How to get a GSA Schedule for IT
The GSA Schedule is the US federal government's biggest buying vehicle for commercial products and services, including a large Information Technology category. Holding one makes it far easier for agencies to buy from you, but getting one takes real preparation.
IT categories small firms use
The MAS is organised into categories and Special Item Numbers (SINs). In the Information Technology category, common SINs for small firms include:
- 54151S: IT professional services.
- 54151HACS: highly adaptive cybersecurity services.
- 518210C: cloud computing and cloud-related IT professional services.
- 511210: software licences.
- 33411: purchasing of new electronic equipment.
You can apply for several SINs at once.
Before you apply
- SAM.gov registration and a Unique Entity ID.
- Corporate experience: usually at least two years, though GSA has offered a startup route for younger firms.
- Financial statements showing the firm is financially responsible.
- Past performance: references or a past performance report, depending on GSA's current requirements.
- Commercial pricing: your commercial sales practices and price list. GSA negotiates against what you charge your best commercial customers.
- GSA's required training for new offerors, and any readiness assessment it asks for.
The process
- Read the current MAS solicitation and its IT category requirements. It is continuously open.
- Prepare your offer in GSA's eOffer system: technical narratives for each SIN, pricing and documents.
- Negotiate with the GSA contracting officer on terms and prices.
- Award, then upload your catalogue to GSA Advantage! so agencies can buy.
Expect the process to take several months, longer if your offer needs revisions.
Is a GSA Schedule worth it?
A schedule is a hunting licence, not a guarantee of work. It is worth it if:
- Your target agencies buy through MAS, which you can check in federal spending data.
- You will actively market to agencies and respond to requests for quotes on GSA eBuy.
- You can meet the reporting and pricing obligations over the contract's life.
Many small firms subcontract to schedule holders first, then apply once they have federal past performance.
Common questions
How long does it take to get a GSA Schedule?
Often several months from submitting an offer to award, depending on how complete the offer is and how many revisions are needed. Preparing the offer can take weeks before that.
Can state and local governments buy from GSA Schedules?
Some can. Cooperative Purchasing lets state and local governments buy IT and some other categories from GSA Schedules, and certain programs allow purchases for disaster recovery and public health.
Do I need a GSA Schedule to sell IT to the federal government?
No. Agencies also buy through open competitions on SAM.gov, small business set-asides and other contract vehicles. A schedule makes buying from you easier.
Related
Supplier lists, frameworks and panels explained · Selling IT to government in the United States