The federal procurement market is entering a new phase with the launch of the General Services Administration’s (GSA) OneGov Strategy. This initiative aims to centralize purchasing for common goods and services, cut costs, and make acquisition more efficient across agencies. For contractors, it represents both a challenge and a significant opportunity — particularly for those ready to align with GSA’s vision of the federal government as a unified, high-volume buyer.
Alongside OneGov, FedRAMP 20x is streamlining the path for cloud service providers to get authorized faster, opening the door to quicker market entry for technology-focused contractors.
Here’s a breakdown of what these changes mean, the opportunities they present, and how you can position your business to succeed.
Understanding the OneGov Strategy in Government Contracting
The core idea of OneGov is simple: treat the federal government like a large retail customer. Inspired by the purchasing power of companies like Costco or Walmart, GSA aims to standardize pricing and terms across agencies so smaller offices no longer pay more for the same products.
Key elements include:
- Centralized procurement authority – GSA becomes the main buyer for common goods and services.
- OEM partnerships – Direct agreements with Microsoft, Google, Oracle, Adobe, Salesforce, Elastic, and others.
- Significant discounts – For example, 71% off Google Workspace and 75% off Oracle license-based technology.
- Expansion into more categories – Future plans include hardware, platforms, infrastructure, and cybersecurity services.
- COTS-first approach – Following the April 2025 Executive Order requiring commercial off-the-shelf solutions over custom builds.
The result is a buying process that favors standardized, high-volume contracts — and contractors who can deliver them efficiently.
The Role of FedRAMP 20x in Government Contracting
For cloud service providers, FedRAMP authorization is essential. Historically, the process has been slow and expensive, often taking up to a year.
FedRAMP 20x changes that:
- Automation – Security validations are automated, reducing human bottlenecks.
- Faster timelines – Authorization can now be completed in weeks rather than months.
- Pilot program – The first phase (launched May 2025) covers FedRAMP Low authorizations, with Moderate next.
- Community input – Contractors can participate in Community Working Groups to help shape standards.
By lowering the entry barriers, FedRAMP 20x opens the federal cloud market to more small and mid-sized providers.
Key Lessons for Contractors in Government Contracting
The OneGov Strategy and FedRAMP 20x offer critical lessons for contractors seeking to succeed in government contracting. Below are five actionable steps to help businesses capitalize on these opportunities:
1. Align with OEM Partnerships
The OneGov Strategy prioritizes direct relationships with OEMs, reducing the role of resellers in government contracting. Contractors must align with industry leaders like Microsoft, Google, Oracle, and Salesforce to secure subcontracting opportunities.
GSA’s direct deals with OEMs create subcontracting opportunities for integration, customization, and support services.
For example, GSA’s agreements with Oracle provide migration support, creating openings for contractors specializing in cloud integration or cybersecurity customization. Forming strategic alliances with OEMs enables contractors to leverage standardized pricing and enhance their offerings in government contracting.
Actionable Step: Research OEM requirements and build partnerships that align with GSA’s focus on commercial solutions. Demonstrate your ability to enhance OEM offerings, such as by providing tailored cybersecurity solutions or system integration services, to meet federal needs in government contracting.
2. Invest in Cybersecurity Expertise
Both OneGov and FedRAMP 20x prioritize secure solutions.
Cybersecurity is a cornerstone of both the OneGov Strategy and FedRAMP 20x, as GSA prioritizes secure, cost-effective solutions in government contracting. Contractors must invest in expertise to meet stringent federal cybersecurity standards, particularly for cloud-based services.
FedRAMP 20x emphasizes continuous monitoring and automated validation, requiring contractors to adopt modern security practices such as zero-trust architecture and homomorphic encryption.
Actionable Step: Develop capabilities in continuous monitoring and advanced encryption technologies to align with federal requirements. Participate in GSA’s Community Working Groups to stay informed about evolving cybersecurity standards and best practices in government contracting.
3. Prepare Thorough Proposals
Automation isn’t just for FedRAMP — it improves efficiency across compliance and project delivery.
