedule is based on unit pricing, not knowing how to capture your cost will cost you your award in the long run.
Based on your extensive experience, what are your top three tips for businesses to submit a successful GSA Schedule application?
Linda: Determine eligibility, Prepare to EXECUTE a Task Order Management Plan, and have us do a Cost Buildup for you so that you can be competitive in your pricing.
Linda G Chatmon is a business growth expert with a proven track record of helping companies achieve significant growth. With a background spanning contracts, grants, technology, and e-learning, she has facilitated over $13.2 billion in contract and grant awards and negotiations. Linda boasts a 100% success rate for GSA Schedule and 8(a) certifications and has served as a consultant to elected officials and venture capital groups. Linda currently supports iQuasar as a GSA MAS Schedule consultant. She is a recognized subject matter expert and trainer and serves on the advisory board of Black Progress Matters.
