GSA Schedule Contracts: Complete Guide to Getting on the GSA Schedule
Learn how to get on the GSA Schedule, understand MAS requirements, pricing strategies, and how to win federal contracts through the GSA Multiple Award Schedule program.
Quick Overview: GSA Schedule Contracts
The GSA Schedule (also called Multiple Award Schedule or MAS) is a long-term government-wide contract that allows federal agencies to purchase products and services at pre-negotiated prices. With over $50 billion in annual sales, getting on the GSA Schedule gives your business direct access to federal buyers without competing for individual contracts.
What is the GSA Schedule?
The GSA Schedule, officially known as the Multiple Award Schedule (MAS), is a long-term contract between the General Services Administration and commercial vendors. It allows federal agencies to purchase products and services at pre-negotiated prices without going through the full competitive bidding process for each purchase.
How It Works
- 1.Apply for GSA Schedule
Submit your offer through GSA eOffer system
- 2.Negotiate Pricing
Work with GSA to establish fair prices
- 3.Receive Contract Award
Get your GSA Schedule contract number
- 4.Market & Sell
Agencies can buy directly from you
Categories Available
- •Professional Services - Consulting, engineering, logistics
- •IT Products & Services - Hardware, software, cloud
- •Facilities - Construction, maintenance, security
- •Office Management - Furniture, supplies, equipment
- •Travel - Transportation, lodging, relocation
- •Scientific - Laboratory, medical, research equipment
Benefits of Having a GSA Schedule
A GSA Schedule contract provides significant advantages for businesses looking to sell to the federal government. Here's why it's worth the effort:
Streamlined Sales
Federal buyers can purchase directly from you without full competitive bidding, reducing sales cycles from months to days.
Credibility
GSA Schedule holders have been vetted by the government, giving agencies confidence in your capabilities and pricing.
Visibility
Your products and services are listed on GSA Advantage, where thousands of federal buyers search for solutions.
Long-Term Contract
GSA Schedule contracts run for 20 years with 5-year option periods, providing long-term market access.
State & Local Access
Many state and local governments can purchase through GSA Schedule via cooperative purchasing programs.
Task Order Competition
Compete for task orders against other GSA Schedule holders rather than the entire market.
Eligibility Requirements
Before applying for a GSA Schedule, ensure your business meets these requirements:
Basic Requirements
Active SAM.gov Registration
Must have current registration with valid UEI and CAGE code
2+ Years in Business
Two years of corporate experience in the field you're offering
Financial Stability
Audited financial statements for past 2 years (can be CPA-prepared for small business)
Past Performance
References demonstrating successful contract performance
Commercial Pricing
Established commercial sales at prices equal to or less than GSA prices
Important Note
GSA is looking for companies with an established track record. New businesses without commercial sales history may want to build their experience before applying. The "Startup Springboard" pathway has reduced requirements for innovative small businesses.
GSA Schedule Application Process
Getting on the GSA Schedule typically takes 4-6 months. Here's what to expect:
Step-by-Step Process
Prepare Your Offer Package
Gather required documents including:
- • Commercial Sales Practices Format (CSP-1)
- • Price Proposal Template
- • Past performance references
- • Financial statements
- • Technical proposal (for services)
Submit Through eOffer
Use GSA's eOffer system to submit your proposal electronically. The system guides you through required fields and document uploads.
Initial Review
GSA reviews your submission for completeness. You may receive clarification requests or requests for additional documentation.
Negotiate Pricing
A GSA Contracting Officer reviews your pricing and negotiates to ensure the government gets fair and reasonable rates.
Contract Award
Upon successful negotiation, you receive your GSA Schedule contract and can begin marketing to federal agencies.
GSA Schedule Pricing Strategies
Your GSA pricing must be based on your commercial pricing practices and represent the best price given to comparable customers.
Most Favored Customer (MFC)
GSA expects pricing equal to or better than what you offer your most favored commercial customers.
- • Identify your best commercial customer class
- • Document discounts and terms offered
- • Offer GSA equivalent or better pricing
- • Track commercial price changes
Price Reductions Clause
If you lower prices to commercial customers, you may need to reduce GSA prices accordingly.
