The General Services Administration is the gateway to federal procurement. Getting on a GSA Schedule (now part of the Managed Services Offering after consolidation) doesn't guarantee government sales, but it removes the biggest barrier to entry. The GSA Schedule is essentially pre-negotiated contracts with pricing and terms already approved by the federal government. Once you're on the Schedule, any federal agency can issue task orders directly to you without competing an RFP. This compressed sales cycle converts a typical 6–12 month procurement into 4–8 week deals. For vendors new to federal sales, GSA Schedule placement is the credibility signal that unlocks everything downstream.
IT Schedule 70 (now consolidated into a broader services platform) historically was the most active Schedule for technology vendors. Hundreds of thousands of dollars in annual task orders flow through IT Schedule partners. The consolidation created some turbulence, but opportunities expanded—GSA now bundles IT, management consulting, and professional services into integrated Schedules. The real power of GSA isn't just the Schedule itself; it's that federal agencies treat GSA-certified pricing as vetted and compliant. This means a GSA partner's proposal gets treated differently in the evaluation process. When a CIO is choosing between a GSA Schedule vendor and an un-Scheduled competitor, the Schedule vendor starts ahead.
Getting on GSA Schedule is a controlled process with clear steps but demanding requirements. Step one: verify that your company qualifies. You need valid DUNS number, SAM.gov registration, tax ID, and evidence of prior commercial sales (preferably to government). The GSA will examine your past performance, business references, and financials. Step two: identify the right Schedule. GSA has multiple Schedules organized by service category (IT, Management Consulting, Construction, etc.). Most technology vendors target the IT Schedule or Management Services Schedule. Step three: prepare your proposal package. This includes corporate capability statements, pricing schedules (often more detailed than you'd expect), past performance examples, and evidence of commercial availability.
GSA reviews applications every 30 days; processing typically takes 60–120 days if your application is complete. Common rejections happen because vendors don't understand GSA's pricing expectations—you need to show that your GSA pricing is fair and reasonable compared to your commercial pricing. GSA requires you to give them your best pricing available; you can't inflate federal prices. Once approved, you're on the Schedule for five years with optional renewals. After placement, your role shifts to hunting task orders. Agencies don't automatically know you exist; you need to pursue opportunities actively. Monitor Schedule opportunities on GSA e-Buy (the portal where agencies post task orders). Respond aggressively to RFQs aligned with your Schedule coverage. The first few wins validate your presence and generate past performance that accelerates future task order competitions.
GSA Schedule (Multiple IT and Services Schedules) is the primary vehicle. As of recent consolidations, IT vendors typically target the IT Services Schedule or the new consolidated Managed Services platform. e-Buy is where federal agencies post task order opportunities; vendors who have Schedule placement automatically see opportunities in their category. Alliant 2 and Alliant Small Business are GSA's government-wide acquisition contracts (GWACs). They're more flexible than Schedules and designed for larger, complex procurements. Not all vendors can qualify for GWACs, but those who do access multi-year contract vehicles worth millions.
SPARC and OASIS are other GSA-sponsored acquisition vehicles focused on specific service areas. Federal Supply Schedule (FSS) covers products and commodities. Blanket Purchase Agreements (BPAs)
Start by assessing whether GSA Schedule makes sense for your business. You need recurring federal sales potential and pricing discipline. If you sell IT services, software, or management consulting to any commercial customers, GSA Schedule is worth pursuing. Download the GSA Schedule application guide and review past performance requirements. You'll need 2–3 solid commercial references and examples of similar work. Next, identify the right Schedule category. The GSA website has detailed descriptions of each Schedule and what fits where. Most IT vendors start with the IT Services Schedule. Prepare your pricing schedule; understand that GSA requires your best discount against list price. If you offer a 40% commercial discount, GSA expects similar commercial reasonableness.
File your application through the GSA e-Application portal. Allow 60–120 days for review. While the GSA review process runs, start positioning yourself for task order competition. Get on relevant federal buyer email lists. Monitor GSA e-Buy for RFQs in your space. Once approved, respond to every relevant task order opportunity in the first 6 months; you need proof of performance to build momentum. Task order wins create past performance that strengthens your position for larger opportunities. Connect with GSA contract specialists; they can advise on positioning and help you understand agency preferences. Finally, consider GSA training and certifications. GSA Partner organizations and consultants offer guidance on Schedule optimization and task order strategies. The first Schedule win is hardest; each subsequent win gets easier.