Is your business on the schedule—that is, the GSA Schedule? If 
it’s not, you’re missing out on potentially lucrative contracts 
with the U.S. General Services Administration. 

GSA secures the buildings, products, services, technology, and 
other workplace essentials that federal agencies use to conduct 
business. GSA Schedules allow procurement officers to quickly 
find small businesses that can meet their needs. 

Also known as Multiple Award Schedules, GSA Schedules are 
contracts that allow federal customers to purchase more than 
6.8 million supplies and services directly from more than 
8,600 commercial suppliers. GSA Schedules cover the gamut of 
commercial items, from office supplies and laboratory equipment 
to accounting and landscaping services.  


How the GSA Program Works

Under the GSA Schedules Program, GSA enters into contracts with 
commercial firms to provide supplies and services at stated 
prices for given periods of time. Orders are placed directly 
with the Schedule contractor, and deliveries are made directly 
to the customer.

The GSA Schedules Program provides government customers with 
high-quality commercial supplies and services at volume discount 
pricing on a direct-delivery basis. All customers—even those in 
remote locations— are provided the same services, convenience, 
and pricing. The Schedules Program offers the benefits of shorter 
lead-times, lower administrative costs, and reduced inventories.

Contracts are awarded to “responsible” companies that offer 
commercial items falling within the general descriptions listed 
in the GSA Schedule solicitations. GSA contracting officers 
will determine the fairness of vendors’ government pricing by 
comparing it to what they’re offering their commercial customers. 
To make this comparison, GSA requires contractors to provide 
their commercial pricelists and disclose information regarding 
their pricing and discounting practices. 


Types of Schedules

GSA Schedules fall into two main categories: Multiple Award 
Schedules (MAS) and Single Award Schedules (SAS). MAS cover 
contracts awarded to firms supplying comparable commercial 
supplies and services at varying prices. SAS cover contracts 
made with one supplier for a specific product at a stated price 
for delivery to a geographical area defined in the Schedule.

Additionally, GSA may establish Blanket Purchase Agreements 
(BPAs), which simplify the filling of recurring needs for 
supplies or services, while leveraging a customer's buying 
power by taking advantage of quantity discounts, saving 
administrative time, and reducing paperwork. 

For vendors, BPAs can streamline the ordering process and make 
it easier to work with the government on an on-going basis. A 
GSA Schedule BPA can last up to five years in length—or even 
longer to meet program requirements.


Obtaining a GSA Schedule

To become a GSA Schedule contractor, you must first submit an 
offer in response to the appropriate GSA Schedule solicitation. 

Next, you’ll need to determine the appropriate GSA Schedule 
solicitation that covers your supplies or services. You can 
accomplish this using any of the following three ways, 
according to GSA’s official Website:

1. Review the GSA Schedule Solicitations link on the GSA Website 
   at http://www.gsa.gov. to determine the applicable GSA 
   Schedule and corresponding solicitation number under which 
   the supplies or services may be offered. A point of contact 
   is provided for each Schedule solicitation. If the applicable 
   Schedule solicitation can be identified by this method, click 
   on the Solicitation Number to be linked directly to the 
   solicitation files in FedBizOpps. Download the solicitation 
   and follow the instructions in the document.

2. Search Schedules e-Library at on the GSA Website at 
   http://www.gsa.gov. You can search by keyword to identify 
   supplies or services covered, as well as the point of 
   contact that can provide specific information about 
   individual Schedule items. If the applicable solicitation 
   can be identified using this method, click on "Vendors: 
   View Solicitation on http://FedBizOpps.gov." Then download 
   the solicitation and follow the instructions provided.

3. Visit Federal Business Opportunities at 
   http://www.fedbizopps.gov to acquire a copy of the GSA 
   Schedule solicitation. FedBizOpps is the single government 
   wide entry point for federal government procurement 
   opportunities over $25,000. Click on the “Helpful Hints for 
   Using FedBizOpps link for step-by-step information about how 
   you can search by GSA office, solicitation number, or keyword 
   to locate and download the applicable Schedule solicitation. 
   Then just follow the instructions in the solicitation 
   document.


Obviously, the GSA represents tremendous contracting 
opportunity for small businesses. For more information 
about how to successfully sell to the government, visit 
http://www.winfederalcontracts.com . 

Robert Moment is a successful business coach, consultant and 
author of “It Only Takes a Minute to Score”, which is currently 
available at Amazon.com and Barnes and Noble. His company, 
The Moment Group, (http://www.winfederalcontracts.com), has 
been winning federal government contacts for 17 years and 
offers powerful insight to help other businesses do the same.