A health IT firm competing in federal health data and analytics needed a GSA Schedule to access the full range of agency procurement. Blackfyre built the offer, secured the contract, and positioned Cognosante MVH to compete against larger incumbents.
Cognosante MVH operated in federal health IT — health data management, analytics, and related consulting services for federal health agencies. The federal health IT market is substantial, but a large portion of it flows through GSA Schedule task orders. Without a GSA MAS contract, Cognosante MVH was limited in its ability to compete for the full range of agency health data and analytics procurement.
The challenge was more specific than simply applying for a GSA Schedule. Health IT is a technically complex space with multiple applicable SINs, and choosing the wrong SIN — or writing labor categories that don't match how health agencies actually scope their procurements — results in an offer that never generates task order wins even after award.
Additionally, the federal health IT market is dominated by large incumbents: major health IT firms with established relationships, extensive past performance, and pricing that benefits from scale. Positioning Cognosante MVH's GSA offer to compete against these incumbents required a deliberate approach to both labor category structure and pricing strategy.
The engagement required building a GSA offer that accurately represented Cognosante MVH's health IT capabilities, positioned their labor categories to compete against larger incumbents, and priced their services to be defensible and competitive simultaneously.
GSA contract 47QTCA19D00AJ was awarded. What followed was $2.9M in task orders across federal health agencies — a direct result of the positioning decisions made during the application process. The labor categories matched how agencies scoped their procurements. The pricing was competitive without being unsupportable. The past performance citations established credibility in health data work.
Cognosante MVH established a formalized federal market presence: a schedule contract with the right SINs, pricing that competed effectively against larger incumbents, and a track record of federal task order performance that positioned the company for continued growth in the federal health IT market.
Federal health IT procurement spans a wide range of SINs — IT professional services, health IT consulting, data management, software development. Choosing the wrong SIN doesn't just limit your eligibility for task orders; it means your labor categories and pricing are evaluated against the wrong comparison set. Getting this right at the application stage is the difference between a schedule that generates revenue and one that doesn't.
Cognosante MVH had the technical capability. The missing piece was a GSA Schedule positioned to compete. If your health IT firm is in the same position, let's talk.