The GSA Multiple Award Schedule (MAS) Program is the premier contract vehicle for the government. A GSA Schedule contract is a long-term government-wide contract between contractors and the government. While there are some great benefits to holding a GSA contract, it's not for every business. GSA contracts take some work and a considerable amount of bandwidth. Let’s analyze some of the pros and cons of getting on a GSA Schedule contract to better understand what you can expect as a contract holder.
Pro: Access to an Extensive Marketplace
One of the top reasons to consider getting a GSA Schedule is the level of customer access and visibility for your products and/or services. With a government contract you enter a whole new marketplace, and GSA is one of the best ways to dip your toe into this world. There are a multitude of federal, and in some cases state, local, and tribal entities that are authorized to use GSA sources of supply and services.
GSA Schedule contractors also have unique access to procurement sites and platforms including GSA eBuy, where you respond to Requests for Quotes (RFQs) and Requests for Information (RFIs), or GSA Advantage!, where government buyers can purchase your products in a few clicks similar to Amazon.
Con: It's Not Easy to Get a GSA Schedule
Getting on the GSA Schedule can be difficult without the proper knowledge. A lot of our clients come to us having tried to get a GSA Schedule on their own, but they didn't have the bandwidth or knowledge to navigate the process. While the government is transparent and many of the documents can be found online, it takes a certain level of familiarity with GSA to submit a GSA Schedule offer. If you don't prepare it well the first time, you could risk getting your offer rejected. However, you can consider hiring a GSA consultant and their team of experts to help you through the process.
Pro: Your GSA Schedule Will Grow and Change with Your Business
Once awarded a GSA Schedule, you can have it up to 20 years. But during that time, your offerings and pricing inevitably change as your federal business grows and adapts to market needs. To account for this, you can adjust your contract through modifications. There are 5 principal modification types:
1) Administrative
2) Addition of products or services
3) Deletion of products or services
4) An Economic Price Adjustment, or EPA (otherwise known as a price increase)
5) A price reduction
You can utilize these modifications to make the most of your GSA contract. As an approved vendor, it is also critical to keep your awarded pricelist current and up-to date. Not only is this important from a contract compliance perspective, but it is also necessary from a business development stand point. You can continually fine-tune your contract pricelist to maximize its potential, and to optimize your offerings.
Con: The GSA Schedule Acquisition Process Can be Lengthy
The GSA Schedule acquisition process is not known for being speedy. It generally takes about 6-12 months, unless you are able to apply through the FASt Lane program. GSA reviews each Schedule application in the order in which they receive it, and if you offer more offerings across Large Categories or your product/service has more requirements, it can take longer. However, you can internally ensure the collection of documents in the acquisition process goes smoothly by sticking to a milestone schedule and keeping on track with the proposal preparation as well as submission.
Pro: The Multiple Award Schedule Offers a Wide Variety of Product and Services
The federal government procures a wide variety of products and services. Many of our clients are surprised when they find out they can offer their sports equipment, office supplies, or language/education services to the government. Besides weapons/ammunition, and pharmaceuticals, GSA offers more than you could imagine.
Products and services are divided into broad categories called "Large Categories". Each Large Category is subdivided into Special Item Numbers (SINs), which represent categories of product or service within each schedule. Contractors can hold multiple SINs/Large Categories under the same contract.
Con: You Must Maintain Compliance with Your GSA Schedule
Once awarded a GSA contract, you must maintain compliance with all terms and conditions of your Schedule contract throughout the contract’s life. Some examples of maintenance include:
- Sales reporting
- Modifications
- Contract Assessments
- Mass Modifications
- Trade Agreements Act (TAA)
However, as mentioned above for acquisition, you can hire a consultant to help you navigate GSA Schedule maintenance and stay on top of compliance measures.
Pro: GSA Gives You Access to Resources and Tools
There are a variety of tools to help you navigate through the GSA world and stay up to date on new information. The Vendor Support Center (VSC) will provide you with all the links you need to GSA systems and sites, and has a vendor tool box for current and prospective contractors.
GSA Interact provides webinars, training, and Office Hours for contractors to help them stay up to date on everything GSA. GSA is constantly striving to increase the government’s effectiveness, so they try to hold an open and collaborative discussion regarding any updates to the Schedules program.
Do You Have Questions About Getting a GSA Schedule?
There’s always more to learn when it comes to GSA. If you want to see if a GSA Schedule is right for you, check out our blogs:
- Is a GSA Schedule Right for You?
- GSA Contractor Requirements: What You Need to Get a GSA Schedule
- Is Now the Right Time to Get a GSA Schedule?
If you are ready to get a GSA Schedule now and need some help, or want to talk to one of our consultants about your options to sell to the government, please reach out to us. We'll be happy to help guide you in the right direction.
