Introduction
If you’ve dipped your toes into federal contracting, chances are you’ve heard about the GSA Multiple Award Schedule (MAS) program, often called a “GSA Schedule” or simply “Schedule.” If you’re like me, analyzing government data, it’s referred to as “FSS”, which stands for Federal Supply Schedule. Whatever you choose to call it, the GSA MAS can be a game-changing opportunity for businesses aiming to sell products or services to the government, but it’s not for everyone.
In this post, we’ll break down a GSA MAS, how it works, and, most importantly, whether your business needs one. Whether you’re just starting in government contracting or looking for ways to expand your federal footprint, this guide will help you determine if pursuing a GSA Schedule is the right move.
What is a GSA Multiple Award Schedule (MAS)?
The GSA MAS is a long-term government contract administered by the General Services Administration (GSA). It allows businesses to offer their products and services at pre-negotiated prices to federal, state, and local government agencies. Due to its streamlined procurement process, pre-negotiated pricing, and compliance with federal acquisition regulations, it’s often a preferred purchase method for commonly bought items.
- How it Works: Businesses submit a proposal to GSA, detailing their pricing, capabilities, and compliance. If approved, they receive a contract to sell to the government through the GSA platform.
- Who Uses It: Federal agencies and some state/local entities use GSA MAS to streamline procurement.
- Key Benefits: Faster purchasing for agencies and increased access to opportunities for businesses.
Remember, the GSA MAS isn’t a guarantee of sales—it’s more like an “on-ramp” to federal buyers to give them a vehicle to buy from you.
What Can You Sell Through a GSA Schedule?
The GSA MAS covers a wide range of commercial products and services, organized into Large Categories and Special Item Numbers (SINs) categories.
- Products: Furniture, office supplies, IT equipment, safety gear, and more.
- Services: Professional services (consulting, engineering), IT solutions, facility maintenance, healthcare staffing, and beyond.
Businesses align their offerings to relevant SINs, making it easier for buyers to find and procure what they need, faster and more efficiently.
Pro Tip: If your offerings align with commonly procured items in your target agencies, a GSA MAS could open up valuable opportunities.
Is a GSA Schedule Right for Your Business?
Not every company needs a GSA Schedule, though the inevitable cold-calling salesperson may tell you otherwise.
Here are some questions to help you decide:
- Are federal agencies actively buying what you sell? Research federal spending through tools like SAM.gov and FPDS.gov. If the government buys what you sell through other means than “FSS”, then you don’t “need” one.
- Do you have a solid commercial track record? GSA requires established pricing and past performance, so if you don’t have any existing customers (and aren’t in IT with professional experience) – now may not be the right time.
- Can you handle the administrative requirements? GSA compliance involves quarterly sales reporting, regular pricing updates, and audits. If you’re unequipped for the administrative burden that comes with it, perhaps wait or consider outsourcing.
- Do you have the resources to market your GSA Schedule? Simply holding a contract won’t drive sales—marketing and relationship-building are essential. If you aren’t good at marketing now, having a schedule won’t make matters much better.
If you’re entering or new to the federal market, starting with lower risk, smaller contracts, subcontracting, or open-market opportunities may be ideal before pursuing a GSA MAS. Remember, pre-negotiated pricing. For more experienced companies, a MAS can offer an additional option of steamlined purchasing for your government buyers, making you more competitive.
How Do You Get a GSA Schedule?
Step 1: Determine Your Eligibility
Before diving in, ensure your business meets the basic eligibility requirements. This includes being a registered entity in SAM.gov, having two years of business experience (or meeting specific exceptions), and demonstrating financial stability. If you’re not quite there yet, focus on solidifying your foundation.
Step 2: Research the Right Schedule
GSA Schedules are organized by industry categories or Special Item Numbers (SIN), so you’ll need to identify which one fits your products or services. Spend time on GSA’s eLibrary and explore the categories under the Multiple Award Schedule (MAS). If you’re unsure, some extra research here can save you headaches later.
Step 3: Get Familiar with the Solicitation
Download the appropriate MAS solicitation from SAM.gov and study it carefully. This document is your roadmap, covering everything from proposal requirements to contract terms. It’s dense, but skimming won’t cut it—pay attention to the fine print.
Step 4: Gather Your Documentation
Prepare to submit a package of documentation proving your business is ready for federal work. There are several templates available for use within the links in the “Resources” section below.
Typical requirements include:
- Past Performance: Customer references, CPARS, or questionnaires.
- Pricing: Your commercial pricing strategy and discounts.
- Financial Information: Tax returns or financial statements.
- Corporate Details: Proof of registration, compliance, and capabilities.
Pro tip: Keep these documents organized in a digital format for easy updates.
Step 5: Submit Your Offer
Using the eOffer system, compile your proposal and upload your documents. Be prepared for detailed questions about pricing, terms, and compliance. Accuracy is key—mistakes can cause delays or rejections. Upon submission, you will pretty quickly be assigned to a human who will review your offer.
Step 6: Negotiate Your Terms
Once your offer is reviewed, a GSA Contracting Officer (CO) may reach out to negotiate pricing or other terms. Be ready to justify your pricing and offer discounts for the federal government. This is where you lock in your “Best Value” offering.
Step 7: Get Awarded and Listed
If all goes well, you’ll receive your contract award. You’ll need to register your products or services in GSA Advantage! and maintain your contract with regular updates and compliance.
Step 8: Market Your Schedule
Having a GSA Schedule doesn’t guarantee sales; you must market yourself to federal buyers. Use your schedule as a tool to showcase your credibility and make it easy for agencies to procure from you. Ensure you use the GSA-provided logo on your marketing materials, such as your capability statement and website. Hyperlink your schedule to the logo and embed your contract number to make it easily accessible from marketing assets.
Conclusion
The GSA Multiple Award Schedule (MAS) is a powerful contracting vehicle for businesses ready to take their federal sales to the next level. It simplifies procurement for agencies, increases your visibility, and can help you access more opportunities. However, it’s not a “set-it-and-forget-it” solution—you’ll need to research, prepare, and commit to actively marketing your offerings.
If you’re unsure whether a GSA Schedule makes sense for your business, assess federal demand for your products or services and weigh the resources needed to maintain the contract. If you’re unsure how to do that, reach out – we are happy to help!
For more insights into federal contracting strategies and tools, tune in to our latest GovConHacks podcast episode with GSA Schedule SME, Rich Earnest—we’ll break this down even further and help you decide if a GSA Schedule will be profitable for you.
Relevant Resources
- Relevant GovConHacks Podcast Episode – Subscribe, listen, and learn—you won’t want to miss it!
- Pathways to Success Training (GSA)
- GSA MAS Roadmap
- Templates for MAS Offerors
- Crosswalk of legacy MAS SINs to current SINs
