In our previous installments, we have repeatedly stated that small- to medium- sized businesses must have a GSA Schedule (pre-approved price list) to sell in the federal market. It is critical that your company either get on the GSA Schedule or stay away from the market.

Reasons a GSA Schedule contract is needed:

• They are the preferred source, by regulation, for federal purchases.
• Contracting officers, federal purchasers and vendors find them very quick and easy to use.
• A Schedule contract is the only way to close a purchase transaction of more than $25,000 (other than the lengthy and expensive public bid process or participating as a subcontractor to a prime contractor).
• Vendors are finding that contracting officers are requesting that they obtain a Schedule contract to do business with their office.
• The use of Multiple Award Schedule (MAS) contracts (which contain pre-approved price lists) is becoming increasingly more popular. As a practical matter, MAS contracts - other than those under the GSA Schedule program - are available only for large businesses. At present, none of the MAS contracts have small-business set asides (with the exception of GSA Schedules).

Note that it can take between 3 - 6 months to get an award of a GSA Schedule contract. We therefore recommend that you start now before you spend too much direct sales money and end up without a way to close your sale.