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Overview
One of the easiest entries into federal contracting (especially for small businesses) is through the use of the Multiple Award Schedules programs (MAS).  GSA runs many of them but so does NASA (called SEWP) and DOD, among other agencies. Think of these in terms of being “Amazon” for consumers, but it is not just products as there are a lot of services offered on a schedule program. Services such as: Building Maintenance, Painting, Facility security, help desk, networking, training, etc.  

Getting on a MAS (for federal supply schedule -FSS) is only part of the deal. Once you become an approved vendor, you will be able to bid on task awards.  For instance, Agency XYZ has a building that needs a new coat of paint. The GSA (or other agency that runs the MAS) has vetted 30 different painting organizations.  Agency XYZ access the schedule and puts out a solicitation to the 30 pre-vetted painters and can select one who they choose through a competitive bid process from those 30 who decided to put in a bid. 

This course talks through this process and it’s challenges and rewards.  

Who should attend?  Small businesses. Commercial Entities seeking to enter the federal marketplace. Current contractors expanding their opportunities. 

Where does this fit into the lifecycle? This is a pre-award course. If customers already on schedule it would be a great refresher for them.  

What this course is NOT:  It is not a course where we will fill out an offer over two days. The Instructors want companies to have a positive Schedule experience and understand the risks and benefits of having a Schedule contract. There is more to having a Schedule than filling out the paperwork.  

