Navigating the post-negotiation phase of a GSA contract can be overwhelming, but it’s critical for ensuring compliance, avoiding delays, and setting your business up for success. Here’s a quick breakdown of what you need to do:

• Document Everything: Record all agreements, price determinations, and supporting documents like SF 1449, price lists, and SAM certifications.
• Finalize Contract Terms: Verify pricing, ensure Trade Agreements Act (TAA) compliance, and confirm technical and system requirements.
• Submit Final Proposal: Update your pricing, complete required forms, and submit electronically via GSA systems.
• Check Compliance: Review certifications, pricing, and registrations to avoid delays.
• Prepare for Award: Set up contract management systems, register on GSA platforms, and maintain active compliance.

Quick Checklist

By following these steps, you can confidently manage your GSA contract and unlock opportunities in the federal marketplace.

GSA Schedule – Best Practices For Post Award

Step 1: Record and Review Negotiations

Keeping thorough records is the first step in transitioning smoothly from negotiations to contract management. Accurate documentation of GSA negotiations is crucial for compliance and ensures all key elements are captured to support the execution of the contract.

List All Agreements

Make sure to document the following key components of the negotiation:

For cost analysis, address each major cost element individually. For price analysis, clearly outline the data sources and methods used to justify final pricing decisions.

Once all agreements are documented, gather the necessary supporting materials.

Gather Required Documents

Ensure you have the following:

• Standard Form (SF) 1449 with any additional pages from the Contracting Officer
• Final Proposal Revision or Offer Clarification letter
• Completed Solicitation document
• Price lists and related pricing documentation
• SAM certifications
• Modification requests submitted through eMod
• Mass modifications to the Schedule contract

For contracts, also include:

• Commercial price lists
• Product warranty details
• Product return policies
• Letters of Supply from manufacturers
• Statements of work for services
• Labor category descriptions for services
• Professional compensation plans for services
• SCA matrices (if applicable)

Best Practices

To streamline the process:

• Use standard templates for documentation
• Define clear access permissions for involved parties
• Conduct regular audits to ensure accuracy
• Set up notifications for important deadlines

Step 2: Complete Contract Terms

Finalize all contract details to ensure full GSA compliance. Use your recorded negotiations as a foundation to confirm your contract is ready to go.

Review Pricing and Offerings

Build a pricing matrix that includes the following:

Back up your pricing with historical data, cost estimates, market research, and technical documents.

Ensure GSA Compliance

Beyond pricing, double-check that every term aligns with GSA requirements:

1. Trade Agreements Act (TAA) Compliance
   Verify that all products meet TAA standards. Ensure accurate country-of-origin labeling and keep documentation on manufacturing origins and supply chains.
2. Technical Requirements
   Confirm that your offering meets all specifications outlined in the Statement of Work (SOW), Statement of Objectives (SOO), or Performance Work Statement (PWS).
3. System Requirements
   Keep your registrations up-to-date on platforms like SAM.gov, Vendor Support Center (VSC), purchase order portals, and the Vendor Partnership Portal (VPP).
4. Compliance Processes
   Set up systems to handle:
   • Monthly Transactional Data Reporting (TDR)
   • On-time Industrial Funding Fee (IFF) payments
   • Mass modification reviews within 90 days
   • Minimum performance standards for orders

Step 3: Submit Final Proposal

Once you’ve wrapped up contract terms and compliance checks, it’s time to prepare and submit your Final Proposal Revision (FPR).

Create Your Final Proposal

Make sure to include all negotiated changes in your final proposal package. Key elements to prepare:

• An updated Price Proposal Template reflecting negotiated pricing and terms
• A completed Small Business Subcontracting Plan (if required)
• Any category-specific attachments outlined in the MAS solicitation guidelines
• Supporting market research data to back up your competitive pricing analysis

Double-check that your proposal includes the latest pricing and contract terms. Stick to the most recent GSA templates, such as the Price Proposal Template, Small Business Subcontracting Plan, and category-specific attachments listed in the MAS roadmap.

When everything is ready, move on to submitting your proposal electronically.

Submit Through GSA Systems

Use the designated GSA system to submit your final proposal. Before you hit submit, make sure to:

1. Complete the Vendor Support Center’s "Pathways to Success" training and confirm your active registrations on SAM.gov, the Digital Certificate system, and the Vendor Support Center.
2. Carefully review your package to ensure it meets all MAS solicitation requirements. Use the latest templates and market research tools for accuracy.

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Step 4: Check Compliance

After submitting your documents, it’s crucial to confirm compliance to avoid any delays in the award process.

