You have a GSA Schedule, but sales aren't materializing. You're not alone—many contractors struggle to turn their contract into revenue. Here's how to fix it.
Diagnose the Problem
Before implementing solutions, understand why sales are low:
Visibility Issues
- Are you appearing in GSA Advantage searches?
- Is your catalog complete and optimized?
- Are you using the right keywords?
Competitive Issues
- How does your pricing compare?
- What differentiates you from competitors?
- Are you pursuing the right opportunities?
Marketing Issues
- Are you actively marketing to government buyers?
- Do buyers know you exist?
- Are you responding to opportunities?
Quick Wins to Increase Sales
1. Optimize GSA Advantage
Your GSA Advantage presence is your storefront. Improve it:
- Add detailed product/service descriptions
- Use relevant keywords buyers search for
- Include professional images
- Ensure pricing is competitive and clear
2. Register for GSA eBuy
GSA eBuy delivers RFQs directly to you. Make sure you're registered and monitoring opportunities in your SIN categories.
3. Check Your Pricing
Research competitor pricing on GSA Advantage. If you're significantly higher without clear differentiation, adjust your pricing strategy.
4. Update Your Catalog
Ensure everything you offer is listed and current. Outdated or incomplete catalogs cost sales.
Longer-Term Strategies
Develop Government Marketing
GSA Advantage alone won't drive sales. Build a proactive marketing program:
- Identify target agencies and contacts
- Reach out directly to contracting officers
- Attend industry days and networking events
- Create government-focused marketing materials
Build Agency Relationships
Federal buying is relationship-driven. Invest time in:
- Meeting agency small business specialists
- Attending agency-specific events
- Following up after initial contacts
- Providing value before asking for orders
Pursue Active Opportunities
Don't wait for business to come to you:
- Monitor SAM.gov for relevant opportunities. You can also explore opportunities on our site.
- Respond to RFQs through GSA eBuy
- Follow procurement forecasts
- Track incumbent contracts approaching recompete
Consider Teaming
Partner with established contractors who need your capabilities. Subcontracting builds experience and relationships.
Common Mistakes That Kill Sales
Set-and-Forget Mentality
A GSA Schedule isn't a magic sales machine. It requires ongoing marketing and sales effort.
Waiting for Phone to Ring
Buyers don't know you exist unless you tell them. Proactive outreach is essential.
Wrong Target Audience
Are you pursuing agencies that actually buy what you sell? Focus on qualified prospects.
Poor Response Time
When opportunities do come, respond quickly. Slow responses lose to faster competitors.
Underinvesting in Sales
Government sales require investment—in marketing, business development, and proposal response.
Measuring Progress
Track key metrics:
- GSA Advantage views (if available)
- RFQs received and responded to
- Proposals submitted
- Win/loss ratio
- Pipeline value
When to Seek Help
If you've tried these strategies without success, consider getting expert help to diagnose issues and develop an effective government sales strategy.
Turn Your GSA Schedule Into a Sales Engine
Contact us for a free sales strategy consultation. We help contractors turn struggling GSA contracts into sales engines. Learn more about our GSA consulting services.