The Trump administration’s review of the General Services Administration (GSA) Multiple Award Schedule (MAS) program is placing increased scrutiny on contracts nearing expiration or showing minimal sales activity. This initiative signals a shift in federal procurement priorities, emphasizing mission alignment and critical operational support for purchases made by federal agencies. For contractors, maintaining an active schedule now requires a proactive approach—one that highlights how their services directly support agency missions and serve as essential functions within government operations.
Federal buyers are prioritizing solutions that contribute to their strategic objectives rather than just competitive pricing or commercial availability. This means contractors must articulate how their products and services play a vital role in agency success, whether by enhancing efficiency, fulfilling regulatory mandates, or supporting critical functions that drive government operations forward.
To ensure your GSA schedule remains active and valuable to federal buyers, consider these key actions:
- Connect Your Products and Services to Agency Strategic Goals
- Research each agency’s strategic goals and mission objectives described in budget requests to tailor your messaging and offerings accordingly.
- Clearly demonstrate how your services or products address pain points, improve operations, or fulfill essential governmental responsibilities.
- Highlight Mission-Critical Functions
- Develop case studies that showcase real-world examples of how your offerings contribute to national security, infrastructure development, regulatory compliance, and other priorities of the administration.
- Ensure your solutions are positioned as indispensable rather than merely beneficial. Avoid using words like “consulting” or “support” when describing your core competencies.
- Engage with Key Stakeholders and Decision-Makers
- Establish relationships with contracting officers, program managers, and small business professionals who influence procurement decisions.
- Offer technical demonstrations, white papers, or case studies that illustrate the measurable impact of your services within an agency’s mission framework.
- Optimize Visibility Through Procurement Channels
- Regularly update your GSA Advantage! listings and participate in eBuy solicitations with mission-aligned proposals.
- Monitor government spending trends to identify where your capabilities align with agency needs.
- Ensure Compliance While Reinforcing Strategic Impact
- Maintain up-to-date contract modifications, pricing structures, and regulatory requirements while emphasizing how these elements enhance reliability and continuity for federal operations.
- If required, adapt your approach to reflect evolving government directives, executive orders, and procurement reforms.
The ongoing review of the MAS program underscores a fundamental reality: contractors must move beyond passive sales strategies and become proactive communicators of their mission-critical role.. By positioning your services as essential to agency missions, adapting to evolving priorities, and engaging stakeholders effectively, you can protect your GSA schedules and remain competitive in an increasingly strategic federal marketplace.
TargetGov’s GSA FAST® Process is designed specifically for GSA Schedule contract holders interested in increasing their GSA sales through a proactive approach to marketing and business development. We will review your federal registrations for A.I. and DOGE compliance, create a stand-out capability statement, and produce a pipeline of opportunities for you to pursue decision-maker meetings. Contact us today to learn more about this service at targetgov.com.
Ready to Elevate Your GSA Strategy?
Contact TargetGov to learn how we can tailor our GSA FAST® Process specifically for your business. We’ll help you build a disciplined, strategic approach to federal business development and marketing, designed to align with today’s evolving procurement priorities.
Call us at 410-579-1346 x 325 or email fast@targetgov.com to get started. Let’s position your business for long-term success in the federal marketplace.
