What is a GSA Multiple Award Schedule (MAS)?

Ever thought about getting on a GSA Schedule? Have you even made it as far as looking at the steps you need to take to submit a proposal … then downloaded the checklist and immediately felt lost and overwhelmed? 

We get it. Even though the government has tried to make it straightforward, there’s a lot going on behind the scenes of government contracting that can make getting on a GSA contract feel overwhelming. 

Don’t worry, you don’t have to go it alone. We’re here to help you. 

First, the basics: at its core, the General Services Administration (GSA) is responsible for managing government buildings, developing policies, and—most importantly—streamlining the procurement process. The GSA Multiple Award Schedule (MAS) is a key tool that simplifies how government agencies purchase the products and services they need.

Sounds straightforward enough, right? Well, sort of. Let’s dive into the details of what a GSA contract is, why they matter, and how to prepare a proposal for one. 

What is a GSA MAS Contract?

A GSA Multiple Award Schedule (MAS) Contract is a government-wide contract vehicle that allows federal agencies to purchase a wide variety of products and services from pre-approved vendors. 

For newbies to contracting with the GSA, there are a lot of terms that you’ll start to hear. Make sure you know what you’re talking about when these other terms come up related to MAS contracts: 

• The Federal Supply Schedule (FSS) is the umbrella term for a series of contracts used by the federal government to procure products and services from pre-approved vendors. It’s the overarching framework created by the GSA to streamline government procurement.
• The term GSA Schedule is often used interchangeably with Federal Supply Schedule, but it specifically refers to the list of contracts within the Federal Supply Schedule. These are pre-negotiated contracts covering various industries. The GSA MAS is the latest evolution of the GSA Schedule system. It consolidates multiple individual GSA Schedules into one broad contract vehicle. Previously, the government had several different Schedules (e.g., Schedule 70 for IT services, Schedule 75 for office supplies). Now, the GSA MAS combines many of those into one unified system. It covers a wide range of products and services, making it simpler for vendors to apply for and for agencies to purchase from.
• GSA Contract is a broad term for any contract managed by the GSA, including both Schedules and other procurement agreements.

All of these terms basically mean the same thing: government contracts negotiated by the GSA which other government agencies can use to streamline purchasing processes by consolidating the extensive negotiations each time an agency needs to make a purchase. 

What Can You Sell Through a GSA Contract?

GSA covers just about everything. If the federal market needs it, there’s probably a category for it. However, the GSA Schedule contract isn’t a free-for-all—you need to know where your products or services fit. 

So let’s look at the 12 major categories and their key subcategories, covering over 12 million commercial products and services, such as:

• Facilities: Need to keep the government’s lights on? This category includes building maintenance, energy solutions, and facility management.
• Furniture & Furnishings: From office chairs to modular workspaces, this category has everything needed to outfit federal offices.
• Human Capital: Covers everything from hiring and recruitment to training and benefits administration.
• Industrial Products & Services: Includes hardware, machinery, and repair services for government operations.
• Information Technology (IT): Think cloud solutions, cybersecurity, software, and IT consulting services.
• Miscellaneous: A catch-all for things like apparel, flags, signs, and other government necessities.
• Office Management: Covers office supplies, document management, and administrative support services.
• Professional Services: Includes consulting, financial services, legal support, and marketing solutions.
• Scientific Management & Solutions: Covers laboratory equipment, environmental testing, and other scientific services.
• Security & Protection: Everything from surveillance equipment to personal protective gear and security services.
• Transportation & Logistics Services: Includes vehicle leasing, shipping, and freight services.
• Travel & Lodging: Covers lodging, relocation, and other travel-related services for government personnel.

Each of these labor categories breaks down further into Special Item Numbers (SINs), which define what specific services or products your company offers. Knowing your SINs and North American Industry Classification System (NAICS) codes is crucial when applying for a contract—it determines how government buyers find and purchase from you.

Benefits of GSA Contracts

Getting on the GSA Schedule means two major things for your large or small business: credibility and easier access to government buyers. Agencies love working with GSA Schedule holders because the pricing is pre-negotiated by a GSA contracting officer, which means less paperwork and faster procurement. You, on the other hand, get a streamlined sales process and a nice boost in legitimacy.

Once you're on the GSA Schedule, your products and services are listed on GSA Advantage, an online marketplace that is widely used by federal buyers. Not everyone is on a GSA Schedule, so you face limited competition in GSA Advantage. And your products and services are marketed directly to federal buyers, increasing the chance of securing contracts.

