GSA Schedule Go/No-Go Worksheet for Small Firms (Free)
The GSA Multiple Award Schedule (MAS) is a long-term, government-wide contract that lets agencies buy from you at pre-negotiated prices without running a full competition. It is genuinely valuable for some small firms and a costly distraction for others: the offer takes months, the contract carries ongoing reporting and pricing obligations, and a Schedule with no sales is cancelled. This worksheet lays out the requirements and obligations, then scores the questions that predict whether a Schedule will pay for itself. Free printable Word version below — just tell us where to send it.
⬇ Download the go/no-go worksheet (Word)
What a Schedule is — and is not
- It is a licence to sell, not a sale. Award puts you in GSA Advantage and eBuy; agencies still have to choose you, and most Schedule sales still involve competition among Schedule holders.
- One consolidated Schedule with large categories and Special Item Numbers (SINs) — you propose specific SINs for your services or products.
- Contract term of five years with option periods, potentially 20 years total, subject to meeting the minimum-sales requirement.
- Orders placed against it can be set aside for small businesses, and some agencies strongly prefer Schedule vehicles for certain categories — that is the upside.
Eligibility and offer requirements (as of this writing — verify current MAS solicitation)
- Active SAM.gov registration with reps and certs; financial capability evidenced by financial statements.
- Generally two years in business with relevant revenue, or qualification under the Startup Springboard alternative using key-personnel experience and project history.
- Demonstrated past performance — customer references or CPARS meeting the current MAS requirement — and relevant project experience per SIN.
- A commercial price list or documented commercial sales practices; under Transactional Data Reporting (TDR) SINs the disclosure burden differs from the traditional Commercial Sales Practices route.
- Completion of the free Pathways to Success training and the Readiness Assessment before submitting in eOffer.
- Compliance with the Trade Agreements Act for products, and the various MAS clauses (for example, Section 508, cybersecurity clauses where applicable).
Ongoing obligations and costs
- Industrial Funding Fee of 0.75 percent remitted to GSA on Schedule sales (built into your pricing), with quarterly (or monthly under TDR) sales reporting even when sales are zero.
- Minimum sales: a modest sales threshold in the first two years and annually thereafter, below which GSA may cancel the contract (verify the current figure).
- Pricing discipline: either the Price Reductions Clause tied to your basis-of-award customer, or TDR reporting — either way, you must manage commercial discounts carefully.
- Keeping the catalogue current (price lists, SIP/FCP uploads), responding to Contractor Assessment visits, and modifications when you add or change offerings.
- Internal cost: expect weeks to months of staff time or consultant fees to prepare the offer, plus negotiation time.
Go/no-go scoring (score each 0–3; 0 = no / weak, 3 = strong)
| Question | Why it matters | Score |
|---|---|---|
| Do agencies you target actually buy your service through the Schedule? (Check awards on FPDS/USAspending for your SIN.) | A Schedule with no demand is a cost centre | |
| Have customers or primes told you "we can only buy this on Schedule"? | Direct evidence of demand | |
| Do you have two years of relevant revenue and references (or a strong Springboard case)? | Eligibility | |
| Can you price competitively after the 0.75% IFF and still protect margins? | Economics | |
| Can you manage the price-reductions / TDR discipline in your commercial sales? | Compliance risk | |
| Do you have capacity (or budget) for a multi-month offer process? | Cost of entry | |
| Can you commit to marketing the Schedule (eBuy responses, agency outreach) after award? | Award ≠ sales | |
| Are competitors in your niche on Schedule and winning through it? | Market signal | |
| Total (max 24) | 18+ go; 12–17 build the case first; under 12 no-go for now |
Alternatives if the answer is "not yet"
- Sell as a subcontractor to Schedule holders who need your capability (they can add you as a teaming partner or Contractor Team Arrangement participant).
- Pursue open-market set-asides found through SAM.gov saved searches and BidWatch — the majority of small-business awards are not made through Schedules.
- Consider agency-specific or GWAC vehicles (for example, small-business IT GWACs) if your work fits them.
- Re-score this worksheet in twelve months with real award data.
⚠️ Watch for "guaranteed GSA award" consultants. No one can guarantee award, and the obligations begin the day you sign. If you use help, pay for the offer preparation, not for promises — and understand the contract yourself before you sign it.
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Start free — no card requiredGeneral guidance for small businesses entering federal contracting, not legal or contracting advice. Registration procedures, thresholds and program rules change — verify current requirements on SAM.gov, SBA.gov, Acquisition.gov (FAR) and in each solicitation. BidWatch is not affiliated with the U.S. government.