GSA Contracts for Dummies

Let’s be real: navigating federal contracting is about as straightforward as assembling Ikea furniture without instructions. And if you spend even a little time in this world, people start throwing out acronyms and terms that make a lot of sense to industry vets, but can feel hard to navigate when you’re new. At some point you might still have questions but feel like you’re too afraid to ask. 

Don’t worry, we’ll cover the basics so you can get some real answers. This guide will break it down: no fluff, just facts and definitions.

Today we’re going to cover GSA contracts. This is a pretty common U.S. government contract vehicle so it will help to know what it is, why government agencies like it, and in what ways you could benefit from it. 

By the end of this, you’ll know what a GSA contract is, how to get on a GSA Schedule, and whether it’s right for your business. Plus, we’ll cover the steps to get there and (we don’t want to toot our own horn too much but) how a consultant like Summit Strategy can help you avoid pulling your hair out.

What is a GSA Contract?

A GSA Contract—also called a GSA Schedule or Federal Supply Schedule (FSS)—is a long-term agreement between a business and the General Services Administration. The purpose? To provide federal agencies with pre-vetted products and services at pre-negotiated prices. Think of it as the government’s version of Amazon Prime—only with way more paperwork and fewer impulse buys.

GSA is the acquisition arm of the federal government, connecting commercial businesses with federal government buyers and contracting opportunities. It currently facilitates more than $84 billion of products, services, and solutions for federal agencies. Over the years, GSA has expanded its role beyond procurement to include real estate management and the development of various federal policies and regulations.

GSA Schedule contracts fall under the GSA Multiple Award Schedule (MAS) program, which is a type of Indefinite Delivery, Indefinite Quantity (IDIQ) contract. In plain English? There’s no cap on how much you can sell to the government, and you can hold your contract for up to 20 years (initial five-year award, with three five-year renewal options). It’s a long-term game with serious potential.

The GSA Schedules program was designed to make the buying process easier and faster for federal agencies for everything from furniture to information technology to human capital. Instead of going through the headache of a full-blown procurement process, agencies can simply purchase from GSA-approved vendors. This means:

• Pre-negotiated, fair, and reasonable pricing (yes, you have to prove your prices are competitive).
• Faster procurement times—agencies can skip the lengthy bidding process.
• More transparency in government spending.
• A massive market—federal procurement spends about $36 billion per year through GSA Schedules.

Is My Company Eligible for a GSA Contract?

Before you start picturing yourself as a top government supplier in the federal marketplace, let’s make sure your business qualifies. The GSA doesn’t let just anyone in—you need to prove you’re reliable and can deliver on contracts. Here’s what you need to know before jumping in:‍

• Register on SAM.gov: No SAM.gov registration? No GSA MAS contract. This is step one, no exceptions.
• Two years in business: Unless you're applying through the Startup Springboard, your company needs to have been operational for at least two years and be able to provide two years of financial statements.
• Past performance & corporate experience: Uncle Sam isn’t taking your word for it. You need to show proof of successful contracts, quality control measures, and relevant project experience.
• Commercially available & TAA compliance: Your products or professional services must be available in the commercial market and compliant with the Trade Agreements Act (TAA).
• Fair & reasonable pricing: If your pricing makes government buyers choke on their coffee, you won’t make the cut. Be prepared to justify your prices with solid market research.
• FAS ID registration: Every contractor needs a FAS ID to access GSA’s eOffer and eMod systems.
• Correct SAM POC listings: Ensure you’re listed as a Government Business Point of Contact (POC), Electronic Business POC, or Past Performance POC in SAM.gov to avoid unnecessary delays.

Want to see if a GSA contract makes sense for your business? Use Schedules Sales Query Plus to check past government spending and research both agencies that might buy your product and your competitors.

The GSA works with Fortune 500 companies all the way down to set-aside contracts for veteran-owned small businesses, service-disabled veteran-owned businesses, women-owned businesses, and businesses in HUBZones.

Once you've met these qualifications, you're ready to start developing your proposal. This includes: 

• gathering financial statements
• developing a price proposal
• creating a subcontracting plan (if applicable)
• and various other required forms found at www.gsa.gov/masscopeandtemplates.

Yes, it’s a lot. But the good news? Once you submit, the hardest part is over. And if this sounds overwhelming, don’t worry—that’s why consultants like Summit Strategy exist. We’ve worked with countless organizations doing business with the federal government and can help you get through this process smoothly.

