Open the Door to Federal Sales with a GSA Contract
Getting a General Services Administration (GSA) contract in 2025 can take your business to the next level by allowing you to sell to government agencies. A GSA contract (sometimes called a GSA Schedule or MAS contract) lets you provide products and services to federal, state, and even some local government buyers through an easy, pre-approved process. For businesses, it offers the possibility of steady orders, reliable income, and a strong, long-term business relationship with government clients.
If you’re interested in tapping into these opportunities, this guide is for you. It breaks down each step of the process so you can get the details right from the start and increase your chances of success in the government sales marketplace.
What’s In This Guide
- What is a GSA Contract?
- Step 1: Check If You’re Qualified
- Step 2: Set Up Your SAM.gov Account
- Step 3: Pick Your GSA Schedule and Identify SINs
- Step 4: Learn the Rules and Requirements
- Step 5: Collect and Organize Your Paperwork
- Step 6: Submit Your Application Online
- Step 7: Communicate and Negotiate with GSA
- Step 8: Finalize Your Contract and Complete Next Steps
- Step 9: Stay Compliant and Supercharge Your Sales
- Best Practices
- Final Thoughts
What is a GSA Contract?
A GSA contract gives your company the privilege to offer goods and services to the government at agreed-upon prices and terms. Most GSA contracts start with a five-year term and can be renewed for up to 20 years if both sides are satisfied. This makes them an attractive way to build a steady revenue stream over many years.
Major Advantages:
- You’re recognized as a pre-qualified government vendor
- Your products and services are listed on GSA’s shopping platforms like GSA Advantage!
- You gain easier and faster access to government buyers
- Possibility of building a long-term customer base
Step 1: Check If You’re Qualified
Before you begin, double-check that your business can meet GSA’s required qualifications:
- Two Years in Business: You normally need two years of active operations, unless you’re accepted through a special program for startups. Either way, showing strong performance history is vital.
- Financial Stability: Expect to provide two years of financial statements including a balance sheet and income statement. GSA will look for a stable, healthy financial position.
- Customer References: You may need to demonstrate that you’ve successfully delivered what you plan to offer the government.
- Clean Legal Record: Avoid pending lawsuits and make sure you don’t have any significant compliance problems—past issues can disqualify you.
- Product or Service Match: Your items or services have to fit into one of GSA’s approved categories, which are outlined under Special Item Numbers (SINs).
Think carefully about whether you have the employees, financial resources, and right fit to succeed as a GSA contractor.
Step 2: Set Up Your SAM.gov Account
Everyone applying for federal contracts must register on the System for Award Management (SAM.gov). This registration is free. Once you’re signed up, you’ll receive a Unique Entity Identifier (UEI), which is required for your submission.
Quick Steps:
- Go to SAM.gov and follow the registration steps
- Obtain and record your UEI
- Make sure all entered company information is up-to-date
Step 3: Pick Your GSA Schedule and Identify SINs
GSA organizes contracts by broad categories (called Schedules) such as IT equipment or business services. Each Schedule breaks down further into specific Special Item Numbers (SINs), so picking the right ones is key.
Action Steps:
- Explore the GSA eLibrary to find which Schedules match your offerings
- Pick the correct SINs that describe what you sell
- Download the appropriate solicitation (application guidelines) for your chosen schedule
Step 4: Learn the Rules and Requirements
GSA releases a large set of rules and instructions for every application, known as the solicitation. This can be long and complex, but you need to be familiar with every part to prepare a strong offer.
Tips for Success:
- Read every section and attachment in your solicitation—don’t skip over small details
- Use any checklists GSA provides to track your progress
- Highlight required forms and plan to fill out all mandatory templates
Step 5: Collect and Organize Your Paperwork
A big part of your application involves putting together various supporting documents. You’ll be asked for:
- GSA-Specific Forms: Standard application forms, summaries, price breakdowns, supplier letters, and possibly union wage data
- Business Evidence: Updated SAM.gov registration, your price list or catalog, proof of company insurance, past contracts, and two years of financial records
- Performance Narratives: Descriptions showing your business’s experience, skills, and staff qualifications, plus an explanation of your processes for ensuring quality
- Pricing Proof: Price lists or customer invoices showing what you typically charge, and your explanations for how you arrived at your rates
- Compliance Certifications: You might need to prove you follow certain sourcing laws and meet any eligible small business requirements
Make copies, double-check for accuracy, and keep all paperwork in one well-organized file.
Step 6: Submit Your Application Online
When all your materials are ready, you’ll send in your application package to GSA using the secure eOffer system. You’ll need a Federal Acquisition Service (FAS) ID. Your online submission must include:
- Basic business information and contact people
- A full list of your products or offerings
- Uploads of every document, form, and template
- Confirmations or answers for all solicitation clauses
Before pressing submit, double-check that you’ve filled out everything correctly with matching information on every form.
Step 7: Communicate and Negotiate with GSA
Once you submit your application, a Contracting Officer (CO) from GSA will evaluate your proposal. Often, they’ll ask for more information, clarification, or extra documents to help them review your offer.
Getting to an Agreement:
- You might go through several rounds of requests and clarifications
- GSA often discusses pricing to make sure it’s fair; be prepared to offer discounts or better terms
- Final agreed changes will get submitted as a revised proposal, which you’ll review and accept
Respond quickly and completely—timely responses help move things along smoothly.
Step 8: Finalize Your Contract and Complete Next Steps
If the government accepts your proposal, you’ll officially receive your GSA contract number. After that, you should:
- Register with the Vendor Support Center to manage your contract
- Upload your product or service catalog to GSA Advantage!
- Train your staff on proper procedures and compliance, using GSA-provided resources
Staying organized here will set you up for a smooth start as a government supplier.
Step 9: Stay Compliant and Supercharge Your Sales
Getting the contract is only the start—you’ll need to meet ongoing requirements and start winning government business.
- Meet Minimum Sales: Most GSA vendors must make at least $25,000 in sales each year through the Schedule
- Follow the Rules: Stay up to speed on regulations about where your products are made, labor pay, and proper documentation
- Keep Your Offerings Fresh: You can update your Schedule to add more or different items when needed
- Go After Opportunities: Set a plan to check GSA buying portals like eBuy and contact government buyers routinely
Best Practices
- If this process feels overwhelming, you can get help from outside consultants who know GSA rules inside and out.
- Staying neat and current with your paperwork avoids complications at contract renewal time.
- Respond quickly whenever GSA asks you for additional info as part of your proposal review.
- Set up alerts or reminders to watch for new rules or changes to GSA policies.
Final Thoughts
Earning a GSA contract in 2025 does take effort, patience, and careful preparation, but it’s a powerful way for your business to reach new heights in the world of government sales. By checking your eligibility, preparing your documentation, navigating the government’s procedures, and keeping up your efforts after approval, you make your company a trusted partner for federal agencies. Top it all off with active marketing—and you may find that success with the government is closer than you think.
Start working on your GSA application now and get ready to unlock a brand-new customer base in the public sector!
