Description
There’s a common misconception in government contracting: obtaining a GSA Multiple Award Schedule (MAS) is your golden ticket to an influx of unsolicited orders from government entities. However, the reality is quite different. Despite holding a MAS, a significant number of contractors—over half, in fact—fall short of the GSA’s annual sales benchmark.
But don’t get discouraged! The good news is that the government bought over $36B in products and services in FY’23, so using the schedule can help you win more awards. In our session, we will share some criteria to determine whether the MAS fits your company and what you sell.
We will define what GSA’s MAS is and isn’t, show you how to determine who buys what you sell using the MAS, walk you through how to determine whether or not your pricing is competitive, and explain the major submission items required with a MAS offer.
Target Audience: Companies of all sizes that have considered selling to the government through the GSA’s MAS.
Meet Your Instructor:
RICH EARNEST, Earnest Consulting Group
With 18 years of experience in government contracting across multiple agencies, Rich Earnest is a seasoned professional in the field. As a principal of Ambulatory Care Solutions (ACS), Rich played a pivotal role in leading the business development team to secure nine contract awards with the Department of Veterans Affairs, totaling over $75M in just eight years. His responsibilities included developing a federal business plan, conducting competitive analysis, managing the pipeline, creating proposal content, overseeing “red-team” reviews, and ensuring final production for submission. Additionally, Rich ensured compliance with FAR regulations regarding subcontracting requirements for both large and small businesses.
In 2013, ACS was fully acquired by Humana Government Business, and Rich played a key role in integrating ACS into the Humana enterprise. This involved overseeing business development, facilitating new operations start-up, and providing ongoing support services operations. During this period, Rich successfully established 12 new operations for Humana, resulting in over $110M of new business from the Department of Veterans Affairs between 2013 and 2015.
In 2016, Rich founded Earnest Consulting Group, aiming to assist other companies in their government business strategies. He quickly achieved notable success by helping a Service-Disabled Veteran-Owned Small Business experience a remarkable growth of over 300% within one year. With every client, Rich’s goal is to provide practical tactics and strategies that can be easily applied to their own government business plans.
Beth Freeman (verified owner) –
Great information and slides to reference as a beginner with GSA.