How Do I Acquire a GSA Schedule Contract?

Before you start dreaming about swimming in government contracts Scrooge McDuck-style, know this: Getting a GSA MAS contract is neither quick nor easy. It requires preparation, patience, and a willingness to deal with bureaucracy. 

If you’re up for the challenge, though, it can be a game-changer. Here are some steps you can take to acquire your GSA schedule contract. 

Step 1: Make Sure You’re Eligible

Not all business offerors are ready to get on a GSA Schedule. You’ll need to meet some baseline requirements:

• Be in business for at least two years (unless you qualify for the Startup Springboard program).
• Have financial statements that show you're stable (GSA doesn’t want to work with businesses that might fold tomorrow).
• Offer fair and reasonable pricing (aka, don’t price gouge the government—they check).
• Have past performance descriptions that prove you can actually deliver what you’re selling.
• You must be registered in the System for Award Management (SAM) before you can do business with the federal government.
• Prove your products or services come from an approved country based on the Trade Agreements Act (TAA).
• Have products that are commercially available (GSA doesn’t want to be your test market; your products or services should already be selling in the commercial space).

If you can check all those boxes, you’re good to move on.

Step 2: Do Your Homework (Yes, More Homework)

Before you start applying, you need to figure out if the government is even buying what you’re selling. The GSA Schedule is broken into different categories (that align with NAIC codes—because the only thing the government loves more than fair pricing is another  acronym). You’ll need to find the right category for your business, which you can do by digging through GSA eLibrary or SAM.gov.

Pro tip: If you don’t see much government spending in your category, a GSA Schedule might not be the right move for you. There’s no point in getting on a contract vehicle that no one’s driving. You might be better off directly contracting with individual agencies.

Step 3: Get Your Paperwork in Order

The application process is where things get fun (and by fun, we mean tedious). Unlike other government proposals, the window to submit a GSA MAS application is always open. Meaning you can create your proposal and submit at any time of the year. 

The GSA provides a template that can help, but in general you’ll need to submit a proposal that includes:

• Your financials (as we said before, GSA wants to know you won’t go bankrupt mid-contract).
• A price proposal (which includes fixed-price discounts you offer to your best commercial customers—GSA expects the same or better pricing).
• A technical proposal (showing you actually know what you’re doing).
• Past performance documentation (because the government wants proof you can deliver).

This is where many businesses get stuck. The process is detailed, and even small mistakes can set you back weeks (or months). 

Step 4: Submit and Survive the Review Process

Once your proposal for the MAS solicitation is in, GSA will review it, ask questions, and possibly negotiate pricing. This part can take anywhere from a few months to a year, depending on how prepared you are and how quickly you respond to GSA’s requests. They will scrutinize your pricing, past performance, and compliance with regulations. Be prepared to explain why your price list is fair and how you determined it.

Step 5: Celebrate (and Then Start Marketing)

Congratulations, you made it through! Now, the real work begins. Just because you’re GSA Schedule contract holders doesn’t mean buyers will magically show up at your door. You need to actively market your contract, build relationships with agency buyers, and respond to Requests for Quotes (RFQs), Requests for Information (RFIs), Requests for Proposals (RFPs), and task orders from government agencies on places like on GSA eBuy or through individual agency websites.

Having a GSA Schedule is like having a gym membership—it only works if you use it. If you’re not proactively selling, you’re not going to see much return on the effort it took to get on the Schedule in the first place and you won’t get a renewal for the option periods.

Need Help getting started?

Getting a GSA MAS contract isn’t for the faint of heart. It’s a long, detailed process that requires patience and persistence. But if you’re serious about selling to the government, it can be one of the most valuable tools in your contracting arsenal.

If this all sounds like a lot (because it is), don’t be afraid to get expert help. Whether you go the DIY route or bring in a consultant, make sure you understand the process so you can maximize the benefits once you’re on the Schedule.

We know what it takes to win and keep a MAS contract. And we know how to help your business get over the hill in the proposal stage. So get in touch with us to help you with any stage of the process, whether you’re evaluating if a MAS contract will work for you, preparing the proposal, or wanting to get the word out about your GSA MAS contract. At Summit Strategy, we have the expertise and experience to help at every stage. Talk with us today!

Now, go forth and conquer the world of government contracting—just don’t expect it to happen overnight.