Navigating the General Services Administration (GSA) Multiple Award Schedule (MAS) Program can be complicated—there are a lot of confused businesses out there trying to make sense of all the requirements and regulations. It can be easy to get lost in the sea of terms and red tape, and possibly form misconceptions about the process. Unfortunately, these misconceptions about GSA Schedules can deter businesses from taking advantage of the opportunities they offer. In this article, we’ll debunk the top 5 GSA Schedule myths so you are well prepared before you enter the world of GSA.
Myth 1: Only the Federal Government Can Buy from GSA Schedules
A common misconception is that you can only sell your products and services to the federal government. While the federal government is indeed the biggest MAS customer, GSA Schedules are also accessible to other entities under certain circumstances. These include: state and local governments, educational institutions, and even some non-profit organizations can utilize GSA Schedules for their procurement needs.
For example, during emergencies, state and local governments can procure goods and services through the Disaster Purchasing Program. Cooperative Purchasing also allows state and local governments to buy IT, security, and law enforcement products and services.
Other state and local programs through or related to the GSA Multiple Award Schedule Program include:
- Public Health Emergencies Program
- 1122 Program
- California Multiple Award Schedule (CMAS)
- Texas Multiple Award Schedule (TXMAS)
Myth 2: You Need Previous Federal Sales Experience to Get a GSA Schedule
Many prospective contractors believe they won’t “make it” in the world of GSA or get a GSA MAS contract awarded if they haven’t sold to the government before. This is simply not true—we have many clients who have only sold commercially and want to expand their customer base join the MAS program. In fact, GSA generally requires you to have commercial experience selling a product or service before you propose it on your Schedule.
While previous government experience may help you gain leverage going after solicitations using your GSA Schedule once it’s award, it’s not a prerequisite upon initial award.
Myth 3: You Can Get a GSA Schedule Right Away
Many businesses believe they can get on a GSA Schedule immediately after deciding to apply. This might be because shady GSA Schedule consultants promised them an award in just a few weeks or months. In reality, the GSA Schedule acquisition process is more involved and can take several months to over a year. The timeline includes preparing the three parts of your proposal, submitting it, and undergoing a thorough review by the GSA. The timeline is generally longer if you have a lot more line items or plan to sell through multiple Large Categories. If you’ve had to deal with government before whether it’s the DMV or for other bureaucratic reasons, you know nothing is speedy about them.
This myth should also make you wary of any consultants you hire that promise not only a definite award, but a record winning timeline. Unless you are applying through an expedited process such as FASt Lane, or partnering with an authorized GSA Schedule reseller on their prime contract, the process will involve some time and a lot of patience. No consultant can promise an exact timeline either, but can certainly help keep things going smoothly and efficiently.
All of this isn’t to say the process is impossibly difficult, however. With the right guidance from a GSA Schedule consultant or an expert on your team, you can have a easier and more successful acquisition process.
Myth 4: You Must Have a Large Business to Compete with a GSA Schedule
Another myth is GSA Schedules are only for large corporations, or large corporations get all the business. GSA actively encourages small businesses to apply, and the Small Business Administration (SBA) has several programs to help small businesses succeed. Additionally, there are set-aside contracts and initiatives specifically designed to support small, disadvantaged, Women-Owned, and Veteran-Owned businesses. In these set asides, only qualified small businesses can compete. Large business MAS contractors must also subcontract out a portion of their work to small businesses, creating additional opportunities.
In the past few years, the federal government has created legislation and Executive Orders to increase small business participation in government contracts, so there are more opportunities on the horizon.
Myth 5: GSA Schedule Contracts Only Last 5 Years
Since the option periods for GSA Schedules last 5 years, some contractors are under the impression that they end after that. If you extend all four of your option periods, you can have your Schedule for up to 20 years. In order to do this, you’ll need to keep up with your GSA Schedule contract maintenance and compliance, and go through the Option Extension process each time an option period ends. GSA may not let you extend if you aren’t following your contract terms and conditions or aren’t remaining compliant.
Maintaining your GSA Schedule includes staying current with regulations, reporting sales, and keeping all your pricing and product/service offerings up to date. Once the 20 years is up, you can apply for a new GSA Schedule through the Streamlined Acquisition process. This process is a revised and simplified version of preparing your original GSA Schedule offer. If you are consistently remaining compliant with your Schedule this process will not be as cumbersome or lengthy as the first time.
Do You Need Help Getting a GSA Schedule?
Now that you are aware of these myths and have a better idea of the MAS program, you might be wanting to learn more about the process or are ready to go ahead and begin preparing your Schedule offer. But where do you start? We won’t sugar coat it, this process is not easy or self-explanatory unless you have a seasoned government contracts expert on your team.
If you want to learn more about GSA Schedules or need help with the process from start to finish, we are here to help you. With over 20 years of experience, we can help you navigate the MAS program from offer through maintenance support.
