Everything You Need to Know About Getting on a GSA Schedule
- Kaana Konya
- Aug 12
- 5 min read
Getting a GSA Schedule can feel like navigating a maze, but if you’re aiming to break into government contracting in a big way, it’s the path you want to be on. At NVS Strategic Solutions, Inc., we help businesses chart a clear course through this process every day. Whether you’re brand new to the idea or just need to confirm your direction, here’s your straightforward, detailed guide to everything you need to know about getting on a GSA Schedule.
What Is a GSA Schedule?
Let’s start with the basics. The General Services Administration (GSA) is the U.S. government’s centralized procurement arm. Established to streamline how the government buys products and services, it manages the GSA Multiple Award Schedule (MAS) program—commonly called a GSA Schedule.
A GSA Schedule is like a government “catalog” contract. It allows approved businesses to sell goods and services to federal, state, and even some local agencies through pre-negotiated contracts. With these contracts, there are standardized terms, pricing, and conditions, so agencies can shop for what they need without the complexity and time delays of traditional procurement.
GSA Schedules are:
IDIQ contracts (Indefinite Delivery, Indefinite Quantity)
Last up to 20 years (initial 5-year base period, with three 5-year options)
Open for almost every commercial product or service imaginable
Federal agencies—plus certain state, local, and educational organizations—use the GSA Schedule almost exclusively for many of their purchases. In fact, over $40 billion per year is spent through these contracts, across more than 12,000 vendors.
Why Get On a GSA Schedule? Major Benefits
1. Access to a Massive Market
The federal government is the world’s largest buyer. With a GSA Schedule, your offerings are front-and-center for hundreds of agencies. Some agencies can only buy from GSA Schedule holders for specific procurements, so you’re automatically in the running for a huge share of government business.
2. Faster, Simpler Sales Process
Agencies love the Schedule because the heavy negotiating and background vetting are already done. That means less red tape for you and your customers—and often much faster sales cycles.
3. Smaller, Pre-Qualified Pool of Competitors
You don’t have to compete against everyone—just the other pre-approved GSA vendors. This often means higher win rates and better relationships over time.
4. Long-Term Stability
A GSA contract offers years of potential sales with contract options extending up to 20 years. This gives your business a solid runway for planning and growth.
5. Enhanced Credibility
Making it onto the GSA Schedule is itself a trust signal. It shows you meet federal standards for financial health, business ethics, and customer service—a credibility boost that can help across all aspects of your business, public and private sector alike.
The Basic Requirements: Are You Ready?
Having a great product or service isn’t enough—you’ll need to prove your business is stable, reputable, and able to perform.
1. At Least Two Years’ Operational Experience
The GSA prefers to work with businesses that have been operating for a minimum of two years, with revenue of at least $100,000 per year for the past two consecutive years.
2. Commercial Sales History
You’ll need invoices or contracts showing you’ve sold your products or services in the commercial (non-government) market, not just internally or to affiliates. For each Special Item Number (SIN) you apply for, you’ll need to show at least one relevant project from the past two years (or ongoing for one year).
3. Financial Stability
Be prepared to submit two years of profit & loss statements and balance sheets, unless you qualify for GSA’s IT Springboard program. GSA wants evidence you can handle bigger government orders and the cash flow to deliver.
4. Registration & Compliance
SAM.gov Registration: You must have an active registration at SAM.gov, including your Unique Entity Identifier (UEI).
TAA Compliant: Your products/services need to come from countries approved under the Trade Agreements Act.
DUNS Number: Still required by some parts of the process for identification.
Ethics: You’ll have to self-certify strong business ethics and clarify past legal or regulatory issues.
5. Pricing Transparency
One of the trickiest parts—your pricing (and discounting policies) must be fully disclosed. The GSA requires your “Most Favored Customer” pricing: you must offer the government the equal or better discounts and show proof of your commercial price lists.
The GSA Application Process - Step by Step
Taking the leap from preparation to application can be a big one. Here’s what you need to know:
1. Get Registered
Start by registering your business at SAM.gov, and obtain your UEI. Review your NAICS codes and make sure everything is accurate—this will set the stage for your application.
2. Gather Your Documentation
A strong proposal is built on documentation. You will need:
Two years of P&L Statements and Balance Sheets
Commercial price lists/invoices
Complete details on previous sales for every SIN you apply for
Proof of trade compliance (especially for products)
Marketing materials
Employee handbooks and HR policies (for some Schedule types)
Customer references for past performance documentation
3. Prepare Your Proposal
You’ll be responding to the GSA’s open MAS Solicitation, which is refreshed periodically. Putting this proposal together is detail intensive. Any missing info or errors can delay, or even disqualify, your submission.
4. Submission
You submit your proposal electronically through the GSA’s eOffer system. You’ll need digital certificates for signing.
5. GSA Review & Questions
A GSA contracting specialist reviews your proposal—usually within 30 days. They may come back with clarifying questions, additional document requests, or requests to adjust pricing.
6. Negotiation
Be prepared to negotiate! The GSA will want to discuss your pricing and terms to align with federal standards. They're looking for best-in-class value, and sometimes significant discounts from your normal rates.
7. Final Proposal Revision
After negotiation, submit your Final Proposal Revision (FPR) for acceptance.
8. Award and Launch
Once approved, you’ll receive your contract award and can officially list your offerings on GSA Advantage!—a sort of Amazon for government buyers. Now you’re ready to market and sell through your assigned contract number.
What’s the Timeline?
Here’s what to expect in a best-case scenario:
Application Prep: 1–3 months (depends on how organized you are)
GSA Review/Negotiation: 3–6 months (can be longer for complex products/services)
Total Time: 4–12 months
This isn’t a quick process, but the payoff over a contract’s lifetime can be huge. Being prepared and detail-oriented makes a massive difference in staying on track.
Key Considerations for Success
1. Keep Everything Updated
Your business registration, contact information, compliance certifications, and product/service lists need to stay up-to-date. GSA conducts regular audits.
2. Price Competitively—but Profitably
Don’t underbid just to win—your prices are locked in for years, and significant changes require negotiation with the GSA.
3. Stay Compliant
GSA holds vendors to high standards on everything from cyber security to ethics. Be proactive.
4. Invest in Marketing
Simply being on the Schedule won’t guarantee sales. You need to network, market, and respond to bidding opportunities. Set up your GSA Advantage! profile and outreach materials right away.
5. Seek Expert Help
Mistakes can cost you time and money—or even get your proposal rejected. That’s why a lot of companies partner with experts (like us at NVS Strategic Solutions, Inc.) who know the ins and outs of the process and can help you avoid common pitfalls.
Ready to Take the Next Step?
Getting on a GSA Schedule isn’t just about paperwork—it’s about setting your business up for a steady stream of federal contracts and long-term growth. If you’re ready to take a deep dive or want hands-on guidance on your application, the team at NVS Strategic Solutions, Inc. can help make sure you don’t just get on the Schedule—you make the most of every opportunity once you’re there.
Have questions or want to learn more? Check out our resources page or book a strategy session with us today.
With the right preparation and a clear understanding of the process, selling to the government with a GSA Schedule contract can be a game-changer for your business. If you want to make sure you’re putting your best foot forward, NVS Strategic Solutions, Inc. is here to help—every step of the way.
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