Making a purchase through a Schedule contract is relatively easy. A federal buyer interested in a particular product or service sends a Request for Quote to companies holding a GSA Schedule contract for the desired product or service. In response, each company's GSA point person prepares a quote using its approved GSA Schedule contract prices. The buyer makes a final decision as to which vendor to use, and then places a purchase order against the vendor's GSA Schedule contract. The purchase order is then sent directly to the vendor.

There is significantly less competition in the GSA Schedule arena than there is for a bid put out as a public procurement because buyers only need to procure three quotes from GSA Schedule holders prior to making a purchase, and the three prospective vendors' pricing was determined during negotiations prior to contract award.

This illusion of reduced competition can be deceptive though. Many vendors new to the system assume that once awarded a contract, purchase orders will begin to roll in without the necessity of any further action on their part. This expectation is unrealistic. Schedule contract holders must actively sell their company's capabilities to prospective federal buyers. Schedule vendors should not expect to make sales under their Schedule contracts without focused and tenacious agency-based sales efforts.