GSA Schedule: Complete Guide to Getting on Schedule

The GSA Schedule (also called GSA MAS or Multiple Award Schedule) is one of the most powerful tools for selling to the federal government. Once you are on schedule, agencies can buy from you without going through the full competitive bidding process — making it faster and easier to win contracts.

But getting on GSA Schedule is not simple. This video walks you through the entire process, from determining if it is right for your business to submitting a successful application.

What Is GSA Schedule?

GSA Schedule is a long-term government-wide contract managed by the General Services Administration. Think of it as a pre-approved catalog of vendors that federal agencies can buy from directly.

Key benefits of being on GSA Schedule:

• Simplified purchasing — Agencies can issue orders without full competitive bidding
• Higher visibility — Your products/services appear in GSA Advantage, the government's online shopping platform
• Streamlined sales cycle — Contracting officers prefer GSA vendors because it reduces their paperwork
• Multi-year contract — GSA Schedules last 5 years with three 5-year options (20 years total potential)
• State and local access — Many state/local governments can also buy through GSA Schedule

Is GSA Schedule Right for You?

GSA Schedule is not for everyone. Before applying, consider:

Minimum requirements:

• At least 2 years in business
• Demonstrated past performance (commercial or government)
• Financial stability to fulfill contracts
• Products or services that fit GSA categories

Best candidates:

• Companies with commercial pricing already established
• Products/services purchased repeatedly by government
• Businesses with capacity to handle volume orders
• Companies ready to invest 6-12 months in the application process

Not ideal for:

• Startups without track record
• Highly customized one-off services
• Companies without established commercial pricing
• Businesses that cannot wait for the approval timeline

The Application Process

Getting on GSA Schedule involves several steps:

1. Determine Your SIN (Special Item Number)

GSA organizes products and services into categories called SINs. You need to identify which SIN(s) match what you sell. The GSA eLibrary shows all available SINs and their descriptions.

2. Register in SAM.gov

You must have an active SAM.gov registration before applying. If you are not registered, start there first.

3. Prepare Your Offer

This is the meat of the application. You will need:

• Commercial price list or rate sheet
• Basis of award customer (your best commercial customer pricing)
• Past performance references
• Financial statements
• Technical documentation for your products/services
• Terms and conditions

4. Submit Through GSA eOffer

Applications are submitted electronically through the GSA eOffer system. The system guides you through required documents and certifications.

5. Negotiate With GSA

A GSA contracting officer will review your offer and may negotiate pricing, terms, or request additional information. This back-and-forth can take several months.

6. Award and Activation

Once negotiations are complete, you receive your GSA Schedule contract. You then need to upload your catalog to GSA Advantage to make your offerings visible to buyers.

Pricing Strategy

Pricing is the most complex part of GSA Schedule. Key concepts:

Most Favored Customer (MFC) Pricing — You must offer the government pricing equal to or better than your best commercial customer. This is called Price Reductions Clause compliance.

Industrial Funding Fee (IFF) — GSA charges a 0.75% fee on all sales. Factor this into your pricing.

Economic Price Adjustment — Your contract includes provisions for price increases, but they must be justified and approved by GSA.

After You Are On Schedule

Getting on Schedule is just the beginning. To actually win orders:

• Optimize your GSA Advantage listing — Use keywords, detailed descriptions, and images
• Market directly to agencies — Schedule holders still need to pursue opportunities
• Respond to RFQs — Agencies issue Request for Quotes to Schedule holders for specific needs
• Maintain compliance — Keep your catalog current, report sales quarterly, and renew on time