Marketing your MAS contract
Your success depends upon your successful marketing efforts. We cannot market your Multiple Award Schedule contract for you, but you can review our tips and resources. The Vendor Support Center is full of helpful resources and information about a wide range of topics including market research, exposure, and bidding opportunities. Ask yourself the following questions to decide where to focus your efforts and resources:
- Where are the government customers?
- What is a successful marketing strategy?
- How can companies partner with GSA and be a better provider to federal customers?
- What resources are available to help me become a successful marketer?
How customers find you
As an MAS contractor, your firm will be listed in GSA eLibrary, our online source for the latest contract award information. After you upload your catalog to GSA Advantage (products) or eLibrary (services) your product and services offerings will be available through these tools.
Using the GSA logo
If you’re a current MAS contract holder, you can use certain logos on commercial materials if you follow the rules governing use of the GSA logo. You still must comply with GSAR 552.203-71, Restriction on Advertising. Your commercial advertising or similar promotions cannot state or imply that the supplies, products, or services are endorsed or preferred by the government.
Suggestions for effective MAS marketing
Educate your sales, marketing, and accounting departments
They need to know everything about the contract, including who can order from it, pricing details, and ordering terms and conditions. If they don’t know this information, your company may unknowingly violate contractual requirements. Your accounting department may need to set up a tracking system to separate our orders from all other orders. They’ll need to know about the reporting requirements and prompt payment discounts.
Review your subcontracting plan
If you are a large business with a small business subcontracting plan, you’ll be required to track subcontracting costs and subcontractor business type or size. Requirements vary based on subcontracting plan type. Your purchasing department will need to know what costs need to be tracked and will want to start funneling as many subcontracts to small businesses as possible. Small businesses do not have this requirement. Whether you are a seasoned government contractor or just getting started, networking is essential to building relationships to grow your business. Getting to know more about government agencies, upcoming contract opportunities, acquisition strategies, and procurement timelines will help your company better prepare for potential opportunities.
Attend industry days
Agency buyers often conduct industry days for their requirements to provide details on what, when, and how the government is seeking contractor support and specific mission needs contractors can address. Industry days also offer opportunities to meet one on one with program personnel. Some include question-and-answer sessions with valuable information on the procurement and upcoming opportunities.
Consider teaming opportunities
MAS contractors can team with other MAS contractors through contractor team arrangements. These CTAs can help you fill competency or experience gaps or share the burden of a larger project.
Connect with agency small business offices
Every federal agency has an office assigned to help small businesses access procurements reserved exclusively for small businesses participation. For example, we have national and regional small business representatives, and most military bases have local offices to assist small businesses with procurements. Reach out to these offices if you would like to do business with that agency. Ask about upcoming industry days, small business outreach events, procurement pipeline information, and the best ways to stay apprised of their business opportunities.
Analyze government spending
Use the USASpending.gov and Schedule Sales Query Plus tools to start your market research. These tools help you survey potential customers’ spending habits and identify the types of products and services they are buying.