A GSA Schedule is a pre-approved government contract vehicle where companies offer goods or services at pre-negotiated prices. Getting on a GSA Schedule is like getting a "pre-qualified" status that allows any federal agency to buy from you directly without a new competitive bid.
The GSA Schedule (formally called the Multiple Award Schedules or MAS program) is one of the most valuable contracts a company can win in the federal government. It's run by the General Services Administration and covers hundreds of thousands of businesses offering everything from office supplies to management consulting to IT services.
Here's how it works: You apply to be on the GSA Schedule by proposing pricing and terms for your products/services. If approved, you're given a contract number and listed in the GSA eLibrary. Any federal agency—civilian or military—can then purchase from you using your GSA contract without doing a new competitive procurement. Agencies love GSA Schedules because they pre-vet companies and pricing, reducing their procurement burden.
Why it matters: A GSA Schedule is recurring revenue gold. Once you're on it, agencies can order from you anytime. You don't need to respond to RFPs; you just deliver what they order. Many companies build entire business models around GSA Schedule revenue. The Schedule is also used by state and local governments and some private companies (under specific circumstances), expanding your potential customer base beyond the federal government.
In practice, getting on a GSA Schedule is competitive. You need to prove you're a real company with real capabilities and pricing that's "fair and reasonable." The application process takes months and requires detailed pricing analysis. Once approved, you must actively market your GSA contract to contracting officers, because inclusion alone doesn't guarantee orders.
A common misconception is that GSA Schedule is only for small businesses or product companies—in reality, large contractors and service companies dominate the Schedule. Another strategic point: GSA pricing doesn't have to be your absolute lowest price, but it needs to be your government pricing. Many companies negotiate task orders on top of their GSA Schedule rates.