These frequently asked questions (FAQs) can help you leverage shareable contracts to generate more sales to public entity customers. Want more support? Pavilion can help - get started today.

How do I know if my business has won a shareable contract?

Once suppliers have a better understanding of how shareable contracts work and how they can benefit, the next step is to win a shareable contract. If you’ve already won government contracts, you may be surprised to discover that you’ve already been awarded a shareable contract!

  1. Review your current contracts for shareable language: Shareable language in the contract and/or solicitation allows other entities to utilize the contract. The legal clauses you’re looking for can come in different forms. Pavilion can also review contracts for shareable language - just send contract documentation to
  2. Search for your company on Pavilion: Pavilion has over 100,000 shareable contracts in its database. You might already have a contract that we’ve tagged as shareable.

How do I get onto a shareable contract?

You either need to be directly awarded a shareable contract or you may be able to sell off a shareable contract as a subcontractor, distributor, or other affiliate of the awarded vendor. Here are some suggested ways to sell through a shareable contract:

Win a shareable contract by responding to a solicitation with shareable language

Many suppliers will aim to be directly awarded a shareable contract by responding to a solicitation that has shareable language. The easiest way to win a shareable contract is to respond to solicitations that already have shareable language included. Consider responding to a solicitation from:

For more assistance and training on winning cooperative awards, locate your nearest Procurement Technical Assistance Center (PTAC). Also note that most agencies have “How to do business with…” resources on their websites.

Ask to have shareable language added during the solicitation process

You may also ask to have shareable language added to the contract during the solicitation process. Any time you compete to win a formally solicited contract is an opportunity to win a shareable contract, too. As you navigate the solicitation and award process, ask the government entities you’re working with to add shareable language into their solicitation and/or contract.

Ask if the lead agency on your current contract is able to amend or modify the contract to include shareable language

If you’ve won contracts that are still active but do not include shareable language, it’s worth contacting the lead agency to inquire about amending the agreement to include this language. This can be done, in some cases, as long as both parties agree to it.

Sell off a shareable contract as an approved reseller, distributor, or subcontractor

Many shareable contracts have language in the contract allowing for resellers, distributors, and/or subcontractors of the awarded vendor(s). If you are a reseller or distributor of goods or services, you can become an approved reseller for another supplier that is already on a shareable contract. This means you don’t have to go through the process of getting awarded the contract yourself, but you will have less control over the terms of the contract. Traditionally, it can be more difficult to be discovered by public procurement professionals as a reseller on a contract, but Pavilion brings these relationships to the forefront so public procurement professionals can consider all of their purchasing options for a particular contract, including via resellers.

What’s special about responding to a solicitation that includes shareable language?

Responding to solicitations that include shareable language is pretty similar to responding to normal government solicitations, except for a few considerations:


What public entities can I sell to using a shareable contract?

Shareable contracts oftentimes have wider distribution potential than you might imagine. For example, Pavilion helped Remy Corporation, a veteran-owned business headquartered in Colorado, generate a new sale over $100,000 to a new customer based in Kansas using a State of Massachusetts contract that the buyer discovered through Pavilion. 

Pavilion makes your contracts discoverable to public entities that are able to utilize your contract. Shareable contracts may be:

In order to use a shareable contract, a public entity may need to become a member of a purchasing cooperative, sign an intergovernmental agreement, or confirm that a participating addendum is in-place.

If I win a shareable contract, do I have to sell off of that contract?

When you respond to a solicitation from a purchasing cooperative or consortium, you should be prepared to sell off that contract to any and all of the cooperative’s members. For national purchasing cooperatives, membership can include tens of thousands of public entities. Remember to think carefully about how to price your goods or services in your solicitation response, as you will be obligated to sell under the same terms and conditions to all members. (Note: There may be exceptions in cases of territorial distributorship or logistics of the delivery or services; these are usually written into the contract.)

When local agencies include shareable language in their contracts, they allow you as the supplier the option to sell off the contract to other public entities that want to piggyback. In this instance, you may accept or decline the piggyback request at your discretion.

How do I provide a quote using a shareable contract?

Most government entities that want to purchase from your shareable contract will request a quote. This is an opportunity for you to confirm contract pricing (or even offer an additional discount to win the deal). Pavilion facilitates the quoting process by allowing government users to contact your business directly via email or phone.

When you’re responding to a request for a quote off your shareable contract, make sure you:

How do I sell off a shareable contract?

Public entities differ in their procedures for purchasing off of shareable contracts. Typically, public entities will want to confirm a quote and review all diligence documentation before moving forward. Then will either:

Work with the public entity you are selling to to identify the best way for them to purchase from you.

Do I need to be directly awarded a shareable contract to sell off a shareable contract?

You do not need to be directly awarded a shareable contract to sell through a shareable contract, but if you have not been directly awarded you must be listed as an authorized reseller, distributor, or subcontractor that can transact on behalf of the primary awarded supplier(s).

How can I use shareable contracts to grow my government sales?






This guide was edited and reviewed by procurement professionals Kelly Mickelson, Karri Burgess, and Rita Parker, and Sharon Reed.