Connecting the Dots: Andy Kirkpatrick on GSA, Small Business, and Government Contracting

Welcome back to GovCon Unscripted! I’m your host, Chelsea Meggitt, and in this episode, I sit down with Andy Kirkpatrick, GSA’s “professional dot connector” and program analyst for the Multiple Award Schedule (MAS) in Professional Services and Human Capital (PSHC). Andy shares his mission to bridge the gap between government agencies and small businesses, making it easier for companies to navigate the complexities of government contracting.We delve into how Andy’s listening events, one-on-one consultations, and proactive approach to engagement are helping businesses get found, compete effectively, and make the most of their GSA schedules. He sheds light on common challenges, including low/no sales among MAS vendors, and provides practical advice for small businesses to stay competitive. Andy also discusses the importance of market research, persistence, and positioning yourself as a solution provider to succeed in this fast-paced, highly competitive environment.If you’re a business looking to grow through GSA schedules or better understand the federal marketplace, this episode is packed with actionable insights and resources to help you connect the dots and thrive.In This Episode:[00:00] - Chelsea introduces Andy Kirkpatrick and the unique role GSA plays in supporting businesses through the MAS program.[02:10] - Andy shares how listening events help businesses voice concerns and connect with GSA.[05:45] - Exploring the challenges of low/no sales among GSA schedule holders and how businesses can overcome them.[09:30] - The importance of understanding market dynamics and conducting thorough research before pursuing a GSA schedule.[12:00] - Why persistence and daily monitoring of opportunities on platforms like eBuy are essential for success.[15:20] - How GSA collaborates with agencies to refine RFIs and RFQs and make them more accessible for businesses.[18:45] - Andy’s advice on positioning your company as a solution provider rather than just marketing your product.[22:30] - Success stories of businesses leveraging their GSA schedules effectively through proactive engagement.[26:00] - How to connect with Andy and the GSA team for personalized support and guidance.Links and Resources:Chelsea’s LinkedIn ProfileAndrew Kirkpatrick's LinkedIn ProfileGSA WebsiteGSA LinkedIn Profile