- • Understand tracking obligations
- • Report price reductions promptly
- • Consider negotiating modifications
- • Maintain pricing records
Pricing Tip
Build in enough margin to accommodate the Industrial Funding Fee (IFF) of 0.75% that GSA charges on all sales. Factor this into your pricing from the start rather than absorbing it later.
Maintaining Your GSA Schedule
Once awarded, your GSA Schedule requires ongoing compliance and maintenance:
| Requirement | Frequency | Details |
|---|---|---|
| Industrial Funding Fee (IFF) | Quarterly | 0.75% of all GSA sales, due 30 days after quarter end |
| Sales Reporting | Quarterly | Report all sales through 72A system |
| SAM.gov Renewal | Annual | Keep SAM registration active |
| Price Updates | As needed | Modifications through eMod system |
| Option Period Exercise | Every 5 years | Renew through the Mass Modification process |
Warning: Minimum Sales Requirement
GSA may cancel contracts that fail to generate sales. While there's no fixed minimum, contracts with zero sales over multiple years may be reviewed for cancellation. Actively market your GSA Schedule to avoid this.
Marketing Your GSA Schedule Contract
Having a GSA Schedule doesn't guarantee sales—you must actively market to federal buyers:
GSA Advantage!
Ensure your products and services are properly listed on GSA Advantage, the government's online shopping platform.
- • Upload compelling descriptions
- • Include product images
- • Keep pricing current
- • Use relevant keywords
Direct Outreach
Proactively reach out to agency buyers and contracting officers.
- • Attend government vendor events
- • Schedule capability briefings
- • Respond to Sources Sought notices
- • Build relationships with program offices
Respond to RFQs
Agencies issue Request for Quotes (RFQs) to GSA Schedule holders for larger purchases.
- • Monitor eBuy for opportunities
- • Respond promptly to RFQs
- • Use BidFinds to track GSA opportunities
- • Provide competitive quotes
BPA Opportunities
Blanket Purchase Agreements (BPAs) provide recurring orders against your schedule.
- • Target agencies with recurring needs
- • Propose BPA arrangements
- • Offer volume discounts
- • Deliver exceptional service
Common Mistakes to Avoid
1. Assuming Sales Will Come Automatically
A GSA Schedule is a hunting license, not a guaranteed revenue stream. You must actively market and sell to federal buyers.
2. Ignoring Compliance Requirements
Failure to file quarterly reports or pay IFF fees can result in contract cancellation. Set up systems to track compliance deadlines.
3. Setting Prices Too Low
Aggressive pricing to win the contract can lock you into unprofitable rates. Include margins for IFF, compliance costs, and business development.
4. Not Updating Product/Service Listings
Outdated listings on GSA Advantage hurt visibility. Regularly update descriptions, add new products, and remove discontinued items.
5. Forgetting About Price Reductions
If you lower commercial prices, you may be obligated to reduce GSA prices. Track commercial pricing and report changes as required.
Frequently Asked Questions
How much does it cost to get a GSA Schedule?
There are no fees to apply for a GSA Schedule. However, you'll invest time in preparing your offer (40-100 hours typical) and may choose to hire a consultant ($5,000-$25,000). Once awarded, you pay 0.75% IFF on all sales.
How long does the application process take?
Plan for 4-6 months from submission to award. Complex offers or those requiring extensive negotiations may take longer. You can accelerate the process with a complete, well-organized initial submission.
Can small businesses get GSA Schedules?
Yes. GSA actively encourages small business participation and has streamlined pathways for small businesses. Many small businesses successfully hold GSA Schedules and compete effectively for task orders.
Is a GSA Schedule worth it for my business?
It depends on your commitment to federal sales. GSA Schedule is most valuable when you actively market to agencies and can dedicate resources to federal business development. If federal contracting is a small side activity, the compliance burden may not be worthwhile.
Can I sell to state and local governments with GSA Schedule?
Yes. Through GSA's Cooperative Purchasing program, state and local governments can purchase IT products and services, law enforcement equipment, and other categories through your GSA Schedule.
Find GSA Schedule Opportunities
Already have a GSA Schedule? BidFinds helps you find RFQs, task orders, and BPA opportunities that match your contract. Get matched with relevant federal opportunities automatically.
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