A Guide to Getting on the GSA Schedule: Steps and Best Practices

One of the most powerful tools that private companies and especially small businesses have at their disposal is access to the GSA schedule. The GSA schedule opens up the whole world of federal contracts for your business. 

The process is also meant to streamline the overall procurement and acquisition process between government contracting and vendors by establishing pre-negotiated pricing, terms, and conditions. This way, the rules of the game are already known by both parties so time can be spent ironing out the details of the product or service itself rather than the terms of service. 

But how do you go about getting on the GSA schedule? And does your business need to be on the schedule or can you subcontract through a prime contractor instead? Let’s take a look and find out. 

Understanding the GSA Schedule

The GSA schedule is a powerful tool that can take your earning to the next level. Federal contracts can be some of the most lucrative around, but you’ve got to pay to play, and by pay we mean get on the schedule. There is no fee to get on the schedule, but you do have to be eligible and go through the process of submitting your application and being approved. 

What is a GSA Schedule?

A GSA Schedule is a contract between a company and the General Services Administration (GSA) that allows the company to sell products and services to federal agencies. Physical products are made available on the GSA Advantage website, which is a clearinghouse of all vendors that have been approved on the GSE schedule, making it a lot easier for contracting officers and even end users to choose items for purchase. 

So, the GSA schedule is the process of getting approved, and then the GSA Advantage is a tool for vendors to get their products listed. How does it work? Let’s say you are a contracting officer for an Army Garrison installation and the Department of Public Works needs new zero-turn mowers for the installation. There might be a dealership outside the front gate but that does not mean it is an approved vendor. GSA Advantage is where approved vendors are so you need to check there first even if you could get the tractor right outside the gate. And sometimes local dealers are vendors. 

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The GSA Schedules program, also known as the Multiple Award Schedule (MAS) program, provides federal, state, and local government buyers with access to over 12 million products and services at discounted prices.

GSA Schedule contracts are indefinite delivery, indefinite quantity (IDIQ) contracts with no set limit on sales to the government or contract duration. There are millions of different products that fit this criteria: furniture, office supplies 

The GSA Schedule process is designed to streamline the federal government’s acquisition process, connecting commercial entities with federal business opportunities. GSA Schedule contracts are used for commercial off the shelf (COTS) products and services, with a 20-year validity period and a 5-year base period and 3 five-year option periods.

Eligibility and Requirements

The first step in the process is to determine eligibility. Not every small business is eligible, so you need to figure out whether you are or not. 

Am I Eligible to Get a GSA Schedule Contract?

To qualify for a GSA Schedule Contract, your company must have a strong reputation and a proven track record. It will be harder for startups and bootstrapping small businesses to get on the GSA schedule. 

Your company must also have the necessary resources and capabilities to fulfill government contracts. A surefire way to lose certification is by not fulfilling a contract or supply request for order.  

The GSA will review your company’s financials, past performance, and pricing to assess eligibility. This is a serious thing; GSA Advantage and the other primary sources for finding GSA approved contractors includes emergency and natural disaster relief products. 

A GSA Schedule Contract is a valuable asset for companies looking to expand their government sales, but your company must also comply with the Trade Agreements Act and offer fair and reasonable prices.

Preparing for the Application Process

Once you determine that your business is eligible to be on the GSA schedule, you need to apply.

In-House Resources and GovCon Experience

You’ll need to allocate internal resources towards obtaining your GSA Schedule Contract. It is a real commitment, albeit one that has the potential to pay off in a big way. A GSA consultant can significantly reduce the number of hours your resources spend on the project. Without a consultant, prepare to devote 160-300 hours towards obtaining your GSA Schedule.

Application Process and Timeline

Here’s what the application and timeline look like for getting on the GSA schedule. 

How to Get a GSA Schedule

Getting a GSA Schedule requires developing a proposal in response to the standing GSA Schedule solicitation. The GSA schedule is a solicitation process, not a one-size-fits-all affair. 

GSA will review your proposal and assess your company’s capabilities, financials, past performance, and pricing. Again, this is to protect the interests of the government and they have to make absolutely sure that a small business will be able to fulfill 

  • A GSA Schedule proposal is a critical step in obtaining a GSA Schedule Contract.
  • GSA will review your proposal to determine eligibility for a GSA Schedule Contract.
  • The application process typically takes one year, with a 12-month timeline from submission to award.

GSA Schedule Contracts

This program is part of the $44.5b government program. Businesses can request GSA Schedule contracts for the sale of their products or services to government customers. GSA schedule contracts enable government sellers to streamline sales by allowing government buyers to purchase directly from a company. GSA contracts are generally used as an incentive for federal agency sales but may be used in some cases to sell to local and federal governments.

Working with Federal Agencies

We have been working with numerous federal agencies for decades and have built key strategic relationships all throughout the federal government, namely the DoD. Here are a few of our lessons learned about working with federal agencies over the decades. 

Marketing Your Services to Federal Agencies

  • A GSA Schedule contract can be a game-changer for companies looking to expand their business opportunities, providing access to a vast federal market and simplifying the procurement process.
  • With a GSA Schedule, businesses can connect with government buyers, boosting credibility and market presence, and reducing competition in the federal market.
  • The federal market is substantial, with annual sales exceeding $45 billion, offering a vast opportunity for businesses to obtain a GSA schedule contract.
  • Being on the GSA Schedule gives companies a competitive edge, making them more attractive to federal buyers and providing broad market access to all federal agencies.
  • We can help you market your services to federal agencies and increase your chances of winning government contracts.

Best Practices for Success

There are a few best practices that we suggest you take heavily into consideration to get on the GSA schedule. Do what you say you’re going to do. Do deliver what you promised and when you promised it. Ideally, ahead of schedule. The government is all bureaucracy at the top, but down in the trenches where the work gets done, those folks remember. Relationships matter. 

Build strong relationships with the folks getting the work done. 

Tips for Getting on the GSA Schedule

  • Make sure to comply with the Trade Agreements Act and offer fair and reasonable prices. If you don’t you won’t get much business. 
  • Make sure that your company has a strong reputation and a proven track record. If you promise to deliver it, make sure you do. 
  • Set aside internal resources to get your GSA Schedule Contract.
  • Consider hiring a GSA consultant to streamline the process and reduce the workload. 
  • Focus on GSA Schedule sales and business strategy to maintain your contract and avoid cancellation.

Parting Thoughts

Getting on the GSA schedule is one of the most lucrative certifications you can get, but it is not to be taken lightly. It is a real investment of time and energy, and you may want to invest in a professional consultation to get the ball moving in the right direction. But once you are on the GSA schedule, a whole new world of opportunity opens up to you. 

While we don’t help with GSA schedule consultations, we hope our take on the process helps your decision making process about the validity of getting on the schedule and next steps in the process. 

For matters pertaining to government procurement, parts procurement and logistics, aircraft sustainment and more, check out our contact page and drop us a line! We will get you started today, or you can go to our online quote tool and get started now if you know what you need.