Podcast Show Notes
2025-04-04 Federal Market Insights Episode 7 — Session Overview
WPI Podcast Episode 7 Summary
The goals of WPI Podcasts are to provide businesses and listeners insight and information related to doing business with the federal government. We discuss news items, regulations and topics that will provide background information, perspective and in general the type of information useful to those interested in expanding their federal work or entering the federal marketplace.
This episode’s main topic is GSA Multiple Award Schedules (MAS). The GSA MAS is a great acquisition tool, but this program – the MAS – is not appropriate for all companies.
Before we begin that discussion, we would like to mention some interesting information that may also be useful for companies interested in doing business with DoD and the federal government in general.
The following are summaries of ideas and information mentioned during the discussion. It is not a transcript of the podcast.
DoD contractors should pay attention to federal workforce changes being mentioned in the news, emails and other sources. The CEO of HII commented that changes could impact contract management as workforce shifts both reductions and changes could impact the normal administrative processing of documents related to awards and modifications. We mentioned the importance of the need for companies to stay in communications with their contracting staff. Additionally, any requests for documents and changes to documents should be handled promptly. Submissions need to be checked for accuracy and completeness. Errors and requests for corrections will likely delay the processing and adversely add to the workflow. Recognize the difference between the PCO and ACO. The PCO or Procurement Contracting Officer is the only position – individual who has the authority to enter into an award or make changes to a contract. The ACO or Administration Contracting Officer focuses on other tasks related to quality and ensuring the end items meet stated requirements and arrives at the designated location on time.
DoD’s appetite for Innovation is unquenched. Innovation is important and quite literally is needed to fuel the next generation of weapons. An issue faced by many inventors has been DoD’s vast number of programs related to R&D/Innovation and an equally large number of entry points. As a result, it is difficult to identify and connect with the right DoD Office. The Defense Innovation Unit (DIU) recently announced a new web portal – DoD On-ramp. DIU’s on-ramp has been designed to assist innovators connect with the right DoD program. This program is focusing on the idea of creating – “one digital destination; millions of opportunities.”
Oshkosh Defense continues to innovate. On April 1, Oshkosh announced that the U.S. Army Contracting Command – Detroit Arsenal placed an order on its Autonomy ready Vehicle contract. These vehicles are identified as autonomy ready. Additionally, the press release states – “By integrating by-wire and active-safety systems, the PLS A2 supports the Army’s vision for a technology-enabled logistics force capable of executing missions in contested environments with reduced risk to the Warfighter.” This is another example of the importance that innovation and technology will have for defense contractors.
The following are links to the articles:
https://oshkoshdefense.com/oshkosh-defense-secures-95-million-fhtv-v-order/
Recently, there have been several articles documenting the impending changes to the GSA Multiple Award Schedules (MAS) program. The key changes appears to affect – 1: contracts that have not met the minimum sales criteria and 2: products that do not generate sales.
Some see GSA schedule contracts as – “build it and they will come.” In other words, being awarded a GSA Schedule Contract is tantamount to success – sales are guaranteed. Unfortunately, this is not the case.
Companies interested in GSA MAS need to focus on Market Research. The need to identify the customers, and know what is purchased cannot be overstated. GSA MAS is a great vehicle; it just doesn’t guarantee success. There are well over 2,000 federal buying offices. Some use GSA MAS and others may not be strong users. Not all products are needed and therefore not bought. Companies need to know this information before they start the journey. GSA Advantage does function as a catalog of sorts. However, what if your products are never seen – viewed? What if the buyer searches using different terms? Is your price competitive? The price is required in general to be equal to or better than your best customer’s price. Compared to other prices, that price may not be the lowest price. Solid market research is central to these ideas.
Administratively, GSA MAS solicitations are involved. A GSA MAS solicitation includes both FAR and GSAM requirements. Some are listed by Full-Text and others are incorporated by reference. Companies need to review these requirements, understand their responsibilities prior to developing a submission.
GSA MAS solicitations are “continuously open.” Unlike most RFPs on SAM.gov the MAS solicitation remains active. It is updated as regulations change but fundamentally it is the same solicitation. The downside of the solicitation being continuously open is there is no due date for submitting the company’s proposal to GSA. Without a due date to drive the proposal process, it is easier for other projects take priority over GSA MAS efforts. The result is that the MAS submission slips and slips and slips.
One clause that is different from most FAR clauses is the Minimum Sales Criteria. When the proposal is signed and submitted the company is stating that it will meet this threshold. In other words, the company knows the market, has identified its customers and is fairly confident that sales from these customers will equal the stated minimum. Needless to say, companies should have a game plan and identified customers, many don’t and many companies with a MAS do not meet the required sales minimums.
Having a GSA MAS has been referred to as having a license to hunt. Having a GSA MAS is a valid selling point. There is a signed federal contract which establishes that the required terms and conditions have been agreed to, the company is responsible and the company’s prices have been established as being fair and reasonable. These are positive points. The critical factor is to know who the customer is and what types of items are purchased.
Ultimately, MAS holders need to work to make sales. This includes basic marketing, having a Capabilities Statement, maintaining the company’s Dynamic Small Business Search (DSBS) page and monitoring GSA’s ebuy site for opportunities restricted to GSA MAS holders.
MAS contractors also need to know which organizations are Authorized Users of a GSA MAS are not restricted to GSA buyers. Eligible Users include members of the federal government- all members of the Executive Branch are eligible to use the GSA MAS program. However, there are other authorized users too. As such, the potential customer base is quite large. Again, companies need to recognize this. They also need to know or recognize that some buyers use GSA extensively and other do not. Companies also need to explore different sales channels such as FedMall.
Companies seeking to learn more about GSA’s Multiple Award Schedule program, conducting Market Research and contract compliance should reach out and contact the Wisconsin Procurement Institute (WPI) @ apexaccelerator@wispro.org or call 414-470-3600.