Before Hiring a GSA Consultant Ask These 5 Questions

So, you are interested in a GSA Multiple Award Schedule (MAS) contract? Your government customer said that you should get ‘on contract.’  Or one of your competitors is leveraging opportunities by being a ‘pre-approved’ vendor (part of the club so to say). Or you have decided these challenging economic times call for a shift or pivot into the government industry to transfer your commercial expertise, products, and/or services. Never has there been an unprecedented amount of dollars flowing to federal, state, and local government agencies.

“Navigating the world of getting a GSA Contract is not for the faint of heart.”  That’s Normena Walton, Sr Contract Specialist at IHS Markit, the leading source of information and insight in critical areas that shape today’s business landscape.

You can seek to qualify for your own GSA MAS contract, however, consider what you do not know. On the surface, this may seem like a very straightforward process. When the rubber meets the road, you may find that it will not be the case. In terms of lost time, allocation of internal resources, missed opportunities and risk of rejection, it typically costs a company more overall to acquire and handle the GSA MAS proposal process in-house. 

The real success stories come from companies who understand what to look for when interviewing a GSA Consultant to help provide a ‘clear’ path to obtaining a comprehensive, flexible, and profitable GSA MAS Contract.

Here are 5 Questions you should ask a company providing GSA Consultant services to make sure they have your best interest in mind and can deliver a viable and lasting contract.

Question 1: HOW MUCH EXPERIENCE DOES THE CONSULTANT HAVE SPECIFICALLY WITH GSA CONTRACTS?

Helping companies qualify for a GSA MAS contract requires knowledge acquired through experience. It is truly a specialty niche area within government contracting.  Be sure to ask:

• Who will specifically be preparing, negotiating, and getting YOUR contract through the process?
• How much experience does that individual possess?
• What is their specific track record with new GSA contract awards?
• Why do they believe they are best suited to work with your company?
• Do they possess experience with GSA offers in your specific industry vertical?

It is critical that you speak with the GSA consultant who will represent your company. Inexperience can result in errors causing your proposal to be rejected.

According to GSA, 60% of all offers are initially rejected. Investment in a well experienced and knowledgeable GSA Consultant who understands the nuances of the GSA MAS program is essential.  

Question 2: DOES THIS GSA CONSULTANT TAKE TIME TO UNDERSTAND YOUR GOALS AND OBJECTIVES UP FRONT?

Interview several companies to find the right partner. Look for a consultant that is asking about your goals and objectives. If they are quick to start ‘selling what they do’ before getting to know your company – that’s a red flag.

• Are they interested in why you want to get a GSA MAS Contract?
• Are they helping you to confirm that this path is a good one now?
• Did they ask what you specifically want to accomplish with obtaining a GSA MAS Contract, such as:
• Leverage current presence in government market?
• Jump into the government market as a new vendor?
• Find a better way to win contracts instead of the painful RFP process?
• Do they understand your unique challenges? Large Business? Small business? Veteran Owned Business? Woman Owned Business?

A good GSA Consultant is more interested in your goals and success than communicating the details of how they do what they do. Yes – all that will come eventually. But if out of the gate, you don’t feel the love so to say – then best to move on. 

As John R. Crocker, Managing Partner, Enterprise Iron Financial Industry Solutions, Inc., says, “We interviewed a couple of firms to qualify for a GSA Contract who made us feel as though they wanted to just shove us into an assembly line. We wanted a company that didn’t run a ‘cookie cutter’ process.”

Question 3:  IS THERE A FORWARD-THINKING STRATEGY FORMULATED UPON KICKOFF?

Getting a GSA MAS Contract is far from completing an application. The turbo template approach will not cut it in a vetting process that is more in depth than any current competitive bid for a government contract. 

Following the MAS Roadmap presented by GSA identifies the blocks of information required. However, it’s what you don’t know that you don’t know that will result in either a viable and profitable contract or one in which your company is forever playing catchup with your offerings and pricing.

• Is your hired GSA consultant asking about your products and services from a market share perspective?
• Do they understand how interpret commercial sales practices?
• Are they seeking to maximize margins? Limiting compliance risk?
• Do they understand how to tell your story?
• Have they conducted a detailed market analysis of product/service offerings to guide your proposed pricing to GSA?
• Are they prepared with a strategy to deliver an offer which represents real value to the government but delivers recognizable revenue and success for you?
• Have they discussed future growth and how this GSA Contract fits within the wider context of government contracting?

A forward-thinking GSA Consultant collaborates with you and your team to carve out a thorough and concrete strategy, and the plan to carry it out. No two companies are alike. There is no one size fits all. And no contract offer is boilerplate. Look for a GSA Consultant who can develop an individually tailored GSA strategy to ensure your offer travels through the process to achieve desired outcomes.

Question 4:  WHAT IS THE PROJECT MANAGEMENT PLAN FOR THE PROCESS TO QUALIFY FOR GSA?

Ask the GSA Consultant how will they manage the process through the life cycle stages of qualifying for a GSA Contract and beyond. It is important to understand your company’s role and responsibilities throughout the process. Setting the right expectations is key.

• Does the GSA Consultant ensure that you understand the big picture first?
• What GSA offerings or MAS large categories will be pursued?
• Do they have a project checklist to manage data requirements, action items, tracking of completed tasks, etc?
• Has a targeted submission date been discussed in advance to drive proposal activities tied to a project timeline?
• What is the communication strategy between your company and the GSA Consultant?
• Weekly calls or virtual meetings? Who will be the participants?

If a GSA Consultant doesn’t have a plan for how to manage the project then be weary.  This is when things fall through the cracks.  Your GSA Consultant is responsible to keep things moving to ensure clarity of focus in preparing and submitting a comprehensive offer. A great GSA Consultant leaves no stone unturned.

Question 5:  DOES THIS GSA CONSULTANT GO ABOVE AND BEYOND??

In today’s competitive world, it’s not enough to just be good or average.  You have to be great.  And you need partners who think about greatness in the same way by going above and beyond. Find a GSA Consultant who brings broader knowledge to the table beyond just getting a GSA Contract and wishing you good luck. 

• What post award services will help your company leverage this newly awarded GSA Contract?
• Is there post-award training to jump start the sales team to go after opportunities?
• How does the sales team educate their federal, state and local government customers on the use of the GSA Contract?
• What administrative internal tasks are required to stay compliant with the contract?
• Are contract maintenance and management services for price adjustments, new offerings or other modifications provided to support our contract?

“As a Service-Disabled Veteran Owned Small Business (SDVOSB), we needed someone to teach us solid B2G strategies that worked.” That’s Parish Morris, Military Veteran, CEO, Document Security Solutions, in response to next steps after getting a GSA Contract.  “We needed a company who could serve as a small business matchmaker and leverage our past performance in discussions with our government client network.”

WE’RE HERE TO HELP.

Hire a GSA Consultant who serves as your best partner.

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About ClearCoast

ClearCoast USA, LLC brings over 30+ years experience in the business-to-government (B2G) industry.  Since 2000, ClearCoast has helped 200+ clients qualify for a GSA MAS Contract.