From the GSA Trenches: GSA Digest: Turning Obstacles into Awards

April 22, 2020

Aronson’s seasoned team of GSA experts works with contractors to navigate the complexities of GSA Schedule contracting. We’re here to help contractors make better strategic decisions to maximize government sales in alignment with their short- and long-term goals. Our GSA digest is filled with helpful tips based upon our GSA interactions, negotiations, and successes. Our goal for sharing these updates is to assist contractors in better understanding how to profitably utilize the GSA Schedule and avoid compliance pitfalls. If you are experiencing these or other GSA Schedule contract management challenges, contact Aronson to see how we can help you overcome them!

Averting Disaster

One GSA Schedule holder was deemed ineligible to bid on a five-year blanket purchase agreement (BPA) because their GSA Schedule had less than five years remaining. Our team expedited preparation of a new GSA continuous contract for a streamlined award so the client was eligible to pursue the BPA under the newly awarded Schedule. If your Schedule expires in the next five years, you need a new continuous contract NOW. Don’t wait until you’re in a panic—visit our GSA Continuous Contract Hub for more information and contact Hope Lane to pursue your continuous contract today.

Extraordinary Price Increase

A Schedule holder failed to request price increases for over five (5) years. Our GSA consulting team negotiated a modification to achieve substantial price increases exceeding the standard awarded by GSA. These price increases may increase sales by more than $1.8M in FY2020.

GSA Contractor Assessment Success

Our experts guide Schedule holders through a thorough pre-review of requested records in order to identify and respond to any issues ahead of the scheduled Contractor Assessment. As a result, Schedule holder time attending virtual assessments is regularly reduced by 300%.

Recurring issues identified in GSA’s Office of Inspector General (OIG) audits continue to “trickle down” and affect all GSA Schedule contractors, not just those selected for audit. For example, GSA Industrial Operations Analysts (IOAs) routinely review résumés during contractor assessments because of the number of companies that are billing unqualified employees, which is noted in an audit. Additionally, IOAs are now adopting a statistical sampling methodology and data-based logic to select contractors for assessments and identify a minimum sample of contracts for review. This underscores our focus on good GSA compliance for all contractors.

Our Aronson team assists clients with upwards of 100 Contract Assessments each year. Contact Hope Lane to schedule a GSA Compliance Assessment Review to identify key risk areas and understand how to limit potential liability under the contract.