Am I Guaranteed to Win Contracts After Getting a GSA Schedule?

Why is a GSA Schedule not a guarantee?

Because the government commits to no purchase when it awards you a MAS contract. Agencies place orders when they have requirements, and they select from the contractors that can meet them. Hundreds or thousands of other contractors may hold the same SIN. Think of a schedule as a seat at the table, not a guaranteed meal.

How do agencies place orders under the schedule?

Ordering procedures scale with the dollar value of the requirement and are set out in the Federal Supply Schedule ordering procedures, which GSA has implemented in GSAR Subpart 538.71 following the FAR overhaul. In broad terms:

• For small purchases at or below the micro-purchase threshold, currently $15,000, buyers can often order from any contractor that meets the need at a fair price
• For orders above that, up to the simplified acquisition threshold, currently $350,000, buyers generally need to consider multiple contractors before choosing
• For larger orders, buyers use more formal requests for quotation to a broader group of contractors and evaluate them against stated criteria

These thresholds were adjusted on October 1, 2025, and the details of the ordering procedures are updated from time to time. Confirm the current rules at the FSS ordering procedures page on Acquisition.gov before you advise anyone on how buyers must buy. Buyers also determine price reasonableness at the order level and may ask for discounts below your schedule price.

What do successful contractors do?

They target specific agencies

Research who buys your type of product or service using GSA sales data, USAspending.gov, and SAM.gov. Pick a handful of agencies and learn how they buy.

They watch the channels

Monitor eBuy for RFQs tied to your SINs, SAM.gov for posted opportunities, and agency forecast pages for planned purchases.

They build relationships early

Program managers and small business specialists influence requirements long before an RFQ is posted. Introduce your capabilities before the need appears.

They differentiate

Buyers compare quality, delivery, responsiveness, and past performance along with price. Say clearly what makes you different.

They keep the contract healthy

Current catalogs, accurate pricing, timely monthly sales reports, and IFF payments keep you in good standing. A contract that goes inactive can be cancelled.

Is there a minimum sales requirement?

Yes, but it is a requirement on you, not a promise from the government. The solicitation sets minimum sales criteria, generally $100,000 in the first five years and $125,000 in each later five-year period. Contracts that stay inactive can be cancelled. See Managing Your GSA MAS Contract.

What percentage of schedule holders succeed?

GSA does not publish a success rate. Results vary widely, and the strongest predictor is consistent, targeted marketing. For a fuller plan, see How to Get Federal Orders After Your GSA Award.