Ehikian emphasized that contractors entering government contracting must present a clear perspective, identify problems their solutions address, and provide demonstrations. Well-crafted proposals that highlight value, compliance, and innovation are critical to winning task orders under the OneGov Strategy.
Contractors should tailor their bids to align with GSA’s focus on cost-efficiency and standardized solutions, ensuring they stand out in a competitive government contracting landscape.
Actionable Step: Build a dedicated proposal development team with expertise in government contracting. Use data-driven market research to craft competitive pricing models and include case studies or live demonstrations to showcase proven performance in government contracting.
4. Embrace Automation and Scalability
The strategy will evolve, adding new product categories and requirements.
FedRAMP 20x underscores the importance of automation in government contracting, particularly for CSPs. Automated validation tools reduce compliance costs and timelines, enabling smaller businesses to compete effectively.
Scalable solutions are also critical to meet the high-volume demands of government contracting under the OneGov Strategy, ensuring contractors can support large-scale federal deployments.
Actionable Step: Invest in automation tools like Open Security Controls Assessment Language (OSCAL) to streamline FedRAMP compliance. Develop scalable solutions that can adapt to the evolving needs of federal agencies in government contracting.
5. Stay Agile and Informed
The strategy will evolve, adding new product categories and requirements.
The OneGov Strategy is a dynamic framework, with plans to expand into hardware, infrastructure, and cybersecurity services. Contractors in government contracting must remain agile, adapting to new requirements and opportunities as they arise.
Engaging with GSA through events like the Government Efficiency Summit or industry working groups provides valuable insights and networking opportunities to stay ahead in government contracting.
Actionable Step: Monitor GSA announcements on platforms like the FedRAMP Marketplace and GSA eLibrary. Stay updated on policy changes, such as executive orders, to maintain a competitive edge in government contracting. Attend industry events to build relationships with GSA officials and OEMs.
Overcoming Challenges in Government Contracting
While the OneGov Strategy offers significant opportunities, contractors in government contracting must navigate several challenges. The shift toward OEM partnerships may limit opportunities for resellers, requiring them to pivot to value-added services like cybersecurity, system integration, or managed services. The lack of a formal strategy document, as noted by Federal News Network, creates uncertainty about implementation, necessitating proactive engagement with GSA for clarity.
Compliance remains a critical hurdle in government contracting. Contractors must adhere to Federal Acquisition Regulation (FAR) standards, maintain detailed records, and ensure FedRAMP compliance for cloud services. Noncompliance can result in penalties or exclusion from government contracting opportunities. Implementing automated tracking systems can streamline compliance, reduce administrative burdens, and ensure contractors meet federal requirements.
While the opportunities are clear, there are hurdles:
- Reduced reseller roles – Contractors relying on product resale may need to pivot to services.
- Compliance demands – FAR standards, FedRAMP rules, and meticulous recordkeeping remain essential.
- Competition with OEMs – Smaller firms must differentiate with niche expertise.
Overcoming these challenges means focusing on specialized skills — such as integration, managed services, or cybersecurity — that complement the OEM-driven buying model.
Building Long-Term Success in Government Contracting
To thrive in government contracting, contractors must adopt a proactive, long-term approach:
- Foster Strategic Relationships: Build connections with GSA officials, OEMs, and industry peers through events and working groups to stay ahead of opportunities in government contracting.
- Update Offerings Regularly: Refresh your GSA eLibrary listings with new products, services, or pricing to align with the OneGov Strategy’s evolving scope, ensuring visibility to federal buyers.
- Invest in Emerging Technologies: Adopt AI-driven cybersecurity, cloud-native solutions, or automation tools to meet federal needs and differentiate your firm in government contracting.
- Prioritize Continuous Learning: Stay informed about federal procurement trends, regulatory changes, and technological advancements to maintain a competitive edge in government contracting.
Conclusion
OneGov and FedRAMP 20x mark a clear shift in how the federal government buys and how contractors must compete. By aligning with OEM partnerships, meeting higher cybersecurity standards, streamlining proposals, embracing automation, and staying informed, contractors can position themselves to win bigger contracts and grow in the federal market.
