The federal procurement landscape is undergoing a transformative shift, driven by the General Services Administration’s (GSA) innovative OneGov Strategy. This initiative aims to centralize the acquisition of common goods and services, streamline processes, reduce costs, and enhance efficiency for federal agencies and their partners in government contracting. For businesses engaged in government contracting, the OneGov Strategy represents a significant opportunity to secure lucrative contracts by aligning with GSA’s vision of treating the federal government as a unified, high-volume buyer. This newsletter delves into the core components of the OneGov Strategy, its implications for government contracting, and provides actionable steps for contractors to position themselves for success in this dynamic market.
Understanding the OneGov Strategy in Government Contracting
The OneGov Strategy seeks to restore the GSA as the central procurement authority for common goods and services, drawing inspiration from retail giants like Costco and Walmart. As articulated by GSA Acting Administrator Stephen Ehikian at GovExec’s Government Efficiency Summit, the strategy leverages the federal government’s scale to negotiate standardized pricing and terms, eliminating cost disparities across agencies. For instance, Ehikian highlighted a $200-per-seat price differential for Microsoft Office licenses between small and large agencies, a gap the OneGov Strategy aims to close through centralized agreements.
In government contracting, the OneGov Strategy emphasizes direct partnerships with Original Equipment Manufacturers (OEMs) such as Microsoft, Google, Oracle, Adobe, Salesforce, and Elastic. These agreements establish discounted pricing structures tailored to high-volume government needs, delivering significant cost savings. For example, GSA secured a 71% discount on Google Workspace and a 75% discount on Oracle’s license-based technology, demonstrating the strategy’s potential to reduce costs in government contracting. A recent rideshare blanket purchase agreement with Uber further showcases the strategy’s versatility, covering federal employees and contractors.
The OneGov Strategy aligns with President Trump’s April 2025 Executive Order, which mandates the use of commercial off-the-shelf (COTS) solutions to eliminate wasteful custom procurements. This shift creates substantial opportunities for contractors in government contracting to offer standardized, cost-effective products that meet federal requirements. As GSA plans to expand the OneGov Strategy to include hardware, platforms, infrastructure, and cybersecurity services, contractors must adapt their offerings to remain competitive in government contracting. The strategy’s focus on cost-efficiency and standardization positions the federal government as the world’s top customer, encouraging contractors to deliver high-value solutions.
The Role of FedRAMP 20x in Government Contracting
A critical component of the OneGov Strategy is the overhaul of the Federal Risk and Authorization Management Program (FedRAMP), rebranded as FedRAMP 20x. Launched in March 2025, FedRAMP 20x streamlines the authorization process for cloud service providers (CSPs) by introducing automation and reducing bureaucratic delays. In government contracting, FedRAMP certification is essential for CSPs to offer cloud-based solutions to federal agencies. However, the traditional FedRAMP process, with its manual checklists and extensive reviews, can take up to a year, creating significant barriers for contractors entering government contracting.
FedRAMP 20x addresses these challenges by automating security validations and reducing authorization timelines to weeks. The Phase One Pilot Program, launched in May 2025, tests automated validation for FedRAMP Low authorizations, enabling qualifying CSPs to secure a 12-month authorization and prioritize Moderate authorizations in the second phase. By fostering collaboration through Community Working Groups (CWGs), GSA ensures that contractors in government contracting can contribute to shaping FedRAMP’s standards and policies. This streamlined process lowers barriers for smaller CSPs, making government contracting more accessible and inclusive.
For contractors, FedRAMP 20x represents a game-changing opportunity to accelerate market entry and reduce compliance costs in government contracting. By investing in automated validation tools and aligning with FedRAMP’s high cybersecurity standards, contractors can position themselves as trusted partners in the federal cloud ecosystem.
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. 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
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
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
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 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.
Additionally, smaller contractors may face challenges competing with established OEMs in government contracting. To overcome this, they should focus on niche expertise, such as cybersecurity or specialized integration services, to differentiate themselves and secure subcontracting roles.
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
The GSA’s OneGov Strategy and FedRAMP 20x are reshaping the government contracting landscape, offering contractors unprecedented opportunities to deliver cost-effective, secure solutions to federal agencies. By aligning with OEMs, investing in cybersecurity expertise, preparing thorough proposals, embracing automation, and staying agile, contractors can position themselves for success in government contracting. As the OneGov Strategy expands to encompass new categories and opportunities, businesses that adapt strategically will secure a competitive advantage, driving growth and contributing to a more efficient, innovative federal procurement ecosystem.
