Do You Really Need a GSA Schedule?

Do You Really Need a GSA Schedule? How to Win Without One (Especially at the State Level)

Many small businesses believe they must have a GSA Schedule to win government contracts. While GSA is a powerful vehicle for federal sales, the truth is that you can win plenty of work — especially at the state and local level — without one.

Here’s how to know if a GSA Schedule is right for you, and how to compete without it.

1. What Is a GSA Schedule?

• Definition: A long-term, government-wide contract managed by the U.S. General Services Administration.

• Purpose: Simplifies federal purchasing by pre-negotiating pricing, terms, and conditions.

• Advantage: Agencies can order directly from schedule holders without running a full competition.

2. The Limitations of GSA Schedules

• Time & Cost: The application process can take 6–12 months and thousands of dollars in prep.

• Competition: Once you’re on schedule, you compete with hundreds of other vendors.

• Fit: Not every product or service is widely purchased through GSA. If you believe your firm is a fit for a GSA schedule, SSRJ develops and assists with the negotiation of GSA awards for clients.

3. State and Local Opportunities Without GSA

• State Portals: Platforms like Cal eProcure, Texas SmartBuy, and NYS Contract Reporter publish open solicitations.

• Local Governments: Cities, counties, and school districts award billions annually without ever using GSA.

• Cooperative Purchasing: NASPO ValuePoint and regional purchasing cooperatives give vendors access to multi-state opportunities.

👉 Many small firms win millions annually in state and local contracts without ever touching a GSA Schedule.

4. Alternatives to GSA for Federal Work

• Open-Market Opportunities: Many federal contracts under the Simplified Acquisition Threshold don’t require a GSA Schedule.

• Set-Asides: SDVOSB, WOSB, 8(a), and HUBZone set-asides often bypass GSA and are far more effective with much less effort to obtain.

• Teaming: Partner with a GSA Schedule holder while building your own past performance. It is perfectly fine to list your products or services through a reselling GSA contract holder on their schedule.

5. When a GSA Schedule Makes Sense

• If you sell commercial products/services frequently purchased by federal buyers (e.g., IT, office supplies, staffing).

• If you have the resources to market aggressively once on schedule.

Final Thoughts

A GSA Schedule can be a great growth tool — but it’s not a requirement. Many successful small businesses build revenue through state and local contracts, set-asides, and teaming partnerships long before pursuing GSA.

👉 Want to learn how to build proposals that win — with or without a GSA Schedule? See Your First Government Contract.