GSA Schedule Contract Guide 2025: How to Get on the GSA Schedule
Complete guide to GSA Schedule contracts. Learn eligibility requirements, the application process, pricing strategies, and how to win task orders once you have a schedule contract.
Quick Answer: What is GSA Schedule?
A GSA Schedule (Multiple Award Schedule) is a pre-negotiated contract with the General Services Administration that allows federal agencies to purchase your products/services at pre-approved prices. Once on schedule, agencies can buy from you without a full competitive procurement. GSA Schedule holders received over $36 billion in orders in FY2023.
What is GSA Schedule?
The GSA Schedule, officially called the Multiple Award Schedule (MAS), is a long-term government-wide contract between GSA and commercial businesses. It establishes pre-negotiated prices, terms, and conditions for products and services that federal agencies can order directly.
Think of it as getting on an approved vendor list. Once you have a GSA Schedule, any federal agency can purchase from you using your schedule prices without going through a separate competitive procurement.
GSA Schedule Categories
Large Categories
- • Office Management
- • Professional Services
- • IT (Hardware, Software, Services)
- • Facilities
- • Human Capital
Specialty Categories
- • Security and Protection
- • Travel
- • Industrial Products
- • Scientific Equipment
- • Transportation
Benefits of GSA Schedule
Simplified Buying
Agencies can purchase up to $1M using simplified procedures. Orders under the micro-purchase threshold require minimal competition.
Government-Wide Access
All federal agencies, plus many state/local governments, can order from GSA Schedule. One contract opens thousands of potential buyers.
Pre-Approved Pricing
Your prices are already negotiated and approved. Agencies trust GSA pricing is fair and reasonable, removing a major procurement hurdle.
Long Contract Term
GSA Schedules last up to 20 years with 5-year option periods. Once you are on, you have long-term access to federal markets.
GSA Advantage Visibility
Your products and services are listed on GSA Advantage (gsaadvantage.gov), the government online shopping portal. Buyers search and order directly, generating orders with minimal marketing effort on your part.
Eligibility Requirements
To obtain a GSA Schedule, your business must meet these requirements:
1. Business Requirements
- • Active SAM.gov registration with valid UEI
- • In business for at least 2 years (some exceptions)
- • Financially stable (adequate financial resources)
- • Adequate past performance (commercial or government)
2. Product/Service Requirements
- • Commercial products/services sold in the commercial market
- • Established pricing with commercial customers
- • Products/services fit within GSA Schedule categories
- • Meet applicable technical/compliance requirements
3. Pricing Requirements
- • Prices cannot exceed commercial prices to similar customers
- • Must disclose commercial sales practices
- • Provide Commercial Sales Practices (CSP) information
- • Price must be fair and reasonable
2-Year Rule Exception
Businesses with less than 2 years of operation may qualify if they can demonstrate equivalent experience through key personnel, predecessor companies, or exceptional financial backing. Contact GSA for specific guidance.
GSA Schedule Application Process
Getting a GSA Schedule takes 3-6 months typically. Here is the process:
Register in SAM.gov
Ensure your SAM.gov registration is active and complete. This is required before applying for any GSA contract.
Complete GSA Training
Complete the free Readiness Assessment at gsa.gov/readiness and review the GSA Schedule solicitation and pathways guide.
Prepare Your Offer
Submit through GSA eOffer System. Required documents include:
- • Digital Certificate (required for eOffer access)
- • Financial statements (2-3 years)
- • Commercial Sales Practices format
- • Price proposal with commercial pricing support
- • Technical proposal demonstrating capabilities
- • Past performance references
GSA Review and Negotiation
A GSA contracting officer reviews your offer. Expect questions and requests for clarification. Pricing negotiations may occur.
Contract Award
Once approved, you receive your GSA Schedule contract. Upload your products/services to GSA Advantage and begin marketing to agencies.
Timeline Expectations
GSA Schedule Pricing Strategy
Pricing is the most critical part of your GSA Schedule application. Your GSA prices must be based on your commercial pricing practices.
Key Pricing Concepts
Most Favored Customer (MFC)
You must identify your best commercial customer and the discounts they receive. GSA expects to receive pricing equal to or better than your MFC.
Price Reductions Clause
If you lower prices to your commercial customers, you may need to proportionally reduce GSA prices. Understand this clause before setting prices.
Industrial Funding Fee (IFF)
GSA charges a 0.75% fee on all schedule sales. Factor this into your pricing. The fee funds GSA operations and Schedule management.
Pricing Best Practices
- • Set ceiling prices high enough to allow discounts on large orders
- • Agencies expect to negotiate below GSA Schedule prices on large orders
- • Include the IFF in your pricing calculations
- • Consider volume discounts in your pricing structure
Winning Task Orders
Getting a GSA Schedule is just the beginning. You still need to actively market and compete for orders:
GSA Advantage
Optimize your GSA Advantage listings with detailed descriptions, images, and competitive pricing. Many orders come directly from buyer searches.
eBuy
Monitor GSA eBuy for RFQs posted specifically to schedule holders. These are opportunities where agencies are seeking quotes.
Agency Outreach
Contact agency contracting officers directly. Having a schedule makes it easier for them to buy from you without full competition.
BidFinds
Track opportunities that reference GSA Schedule as an ordering vehicle. Many RFPs and RFQs specify GSA Schedule as the preferred method.
Frequently Asked Questions
How much does it cost to get a GSA Schedule?
There is no application fee for GSA Schedule. However, you need a digital certificate (around $250/year) and may choose to hire a consultant ($5,000-$25,000).
How long does it take to get approved?
Typically 3-6 months from application submission to contract award. Complex offers or those requiring clarifications may take longer.
Do I need a GSA Schedule to sell to the government?
No. You can win contracts through open competition without a schedule. However, a schedule makes it easier for agencies to buy from you.
Can small businesses get GSA Schedules?
Yes. About 80% of GSA Schedule holders are small businesses. GSA has programs specifically to help small businesses obtain schedules.
What is the Industrial Funding Fee?
The IFF is a 0.75% fee on all GSA Schedule sales. You remit this fee to GSA quarterly. It funds the Schedule program.
Find GSA Schedule Opportunities
BidFinds tracks opportunities that use GSA Schedule as an ordering vehicle, helping you maximize your schedule investment.
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