GETTING ON THE GSA SCHEDULE
Why Do I Need a GSA Schedule Contract? When It Helps and When It Does Not
You do not strictly need a GSA Schedule contract to sell to the federal government, but you may want one. A GSA Multiple Award Schedule (MAS) contract is most useful when you sell repeatable commercial products or services to many federal buyers and want a ready vehicle for them to use. If your federal opportunities are one-off or tied to a single agency, other routes may fit better.
When does a GSA Schedule make sense?
A MAS contract tends to pay off when:
- Federal buyers in your market already use the schedule. Ask customers, and check GSA sales data for your SINs.
- You sell commercial offerings with consistent pricing that you can support
- Buyers need a fast, compliant way to purchase, such as a request for quotation among a small group of pre-vetted vendors
- You plan to market to many agencies over years, not just one project
- You want a vehicle that can support state and local sales in eligible categories
What does a MAS contract do for you?
- Puts you on a vehicle federal buyers already know and can use immediately
- Lets you appear in GSA Advantage and receive eBuy RFQs for your SINs
- Gives buyers a documented, evaluated price to start from
- Provides a long contract runway with a base term and options
- Can enhance credibility, though buyers still evaluate your capability and value
When might you not need one?
- Your federal work is a single subcontract to a prime
- Your product or service does not fit a MAS SIN
- You do not yet have two years of corporate experience
- You cannot support your prices or manage monthly sales reporting
- Another vehicle, such as an agency-specific contract or a governmentwide acquisition contract held by a partner, is already your route to market
What are the costs to consider?
- Time to prepare the offer and manage GSA’s review
- The Industrial Funding Fee of 0.75 percent on reported sales
- Monthly TDR sales reporting and quarterly IFF remittance
- Contract administration, including modifications and compliance with clauses such as the Trade Agreements Act for covered products
- Marketing effort, which is the biggest cost most companies underestimate
What are the alternatives?
- Subcontracting to a prime or to a schedule holder
- Bidding on open solicitations on SAM.gov
- Joining a teaming arrangement or joint venture
- Using other vehicles, such as state contracts for state and local sales
None is a perfect substitute. A MAS contract is one tool, and it works best when it is part of a broader federal plan. See Federal Market Strategic Planning.
How do you decide?
Ask three questions. Is there demand? Can we support the pricing and the reporting? Do we have the marketing plan to make use of it? If the answer to all three is yes, start with How to Get on the GSA Schedule.
Frequently Asked Questions
Deciding whether a GSA Schedule fits your business.
Routes to market and business fit
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Can I sell to the federal government without a GSA Schedule?
Yes. You can respond to open solicitations, subcontract, or use other vehicles. A MAS contract makes repeat sales to many agencies easier.
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Do federal buyers prefer schedule holders?
Many buyers like schedule vehicles because they are efficient. Preferences vary by agency and requirement, so avoid promises about buyer behavior.
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Do I need a GSA Schedule to get small business set-asides?
No. Set-aside opportunities exist inside and outside the schedule. Your certifications and offering determine eligibility.
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Is a GSA Schedule worth it for a very small company?
It can be, if you have a specific commercial offering, a marketing plan, and the ability to handle reporting. If you are unsure, assess readiness first.
Explore your readiness and route to market
Use these resources and services to decide your next step.
Decide whether MAS fits your business
Talk with TurboGSA about demand, readiness, and the marketing plan behind your GSA decision.