GSA Schedule Complete Guide: How to Get on the GSA Schedule in 2025

Quick Answer: What is a GSA Schedule?

A GSA Schedule (now called GSA Multiple Award Schedule or MAS) is a long-term government contract that allows federal agencies to purchase products and services at pre-negotiated prices. Getting on the GSA Schedule gives your business access to over $50 billion in annual federal purchasing.

$50B+

Annual GSA Sales

20 Years

Max Contract Length

6-12 Mo

Typical Processing

0.75%

IFF Fee

What is a GSA Schedule?

The GSA Multiple Award Schedule (MAS), formerly known as the Federal Supply Schedule (FSS), is a long-term government-wide contract with commercial companies. It provides federal, state, and local government buyers access to over 11 million commercial products and services at volume discount pricing.

Think of it as being pre-approved to sell to the government. Once you have a GSA Schedule contract, federal buyers can purchase from you using a streamlined process without going through full and open competition each time.

GSA Schedule Structure

Large Categories

12 large categories covering all products and services

Special Item Numbers (SINs)

Subcategories that define specific products/services you can offer

Pre-Negotiated Pricing

Your prices are established upfront and listed on GSA Advantage

Benefits of Having a GSA Schedule

Access to Federal Market

Federal agencies spend over $50 billion annually through GSA Schedules. Your products appear on GSA Advantage, the government's online shopping platform used by millions of buyers.

Simplified Buying Process

Government buyers can purchase up to $250,000 in services without additional competition. This makes it easier and faster for agencies to buy from you.

Long-Term Contract

GSA Schedule contracts have a 5-year base period with three 5-year options, totaling up to 20 years. This provides long-term stability for your federal sales efforts.

Credibility Boost

Having a GSA Schedule signals that your company has been vetted by the government. This can open doors with prime contractors and state/local governments.

Important Note

Getting a GSA Schedule doesn't guarantee sales. You still need to actively market your products and services to government buyers. The schedule simply provides access and streamlines the procurement process.

Eligibility Requirements

GSA evaluates your company's ability to perform and maintain a federal contract. Here are the key requirements you must meet:

Minimum Requirements

✓
2+ Years in Business
Must have been in business for at least 2 years with financial statements
✓
Financial Stability
Demonstrate financial capability to perform contracts (audited financials preferred)
✓
Past Performance
Provide references for similar work (government or commercial)
✓
SAM.gov Registration
Active registration in the System for Award Management
✓
Commercial Sales History
Established pricing with commercial customers (basis for government pricing)

GSA Schedule Application Process

The application process typically takes 6-12 months. Here's a step-by-step breakdown:

Register on SAM.gov

Complete your System for Award Management registration. This includes obtaining a UEI (Unique Entity Identifier) and completing all required representations and certifications.

Identify Your SINs

Determine which Special Item Numbers (SINs) match your products or services. Review the GSA MAS solicitation to understand requirements for each category.

Prepare Your Proposal

Compile required documents including Commercial Sales Practices format, pricing proposal, technical proposal, past performance references, and financial documentation.

Submit Through eOffer

Upload your complete offer package through the GSA eOffer system. Ensure all documents are properly formatted and all required fields are complete.

Negotiate with GSA

A GSA contracting officer will review your proposal and negotiate pricing. Be prepared to justify your pricing and provide additional documentation as needed.

Contract Award

Once negotiations are complete, you'll receive your GSA Schedule contract. Upload your catalog to GSA Advantage and begin marketing to federal buyers.

GSA Pricing Strategies

Your GSA pricing must be based on your Most Favored Customer (MFC) pricing—the best price you give to your commercial customers under similar terms and conditions.

Pricing Requirements

•Price Reductions Clause: If you lower prices to commercial customers, you may need to lower GSA prices
•Economic Price Adjustment: You can request annual price increases based on market indices
•Industrial Funding Fee (IFF): GSA charges 0.75% of all sales, factor this into pricing
•Volume Discounts: Consider offering tiered pricing for larger orders

Pricing Tip

Don't set your GSA prices too low. Unlike commercial contracts, lowering prices later may trigger requirements to offer those lower prices across all GSA sales. Build in reasonable margins from the start.

Maintaining Your GSA Schedule Contract

Once you have a GSA Schedule, you have ongoing responsibilities to maintain your contract in good standing:

Quarterly Reporting

Report all GSA sales through the 72A system and remit the Industrial Funding Fee (IFF) quarterly. Late payments incur interest charges.

Catalog Management

Keep your GSA Advantage catalog current. Add new products, remove discontinued items, and update descriptions and pricing as needed.

Contract Modifications

Request modifications through eMod for price changes, adding products/services, administrative updates, or adding SINs.

Sales Requirements

GSA expects contractors to actively pursue sales. Contracts with no sales activity may be cancelled. Aim for at least $25,000 annually.

Common Mistakes to Avoid

✗
Pricing Too Low
Setting aggressive initial prices that don't allow for profit after the IFF and compliance costs
✗
Incomplete Applications
Missing documents or unclear responses cause delays and potential rejection
✗
Expecting Automatic Sales
The GSA Schedule is a hunting license, not a guarantee—you must actively pursue opportunities
✗
Neglecting Compliance
Failing to track discounts, file quarterly reports, or maintain accurate catalogs
✗
Wrong SIN Selection
Choosing SINs that don't match your actual capabilities or market demand

Frequently Asked Questions

How much does it cost to get a GSA Schedule?

There's no fee to apply for a GSA Schedule. However, many companies hire consultants ($5,000-$25,000) to help prepare their application. You'll also need to factor in internal time and resources for document preparation.

Can small businesses get a GSA Schedule?

Yes, small businesses can and do obtain GSA Schedules. In fact, GSA has a small business goal of 33%. The requirements are the same, but small businesses may highlight their certifications (8(a), WOSB, HUBZone, SDVOSB) for additional opportunities.

How long does the application process take?

Typically 6-12 months from submission to award. This varies based on the quality of your application, GSA workload, and how quickly you respond to GSA's questions during negotiations.

Can I sell to state and local governments with a GSA Schedule?

Yes, through the GSA Cooperative Purchasing program, state and local governments can purchase IT products and services from GSA Schedule contractors. This expands your potential market significantly.

What happens if I don't make any sales?

GSA expects contractors to actively pursue sales. Contracts with little or no sales activity may be reviewed for cancellation. GSA recommends at least $25,000 in annual sales to demonstrate viability.

Find GSA Schedule Opportunities with BidFinds

Already have your GSA Schedule? Use BidFinds to discover RFQs and task orders posted by federal agencies looking for GSA Schedule contractors. Our AI-powered matching helps you find the opportunities that fit your schedule.

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