GSA Schedule 70 (MAS IT): Complete Guide for IT Contractors
Learn how to get on GSA Schedule 70 (now MAS IT Schedule), including application requirements, pricing strategies, SINs, compliance, and maximizing federal IT contract opportunities.
Quick Answer
GSA Schedule 70, now consolidated under the Multiple Award Schedule (MAS) IT Category, is a long-term government contract vehicle allowing IT companies to sell products and services to federal agencies. The application takes 6-12 months to process, requires demonstrated past performance, and involves negotiated pricing. Once awarded, the contract provides pre-competed access to $50+ billion in annual federal IT spending.
What is GSA Schedule 70 (MAS IT)?
GSA Schedule 70 was historically the federal government's primary IT contract vehicle. In 2020, GSA consolidated all schedules into the Multiple Award Schedule (MAS), with Schedule 70 becoming the IT Large Category. Despite the consolidation, "Schedule 70" remains commonly used terminology in the industry.
The MAS IT Schedule allows qualified IT companies to sell hardware, software, IT services, and cybersecurity solutions directly to federal agencies without additional full-and-open competition. Agencies use GSA Advantage, eBuy, and direct ordering to purchase from schedule holders.
What You Can Sell Through MAS IT
- IT Hardware - Computers, servers, networking equipment, peripherals, storage systems
- Software - COTS software, SaaS subscriptions, licenses, maintenance
- IT Services - Systems integration, custom development, IT consulting, cloud services
- Cybersecurity - Security services, penetration testing, compliance consulting, managed security
- Training - IT training courses, certification programs, technical education
Benefits of GSA Schedule
Pre-Competed Pricing
Your prices are pre-negotiated with GSA, so agencies can order directly without conducting full competition. This dramatically shortens procurement cycles from months to days.
Access to All Federal Agencies
Over 100 federal agencies can order from your GSA Schedule, including DoD, civilian agencies, and some state/local governments through cooperative purchasing agreements.
Long-Term Contract (20 Years)
GSA Schedules have a 5-year base period with three 5-year options, providing up to 20 years of contract access. This creates long-term revenue predictability.
Streamlined Ordering
Agencies use simplified acquisition procedures for orders under $250,000 and can use GSA eBuy for larger requirements. This reduces procurement complexity for buyers.
Small Business Advantages
Small businesses can highlight their socioeconomic status (8(a), HUBZone, SDVOSB, WOSB) on their GSA Schedule. Agencies seeking set-aside contracts often look to GSA Schedule holders first because pricing is already established.
Eligibility Requirements
GSA evaluates several factors when reviewing schedule applications. Meeting minimum requirements does not guarantee award—strong past performance and competitive pricing are essential.
Business Experience
Minimum 2 years in business providing the products/services you're proposing. GSA wants to see you're an established company, not a startup hoping to break into government work.
Past Performance
Provide 2-3 relevant past performance references demonstrating successful delivery of similar products/services. Government contracts preferred, but commercial references accepted. References must be recent (within 3 years).
Financial Stability
Demonstrate financial capability to perform. GSA reviews financial statements and may check Dun & Bradstreet reports. You should have adequate working capital and no significant financial distress indicators.
Commercial Sales Practice
Document your commercial sales practices including standard pricing, discounts, and terms. GSA pricing must be equal to or better than what you offer your most-favored commercial customers.
Trade Agreements Act (TAA) Compliance
All products sold through GSA Schedule must be manufactured or substantially transformed in TAA-designated countries. This excludes products made in China, India, and other non-designated countries. Verify supply chain compliance before applying.
IT Special Item Numbers (SINs)
Special Item Numbers (SINs) categorize the products and services you can sell. Your application must specify which SINs you're pursuing, and you need past performance relevant to each SIN.
IT Products SINs
- • 54151HACS - Cybersecurity Products
- • 33411 - Purchase of IT Equipment
- • 54151S - Software Maintenance
- • 511210 - Software Licenses
- • 518210C - Cloud Computing
IT Services SINs
- • 54151 - IT Professional Services
- • 54151HEAL - Health IT Services
- • 611420 - IT Training Services
- • 541519CDM - Continuous Diagnostics
- • 541519PIV - Identity Management
Highly Adaptive Cybersecurity Services (HACS)
The HACS SIN provides specialized cybersecurity services including penetration testing, incident response, and security assessments. This SIN requires specific certifications and capabilities. It's one of the fastest-growing areas of federal IT spending.