What this course IS:  This course will provide attendees with the foundational information on how to obtain a Schedule, analyze some of the major risks, provide tips on how to mitigate those risks, new developments in the program, how to sell through a Schedule contract, and other information that contractors need to know to make a qualified business decision on the Schedule contract approach that’s right for them.
Dates/Locations
July 28-29, 2025
The Westin Hilton Head Island
Hilton Head Island, SC, United States
Travel Info
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Agenda
8:00 AM - 3:00 PM
Hilton Head, SC
Day 1:
  1. Statutory and Regulatory Underpinnings
    1. Federal Property & Admin. Services Act
    2. FAR sites
    3. CICA
  2. What’s New Since Last Time – Will Vary
    1. GSA’s 4P Pricing Tool
    2. Verified Vendor Portal
    3. Regulatory Updates – CMMC, Section 889, etc.
    4. 8(a) Schedules Effort
  3. What To Know Before You Fill Out a Contract
    1. Registering on SAM.gov
    2. A MAS Contract Looks Commercial, But Isn’t
    3. Finding the GSA Schedule Solicitation
    4. Establishing Internal Policies, Procedures, and Practices
    5. The differences between what the MAS PMO says and what happens in the trenches
  4. The process of getting a Schedule contract
    1. GSA’s Pathways to Success class
    2. Filling out the offer
    3. What happens when you submit the offer
    4. Negotiations
    5. Clarifications
    6. Final Proposal Revision
      1. Why “Final” Isn’t Always
      2. The Need to review the Final Offer BEFORE you sign it
  5. The Two Highways For Getting A Schedule Contract
    1. The Traditional Route
      1. CSP’s
      2. MFC Clause
      3. Defective Data
      4. Etc.
    2. The Transactional Data Reporting “Pilot”
      1. Market Research
      2. Absence of MFC
      3. Risk of Defective Data
  6. Tips For Dealing With Tough CO’s
    1. What Works
    2. What Doesn’t
    3. The Schedules PMO & other helpful sources
      1. PIN’s & PIB’s
    4. Why contractors should never assume that GSA CO’s know the answers to all questions
DAY 2
  1. How To Play Nicely With Others – The Differences & Similarities Between Holding Your Own Schedule and Selling Through Someone Else’s Contract
    1. Holding Your Own – This Class So Far
    2. The Roles of OEM’s, VAR’s, Re-sellers, etc.
    3. How Selling Through Someone Else’s Contract Works
      1. Your Solutions On A Schedule
      2. Being a Participating Dealer on Someone’s Schedule
    4. How Selling Through Someone Else’s Schedule Does and Does NOT Change Your Risk
  2. Differences Between Product and Service Contracts
  3. Schedule Compliance Beyond the Price Reductions Clause
    1. The Trade Agreements Act & Why the BAA does not apply
    2. Economic Price Adjustments
    3. FAPIIS
    4. Major Regulatory Requirements
    5. Mandatory Disclosure
    6. Small Business Sub-K Plans
  5. How To Sell & Market Through Your Schedule Contract
    1. Why You Need to Sell & Market
    2. Tips from Successful Schedule Contractors
  6. Who’s That Knocking On Your Door – A Review Of Who Can Review Your Schedule Contract
    1. Contractor Assessment Visits
    2. Pre and Post-Award Audits
    3. Investigations??
    4. SBA Sub-K Reviews
    5. DOL
      1. Affirmative Action Plan
      2. Services Contract Act
    6. DCAA/DCMA
    7. Others
  7. Tying It All Together
Experts
  • Larry Allen
    President, Allen Federal Business Partners
    Larry Allen has over 20 years' experience in government acquisition. Larry has written or contributed to three books on government contracting, including Multiple Award Schedule Contracting (contributing author), The Secret of Schedules Sales Success> (primary author), and Business to Governm...
    See Full Bio
  • Alexander Major
    Partner, McCarter & English, LLP
    Mr. Major is a partner and co-leader of the firm’s Government Contracts & Export Controls Practice Group. Mr. Major focuses his practice on federal procurement, cybersecurity liability and risk management, and litigation. A prolific author and thought leader in the area of cybersecurity, h...
    See Full Bio
Accreditation
See Individual Courses For Available Credits
Certificates of Completion are provided to all seminar participants who attend Federal Publications Seminars courses following the event, upon request.
CPE: Continuing Professional Education
Field of Study: Specialized Knowledge
Delivery Method: Group-Live Classroom
Federal Publications Seminars is affiliated with West Professional Development and is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org.
For more information regarding administrative policies such as refunds, cancellations and complaints, please contact Federal Publications Seminars at 888.494.3696.
CPE Hours
This program is eligible for: 11.0 (CPE) hours of credit
Program Level: n/a
Program Prerequisite: n/a
Advance Preparation: n/a
Method: n/a
CLP: Continuous Learning Points
Approved for CLP by Defense Acquisition University
Defense Acquisition Workforce members must acquire 80 Continuous Learning Points (CLP) every two years from the date of entry into the acquisition workforce for as long as the member remains in an acquisition position per DoD Instruction 5000.66. We will provide you with documentation of points awarded for completing the event.
CLP Hours
This program is eligible for: 11.0 (CLP) hours of credit
CLE: Continuing Legal Education
States have widely varying regulations regarding MCLE credit. LegalEdcenter is an approved provider in AL, AK, AR, CA, GA, IL, ME, MO, MS, NC, ND, NE, NH, NJ, NM, NV, NY, OH, OK, PA, RI, SC, TN, TX, UT, VA, VI, VT, WA, WI, and WV. Credit may be applied for in other jurisdictions on request and in accordance with state MCLE rules.
Please note that because some states are changing their policy on CLE reporting, you will need to fill out the request for credit from Federal Publications Seminars within 10 business days, or we may not be able to issue credits for the program.
CLE Hours
This program is eligible for: 13.0 (60 minutes), (50 minutes)
Travel
The Westin Hilton Head Island
2 Grasslawn Avenue
Hilton Head Island, SC, 29928
8886278551
Hotel & Room Block Info
There is a room block for this location. The rate is $398/night plus taxes and resort fees. To reserve your room, click here - Federal Publications Government Contract Training 2025 Attendee Room Block. Reservations must be made by June 27, 2025.
Government Per Diem
There is a limited amount of per diem rate rooms for this location. The rate is $215/night plus taxes and resort fees. To reserve your room, click here - Federal Publications Government Contract Training 2025 Per Diem Room Block. Reservations must be made by June 27, 2025.
General Information
Food & Beverage
Continental breakfast and lunch will be served.
In-House
Bring Federal Publications Seminars to your location! If you would like to offer this course in-house, please contact us.
Schedule Training
Schedule Training
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CMBOK Alignments
Leadership
Character
Collaboration
Competence
Emotional Intelligence
Vision
Management
Business Management
Change Management
Financial Management
Project Management
Risk Management
Supply Chain Management
Guiding Principles
Communication and Documentation
Contract Principles
Regulatory Compliance
Situational Assessment
Skills and Roles
Standards of Conduct
Team Dynamics
Pre-Award
Plan Sales
Plan Solicitation
Prepare Offer
Request Offers
Award
Manage Disagreements
Plan Negotiations
Price or Cost Analysis
Select Source
Post-Award
Administer Contract
Close Out Contract
Ensure Quality
Manage Changes
Manage Subcontracts
Learn
Continuous Learning
Individual Competence
Organizational Capability