How Do I Get a GSA Schedule Contract?

Obtaining a GSA Schedule contract makes your company eligible to sell your products and services to the government, and grants you access to a more targeted and less competitive marketplace. Federal buyers often prioritize vendors with GSA Schedule contracts, seeking their commercial products and services before looking elsewhere. With the changes the new administration is making, agencies will be relying on pre-existing commercial vehicles even more, especially the GSA Multiple Award Schedule (MAS) Program.

However, there are responsibilities to being a GSA Schedule contractor holder, and it’s important for companies to understand the pre-requisites and obligations as a GSA MAS contractor and be prepared to meet the expectations of the program.

What Are the Prerequisites for Obtaining a GSA Schedule Contract?

The process of becoming a MAS contractor is extensive, and it’s essential to make sure you meet all requirements before you begin the award process to avoid rejection at any stage of the application.

Pathways to Success

Before pursuing a GSA Schedule contract, you need to complete the Pathways to Success training course. This helps determine if a GSA contract aligns with your company’s goals and outlines the GSA Schedules Program and its award criteria.

Years in Business

While companies are typically required to have at least two years of corporate experience to get a Schedule, there is a program that allows eligible start-ups to submit an offer with alternative evidence. GSA’s Startup Springboard Program is available across all MAS categories and streamlines the process for obtaining a GSA Schedule. If you opt into this program, you must be prepared to provide examples that demonstrate financial responsibility and your ability to deliver the products and services you intend to offer to the government. You can rely on past corporate and project experience of key personnel.

Readiness Assessment

GSA uses a Readiness Assessment gauge how successful your company may be under a MAS contract. The assessment must be completed by an employee who will also serve as an Authorized Negotiator for your company.

Trade Agreements Act (TAA) Compliance

The Trade Agreements Act (TAA) requires that final products procured by the U.S. government be made in a TAA compliant country. Products that are “substantially transformed,” or use essential components from certain foreign countries, are prohibited from sale under a GSA Schedule. You can view the list of countries not in accordance with TAA compliance here.

Active SAM UEI number

Before you can begin working on your contract proposal, you must obtain a Unique Entity Identifier (UEI), which is issued and maintained by the System for Award Management (SAM.gov). A UEI is required for any entity seeking a GSA Schedule contract. For more information on how to obtain a UEI, please refer to our blog post, How to Get a Unique Entity Identifier.

How Do I Choose the Right Special Item Number (SIN) for My GSA Schedule Contract?

Choosing the right Special Item Number (SIN) for your offering(s) not only strengthens your GSA Schedule contract proposal, but also helps your products or services stand out to federal buyers and align with the most relevant contract opportunities. A complete list of SINs can be found on the Multiple Award Schedule page on GSA’s website. The lookup table provided includes large categories, subcategories, SIN, North American Industry Classification System (NAICS) Codes, SIN title, SIN description, and SIN-specific resources.

What Are the Steps to Obtaining a GSA Schedule Contract?

When compiling your GSA proposal, it’s imperative that you follow the steps below exactly for the best chance of receiving an award and avoiding delays or rejection during the review process.

Administrative Section

The administrative section is straightforward, and you must make sure that the following action items are completed:

• Confirm completion of the Pathways to Success training and readiness assessment
• Confirm that your company has a valid SAM registration and UEI
• Confirm that your company has not held or canceled any MAS Schedule contracts, or received any rejections, within the past two years
• Confirm that your company does not have any other pending MAS offers currently being evaluated by GSA
• Provide financial statements (both balance sheet and income statement) for the past two years (slightly different if applying under the Startup Springboard)
• If applicable, submit a subcontracting plan (for “Other than Small Businesses”)

Technical Section

The technical section requires more documentation and serves as an opportunity to demonstrate to GSA that your company can manage orders under a MAS Schedule contract. You must:

• Demonstrate a minimum of two years of corporate experience (slightly different if applying under the Startup Springboard)
• Obtain Past Performance Evaluations from customer references related to a project that aligns with the SIN you are applying for
• Complete a quality control narrative
• Provide a past project description that outlines specific work performed related to the SIN, along with a corresponding statement of work

Pricing Section

The price proposal section is the final part of your submission and is often the most challenging to navigate. You must:

• Complete a “fair and reasonable” pricing narrative to ensure that no commercial customers are receiving rates lower than those offered to GSA
• Complete the Price Proposal Template (PPT), confirming that all submitted prices are current, accurate, and complete
• Provide relevant pricing documentation for every proposed product or service SIN you want your contract to cover
• Disclose your Commercial Sales Practices (if you are not required to enter into the Transactional Data Reporting, or TDR Program)

For additional information on the price proposal section, please refer to our blog post, How to Prepare Your GSA Schedule Proposal: The Pricing Section.

What Happens After I Submit a GSA MAS Contract Proposal?

Once your GSA MAS contract has been submitted, a Contracting Specialist (CS) and a Contracting Officer (CO) will be assigned to begin the review process, which includes the clarifications and negotiations phase.

If there are any ambiguities or missing information in your submitted documents, you will be required to update them accordingly and return the revised documents to the CS within the specified time frame. Common areas that may require clarification include the scope of your SINs or additional details regarding your pricing proposal for the past two years.

After the clarifications phase is complete, your contract will move into negotiations. This stage typically addresses your base discount, quantity or volume discounts, and payment terms. You must confirm your understanding of your contract’s terms and conditions, including the requirement to accept Mass Modifications. You will also have the opportunity to respond to any identified weaknesses in your proposal and make adjustments to strengthen your chances of receiving an award.

I have My GSA Schedule Contract—What’s Next?

After your company is awarded a GSA Schedule contract, it is your responsibility to remain compliant with the terms and conditions of the agreement. This includes maintaining your SAM UEI registration annually and updating it promptly if any company information changes. Your company must also keep your price list current and accept Mass Modifications within 90 days of receipt. Additionally, GSA Schedule sales reporting is due monthly or quarterly depending on what type of reporting you are opted into (Legacy Commercial Sales Practices or TDR).

You may make modifications to your contract throughout its duration, including administrative or technical changes, as needed. You also have the opportunity to renew your contract every five years, up to a total of 20 years, provided your contract is in good standing and your company has met the minimum sales requirement.

Need Help Acquiring a GSA Schedule Contract?

After deciding that a GSA MAS contract is the right fit for your company, beginning the proposal process can feel daunting. At Winvale, our team of experienced consultants has helped hundreds of companies successfully acquire and maintain GSA MAS contracts. With years of expertise and proven methods refined over time, we simplify the proposal process, making it easier for companies like yours to sell products and services to government agencies.

If you have questions or want to learn more about the GSA Schedule contract acquisition process, Winvale is here to help.