Review Required Certifications

Make sure all necessary certifications and regulatory documents align with GSA standards:

• Section 508 Compliance: Use the Accessibility Requirements Tool (ART) to confirm that your Information and Communication Technology (ICT) meets accessibility rules under the Rehabilitation Act.
• Technical Certifications: Verify that all technical certifications are current for your specific Schedule categories.
• System Registrations: Double-check that your SAM.gov, Digital Certificate, and Vendor Support Center registrations are active.

Once these are confirmed, move on to reviewing your pricing details.

Check Price Requirements

Ensure your pricing structure adheres to GSA’s guidelines by using their tools and resources.

Pricing Intelligence Tools

• Use the FAS Schedule Sales Query Plus (SSQ+) for data visualization and price analysis.
• Access the Pricing Intelligence Suite to compare your rates with current market trends.
• Refer to Department of Labor statistics for the latest unburdened hourly wage rates.

GSA sets hourly price caps for specific labor categories . Here’s how to confirm your pricing compliance:

1. Compare your proposed rates with market data using the Pricing Intelligence Suite.
2. Make sure your prices stay within the established ceilings and document any approved exceptions.
3. Provide evidence of how your pricing aligns with GSA’s fair and reasonable standards, backed by market research.

Take advantage of GSA’s official pricing tools to ensure thorough verification:

Step 5: Prepare for Award

Set Up Contract Management

Establish a solid system to manage your GSA Schedule and ensure compliance. Keep an eye on these critical metrics:

• Sales and Basis of Award (BOA) customer data
• Updates to your GSA Advantage! price list
• SAM.gov registration status
• 72A reports and Industrial Funding Fee (IFF) payments
• Contract modifications

Regularly review sales, conduct compliance audits, and provide staff training to ensure your tracking system operates smoothly.

Create GSA Sales Accounts

After setting up your contract management system, focus on increasing your federal presence by creating essential GSA sales accounts:

FAS Sales Reporting Portal (SRP):

• Register for Multi-Factor Authentication
• Configure your vendor profile
• Set up CAF payment methods
• Establish a reporting schedule

GSA Advantage!:

• Upload your approved price list after the award
• Keep pricing and product offerings up to date

eBuy:

• Complete your registration
• Monitor opportunities regularly
• Develop bid response protocols

With GSA Advantage! connecting you to a vast federal marketplace , maintaining an active presence across these platforms is crucial for success.

Professional Support Options

GSA Focus: Contract Support Services

Navigating the requirements of a GSA contract after negotiations can be a daunting task. That’s where GSA Focus steps in, handling around 95% of the necessary documentation and compliance work. This allows businesses to stay focused on their main operations while meeting federal requirements efficiently.

Here’s what GSA Focus takes care of:

• Document verification
• Compliance implementation
• GSA Advantage! catalog setup
• Contract modifications
• Staff training
• Internal control systems

This service is especially helpful for small businesses that may not have the internal resources to handle these tasks. Their process has been shown to be 4–6 times faster than managing these requirements independently .

Why Choose GSA Focus?

GSA Focus offers clear, measurable benefits for businesses involved in federal contracting. By taking charge of compliance and documentation, they free up time and resources, helping businesses focus on securing more contracts.

"We’re your dedicated negotiators for GSA. We’ll make sure you get fair, lucrative and reasonable prices." – GSA Focus

Their results speak for themselves:

One standout feature of their service is their guarantee:

"We guarantee your success with the GSA Program, or you don’t pay a cent." – GSA Focus

For businesses aiming to stay compliant over the long term, GSA Focus offers additional services such as:

• Regular compliance audits
• Contract modifications
• Price list updates
• Sales tracking systems
• Staff training

These ongoing services ensure businesses not only meet their GSA requirements but also make the most of opportunities in the federal marketplace. This approach is especially useful for small businesses competing with larger companies in government contracting .

Conclusion

Post-Negotiation Checklist

After completing GSA contract negotiations, here’s what you need to tackle next:

Keep in mind, you must achieve at least $100,000 in sales during your first five years and $125,000 in each following five-year period . Falling short of these sales targets could put your contract at risk. These steps are key to staying on track with your GSA contract.

Getting Help

If handling these tasks feels overwhelming, you’re not alone. For small businesses, post-negotiation responsibilities can be daunting – only 4% of small businesses are on GSA Schedules , which says a lot about how complex the process can be.

A solid compliance program can make all the difference. It should include tracking essential tasks, training your team on GSA requirements, and ensuring your pricing and offerings stay accurate. Partnering with professional support services can simplify the process, letting you focus on your business while staying compliant.

Paying close attention to these details and meeting GSA requirements consistently is the foundation for long-term success.

Related Blog Posts

• How to Track GSA Contract Compliance
• How to Manage GSA Contract Performance
• GSA Negotiation Objectives Explained
• Ultimate Guide to GSA Counteroffer Negotiations