Benefits of a GSA Contract

Why go through the hassle? Because once you’re on a Multiple Award Schedule (MAS) contract, selling to the government gets a whole lot easier. Here’s why:

• Federal buyers trust GSA-approved vendors, meaning you won’t have to constantly prove your credibility—GSA has already done that for you.
• Agencies can buy directly from you, skipping the usual bureaucratic hurdles and making the procurement process much faster.
• You’ll gain exclusive access to federal customers, giving you opportunities that non-GSA businesses can’t compete for.
• Your pricing and contract terms are pre-negotiated, so transactions are smoother, and you avoid endless pricing negotiations.

And there are a lot of resources published and supported by the government and the Small Business Administration (SBA) to help you succeed in your contract and streamline your work with the government. Some of these include:

• Roadmap for New Schedule Offerors
• Vendor Support Center
• Vendor Education Center

Bottom line? A GSA Contract gives your business a competitive edge in federal contracting without constantly chasing bids.

What are the Steps to Obtain a GSA Contract?

Sounds great, right? So how do you get started?

First, a reality check: federal contracting is governed by the Federal Acquisition Regulation (FAR)—a massive rulebook designed to keep things fair and consistent. It also happens to make government solicitations long, dense, and about as exciting as watching paint dry. If it’s your first time tackling a GSA proposal, understanding how to read and respond to these documents is critical.

But don’t worry—we’re breaking it down into manageable steps.

1. Market Research: Before you do anything, figure out if the government actually buys what you sell and if your business development goals can meet their needs. Check GSA eLibrary and Schedules Sales Query Plus (SSQ+) to see past spending.
2. Find the Right Solicitation: Identify the Multiple Award Schedule (MAS) category that matches your products or services. It is crucial to pick the right Special Item Numbers (SINs).‍
3. Prepare Your Proposal: This is where the real work happens. You’ll need to:
   1. Carefully read the solicitation to understand the requirements. Make sure your business meets them—the government isn’t looking for aspirational companies.
   2. Use the government-provided templates, no need to reinvent the wheel.
   3. Build a compliance checklist of all required documents and steps for submission, make sure you’re compliant. Seriously. Be compliant on everything.
4. Submit Your Offer: Once everything is ready, upload your proposal through GSA’s eOffer system.
5. Negotiate with a Contracting Officer: Expect back-and-forth discussions on pricing, compliance, and contract terms.‍
6. Win the Contract & Stay Compliant: Congrats! The work doesn’t end after contract award. Now, you need to follow GSA’s reporting rules, update pricing as needed, and actually sell through your contract.
   1. One important thing to keep in mind here about governmentwide acquisition contracts, you need to make sure you’re actively working with government agencies to keep this contract. To stay on a GSA schedule you need to hit the minimum of $25,000 in sales each year. This can require actively reaching out to different agencies and publicizing your contract so you can reach those sales numbers.

If this sounds overwhelming, that’s because it can be. Many small businesses hit a wall during the proposal stage—this is where experts (like Summit Strategy) can help make the process smoother and increase your chances of success.

Unlock the Opportunities of GSA Contracts Today

A GSA Schedule can open doors to steady, long-term government contracts, but getting there requires effort, patience, and expertise. If you’re serious about federal contracting, now’s the time to take action.

Winning a GSA Schedule Contract is one thing, but understanding how to prepare federal proposals is a whole other skill set. Even if you’re not going after a GSA contract, most federal proposals follow similar steps:

• Read the RFP Carefully: Every government solicitation is different. Make sure you understand the requirements, evaluation criteria, and deadlines.
• Define Your Win Strategy: Why should the government pick you? Be clear on your competitive advantages.
• Develop a Compliance Checklist: Missing one required document can get your proposal rejected.
• Write a Strong Technical & Pricing Proposal: The government wants to see how you’ll meet their needs at a competitive price.
• Submit Before the Deadline: Late proposals aren’t accepted—no exceptions.

Federal contracting is competitive, but with the right approach (and some expert guidance), it’s an opportunity that can take your business to the next level. Summit Strategy specializes in helping small businesses like yours get on a GSA Schedule without the frustration. Let’s turn your federal contracting goals into reality—contact us today to get started.

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