Should Your Company Get a GSA Schedule?

A GSA Multiple Award Schedule (MAS) Contract, frequently referred to as a GSA Schedule, can be a valuable tool to expand your government sales. Obtaining a GSA Schedule can be time-consuming and complex, so it’s important to evaluate if the contract is a good fit for your business before you invest the time and resources.

Review the eight questions in our GSA Schedule Assessment below to help determine if your company should get a GSA Schedule Contract. The questions are grouped into three core sections: 1) Do you Qualify, 2) Would You Benefit, and 3) Are you Ready?

GSA Schedule Assessment

How to Determine GSA Eligibility, Benefit, & Readiness

Do You Qualify for a GSA Schedule?

Determining eligibility is the first step in deciding if a GSA Schedule is right for your business. The questions below address the most high-level requirements to obtain a GSA MAS Contract. Keep in mind, there may be additional requirements depending on your product/service offering.

❶ Has your company been in business for at least two years?

With the exception of the IT Large Category, your company must be in business for at least two years to qualify for a GSA Schedule. If you don’t yet meet this requirement, see what you can do in the meantime here.

❷ Is your company cash flow positive and financially stable?

If you cannot confidently answer yes to this question, it requires a deeper look. Depending on the circumstances, you may be able move forward with a few additional steps or you may need to put your proposal on hold.

❸ Do your products or services fit within the GSA Schedule?

Your products or services must fit within one of the GSA Schedule Special Item Numbers (SINs). While most commercially available products and services have a place on the GSA Schedule, some items are not allowed. Prohibited items include firearms, ammunition, construction, and architecture services. You can view a full list of GSA Schedule categories and SINs here.

❹ If you offer products, are they TAA complaint?

All products on the GSA Schedule must be manufactured or “substantially transformed” in the U.S. or a Trade Agreements Act (TAA) designated country. This is a firm requirement. You can view the list of TAA designated countries here.

Would You Benefit from Holding a GSA Schedule Contract?

After determining eligibility, take the time to conduct market research and assess your company’s potential for success as a GSA MAS Contract holder. Utilize online resources to review existing contractors and sales to determine if government buyers are using the GSA Schedule to purchase products and services similar to yours. If you currently sell to the federal government, consider reaching out to your buyers and asking if they would utilize your GSA Schedule Contract.

If your government buyers are not yet using the GSA Schedule, you may still want to consider getting the contract because of government wide Category Management. Category Management is an initiative that drives federal contract awards through specific contract vehicles and away from open market procurements and duplicative contracts. Agencies are tasked with increasing their “Spend Under Management” each year, which means spending through contract vehicles classified as Tier 1, 2, or 3 solutions. The GSA MAS Contract is considered a Tier 2 solution, and parts of the contract are even considered a Tier 3, Best-in-Class solution.

Learn more about Category Management here and find out what contracts your government buyers may use in the future to meet Spend Under Management goals.

❺ Are your customers requesting that you obtain a GSA Schedule Contract?

This is a strong indicator your company could benefit from holding a GSA Schedule. Especially if the request is coming from multiple customers, is for ongoing orders, or is for a high dollar value.

❻ Are government buyers using the GSA Schedule to purchase what you offer?

Unless you have committed buyers or are aware of upcoming opportunities through the GSA Schedule, this is the most important question. Take the time to research sales to assess potential demand for your offering through the GSA Schedule.

Are You Ready to Get a GSA Schedule?

Once you obtain a GSA MAS Contract, you must achieve $25,000 in sales during the first two years of your contract, and $25,000 in sales each following year. If you cannot meet minimum sales requirements, GSA reserves the right to cancel your contract. While some companies may present the GSA Schedule as a no-bid, set-it-and-forget-it sales magnet, you have to actively pursue opportunities to be successful. With this in mind, it’s important to make sure your company is ready to pursue government business when you receive your GSA Contract award.

❼ Does your company currently sell to government buyers?

Experience in government sales will allow you to hit the ground running. If you don’t have any government sales experience, either direct or as a subcontractor, a GSA Schedule Contract may not be the best starting point. View tips for getting started in the government space here.

❽ Have you served as a subcontractor to a government prime?

If you’ve served as a subcontractor, you know there’s a demand in the government market for what you offer. Your experience combined with a GSA Schedule can help you transition to a prime contractor.

Should You Get a GSA Schedule – Takeaway

If your company has the experience and resources, a GSA MAS Contract can expand your pool of opportunities, streamline the government sales process, and increase sales. Qualifying for the contract is a first step, but does not guarantee success. The GSA Schedule is a tool that takes time to learn how to utilize effectively. To get the most value from your investment, it’s important to evaluate the potential benefit to your company and assess your readiness. With the proper research and planning your GSA Contract can serve as a beneficial key component of your government sales strategy.

Have Additional Questions? Ready to Move Forward?

Federal Schedules, Inc. has been helping companies obtain and manage their GSA Schedule Contracts since 1986. Contact us to discuss how we can help your company evaluate and potentially pursue a GSA Schedule Contract.