GSA MAS Technical Requirements: A Guide for Prospective Contractors

At a Glance:

• Main Takeaway: The General Services Administration (GSA) Multiple Award Schedule (MAS) Program is one of the most effective ways for businesses to sell common goods and services to the federal government. Understanding the technical requirements is key to preparing a strong MAS offer.
• Business Impact: Although the MAS offer process is time-consuming, the rewards are significant, including access to billions in federal procurement dollars and a streamlined path to long-term government business.
• Next Steps: Aprio’s dedicated professionals can help set up your business for success and profitability. Contact Aprio’s Government Contracting team for guidance throughout the entire offer process.

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The Full Story:

In light of recent Executive Orders, interest in the General Services Administration (GSA) and its contract vehicles is at an all-time high. GSA’s Multiple Award Schedule (MAS), a 20-year government-wide contract for commercial products and services, is of special interest because it is continuously open to new offers.

A successful technical proposal for a new MAS contract includes several major elements. We will delve into each of them in this article.

Understanding Large Categories and Special Item Numbers

What can you sell on GSA MAS contracts? Just about anything! MAS is structured into 12 Large Categories, which are broad groupings such as “Information Technology,” “Professional Services,” or “Transportation and Logistics.” The Large Categories align with GSA’s Category Management Initiative, which also serves as the basis for the definition of “common goods and services” in the EO Eliminating Waste and Saving Taxpayer Dollars by Consolidating Procurement. Large Categories are further subdivided into subcategories and Special Item Numbers (SINs) that correspond to goods or services offered.

Here is an example:

Choosing the Right SINs

Selecting the correct SINs is one of the most critical steps when preparing a GSA MAS offer. Companies should carefully read each SIN’s description and compare it to their capabilities and past performance. Selecting SINs that do not reflect the company’s products and services can lead to the rejection of your offer or the award of a contract that does not include all the company’s capabilities.

Companies should also consider the competition and demand within each SIN. Some SINs have many competitors holding GSA MAS contracts thus making it harder to win business, while other SINs may have fewer companies but strong government demand. Market research, including reviewing GSA sales data and awarded companies on GSA eLibrary, can provide useful information.

Corporate and Quality Narratives

GSA requires companies to submit Corporate Experience and Quality Control narratives. The Corporate Experience narrative should provide a high-level overview of the following:

• The company’s years of experience
• Staffing and leadership
• Experience and capabilities
• Potential use of subcontractors
• Planned marketing strategy

Moreover, it should align with the services being offered and reflect the company’s ability to serve government clients.

The Quality Control narrative outlines how the company ensures consistent delivery of high-quality services or products. This includes:

• Internal review processes
• Responsibility for quality control
• Subcontractor performance oversight (if applicable)
• Problem resolution
• Management of urgent requirements
• Ability to handle multiple projects simultaneously

These narratives demonstrate to GSA that the company is not only qualified to perform the proposed work but also has systems in place to ensure continued performance excellence throughout the life of the MAS contract.

Past Performance Requirements

Offerors must also prove they have a historyof delivering projects which meet customer standards for satisfaction and reliability. Three (3) customer references are required.

Contractors with federal experience may use Contractor Performance Assessment Reporting System (CPARS) reports from recent projects with similar scope to the offer. Companies without reports in CPARS must provide three (3) relevant customer references with completed Past Performance Questionnaires (PPQ). Contractors with fewer than three CPARS reports must submit enough PPQs to equal three total references. Strong past performance reports or references should align with the SINs being pursued.

Project Experience Narratives

GSA requires companies proposing services SINs to submit Project Experience Narratives to demonstrate experience and past success. Typically, companies must provide one detailed description of an ongoing project or project completed within the last two years per SIN. Two (2) project experience narratives are required for Information Technology SINs. If the company cannot provide an example of past experience, they may substitute the relevant projects of predecessor companies or key personnel that will be performing major aspects of the work.

The Bottom Line:

Acquiring a GSA MAS contract requires careful planning and attention to technical details. By fully understanding Large Categories and SINs, selecting the right SINs, preparing strong project narratives, meeting past performance requirements, and presenting well-written corporate and quality narratives, companies significantly increase their chances of successfully securing a GSA MAS contract.

For contractors looking to expand their footprint in the federal space, investing the time and resources into a GSA MAS offer is a wise, strategic move. Aprio’s Government Contracting practice has over 25 years of experience providing GSA MAS contract acquisition and maintenance services. Schedule a consultation today to expand your business to new markets. 

Related Resources:

• Essential Insights for Navigating GSA Schedule Offers
• Breaking Down the GSA Multiple Award Schedule (MAS)
• GSA’s Rightsizing Initiative – What Does it Mean for MAS Contractors?
• The Service Contract Labor Standards (SCLS) and the GSA Multiple Award Schedule (MAS)
• Unlocking Opportunities: Joint Ventures and the GSA Multiple Award Schedule