Pricing Strategy
Pricing is the most complex and critical part of your GSA application. GSA negotiates to ensure the government receives your best pricing—equal to or better than your most-favored commercial customer.
Price Evaluation Framework
- Commercial Sales Practices (CSP): Disclose your pricing to different customer categories, volume discounts, and promotional pricing
- Most Favored Customer: Identify which commercial customer receives your best pricing and why
- Basis of Award Customer: GSA pricing must track to your best commercial customer's pricing
- Price Reductions Clause: You must maintain the price relationship throughout the contract
Products Pricing
- • List prices with applicable discounts
- • Volume pricing tiers
- • Maintenance and support pricing
- • Must be TAA-compliant products only
Services Pricing
- • Fully-burdened hourly labor rates
- • Labor category descriptions
- • Qualifications for each category
- • Escalation provisions (annual increases)
Industrial Funding Fee (IFF)
GSA charges a 0.75% Industrial Funding Fee on all sales. Factor this into your pricing. You must report sales and remit the IFF quarterly through GSA's 72A system.
Application Process
The GSA Schedule application is submitted through GSA's eOffer system. Plan for a 6-12 month process from initial submission to contract award.
Timeline: 6-12 Months
Initial offers typically take 6-12 months to process. This includes GSA's review, clarification requests, negotiations, and final award. Be prepared to respond quickly to GSA requests to minimize delays.
Key Application Components
- Standard Form 1449 (Solicitation/Contract/Order)
- Commercial Sales Practices (CSP-1) format
- Price Proposal Template with all offerings
- Technical Proposal demonstrating capabilities
- Past Performance references (2-3 relevant contracts)
- Financial statements and Dun & Bradstreet number
Application Steps
- 1Complete SAM.gov registration and obtain DUNS/UEI
- 2Register in GSA's eOffer/eMod system
- 3Download and complete FAS solicitation attachments
- 4Prepare pricing and Commercial Sales Practices disclosure
- 5Submit complete offer package through eOffer
- 6Negotiate with GSA Contracting Officer and finalize award
Contract Administration
Maintaining your GSA Schedule requires ongoing compliance with reporting, pricing, and administrative requirements.
Quarterly Reporting
Report all GSA Schedule sales and remit the 0.75% Industrial Funding Fee quarterly through the 72A reporting system.
- • Report by 30th of month following quarter end
- • Include all task orders and BPAs
- • Zero-dollar reports required if no sales
- • Late reporting results in contract holds
Contract Modifications
Use GSA's eMod system to request contract changes:
- • Add/delete products or services
- • Update pricing (with justification)
- • Add labor categories
- • Update company information
- • Exercise option periods
Price Reductions Clause
If you reduce prices to your basis of award customer (most-favored commercial customer), you must offer equivalent price reductions to GSA. Monitor your commercial pricing to ensure compliance with this clause.
Mass Modification Requirements
GSA periodically issues mass modifications requiring contractor action. These may update contract terms, add new clauses, or require system updates. Monitor GSA communications and respond to mass mods by deadlines to avoid contract cancellation.
Frequently Asked Questions
How much does a GSA Schedule cost to obtain?
The application itself is free. However, most companies spend $15,000-$50,000 on consultants and internal resources to prepare a compliant offer. You can self-prepare, but the complexity often justifies professional assistance.
Can startups get a GSA Schedule?
GSA requires 2 years of relevant business experience and documented past performance. True startups typically cannot qualify. Consider gaining experience through subcontracting or other government contracts first.
Do I need a GSA Schedule to sell to the government?
No. Agencies can purchase through open market procurement, other contract vehicles, or micro-purchases. However, a GSA Schedule significantly simplifies the purchasing process for agencies and provides visibility through GSA Advantage.
Can I sell products from other manufacturers?
Yes, resellers can obtain GSA Schedules to sell manufacturer products. You'll need authorization letters from manufacturers and must ensure all products are TAA-compliant. Your commercial sales practices still determine GSA pricing.
What happens if I don't generate sales?
GSA expects schedule holders to actively market and generate sales. Prolonged inactivity (typically 24 months without sales) may result in GSA initiating contract cancellation. Continue marketing efforts even during slow periods.
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