“Our revenue grew $26.8M in 4 years on the GSA Schedule Program” – Ted M.

5 Pros/Cons of Using a GSA Schedule Consultant

5 Pros/Cons of Using a GSA Schedule consultant

A GSA Schedule contract can present a promising opportunity for professional services firms in the federal government market. However, navigating the procurement process and streamlining government acquisitions often requires the expertise of a GSA Schedule consultant. This article examines the advantages and drawbacks of utilizing a consultant to secure a GSA Schedule contract.

Whether you are new to the federal government market or an established supplier, the complexities of obtaining a GSA Schedule contract can be overwhelming. The GSA Schedule provides a streamlined purchasing avenue for government agencies to procure products and services. With a wide range of benefits, including increased visibility and credibility, a GSA Schedule contract can significantly enhance your business opportunities.

However, the process of navigating the GSA Schedule can be complex and time-consuming. It requires a thorough understanding of the requirements, compliance, and documentation involved. That’s where a GSA Schedule consultant comes in. These professionals specialize in assisting businesses throughout the entire process, from preparing the proposal to negotiating contracts and beyond.

Using a GSA Schedule consultant can offer several advantages. They have extensive knowledge of the procurement landscape, ensuring your proposal meets the necessary requirements. Their expertise can help you avoid common pitfalls and mistakes, increasing your chances of success. Additionally, they can provide valuable insights into market trends and strategies, helping you position your offering competitively.

However, there are also potential drawbacks to be aware of when using a GSA Schedule consultant. They typically charge fees or commissions for their services, which can impact your budget. Additionally, relying too heavily on a consultant can diminish your understanding of the process, making it challenging to manage the contract independently in the long run.

In the upcoming sections, we will delve deeper into the pros and cons of using a GSA Schedule consultant. We will explore how to evaluate the need for a GSA Schedule contract, determine service offerings, research competitors’ contracts, and understand the key contractual clauses. By examining these factors, you will gain a comprehensive understanding of the benefits and considerations surrounding the use of a GSA Schedule consultant.

What is a GSA Schedule Contract?

Under the General Services Administration’s (GSA) Multiple Award Schedules program, professional services firms negotiate contracts with GSA to provide a wide range of services to federal agencies. These contracts, known as GSA Schedule Contracts, offer numerous advantages for both contractors and government buyers.

A GSA Schedule Contract is a pre-negotiated agreement between GSA and a company or firm, commonly referred to as a contractor. The contract outlines the terms and conditions under which the contractor can provide their services to federal agencies.

The GSA Schedule Contract operates on the Multiple Award Schedules program, which streamlines the procurement process for government agencies. It eliminates the need for lengthy and complex bidding processes by establishing pre-approved vendors who have already negotiated pricing and terms for their services.

Benefits of GSA Schedule Contracts

One of the primary advantages of GSA Schedule Contracts is the ability of contractors to offer their services at approved hourly rates. These rates are negotiated and agreed upon with GSA, ensuring transparency and consistency in pricing for government buyers.

The Scopes of Work outlined in GSA Schedule Contracts encompass a wide range of services, such as IT consulting, engineering, financial management, and more. This allows contractors to tailor their offerings to meet the specific needs of federal agencies.

Additionally, GSA Schedule Contracts have a long initial period of performance, typically 5 years, with the option to extend for up to 15 more years. This provides contractors with a stable and long-term relationship with government buyers, allowing for consistent revenue streams and opportunities for growth.

Overall, GSA Schedule Contracts offer an efficient and streamlined procurement process for federal agencies, allowing them to access a diverse range of services from pre-approved vendors. For contractors, these contracts provide a valuable avenue to tap into the lucrative government market and establish themselves as trusted and reliable service providers.

Advantages of Using a GSA Schedule Consultant

Utilizing a GSA Schedule consultant can provide several advantages for businesses seeking to win government contracts and expand their federal market reach. These consultants possess the expertise and knowledge necessary to navigate the complex GSA Schedule program and streamline the procurement process, maximizing a firm’s chances of securing lucrative government contracts.

One of the key advantages of hiring a GSA Schedule consultant is their ability to assist businesses in submitting highly responsive proposals. These consultants understand the specific requirements and evaluation criteria outlined in government solicitations, enabling them to tailor proposals that effectively address the needs of the contracting agencies. By leveraging their expertise, businesses can improve their chances of success and optimize their resource allocation for the proposal development process.

Moreover, GSA Schedule consultants can help businesses expand their federal market reach by identifying opportunities within the government services sector and diversifying their offerings. Through market research and analysis, consultants can identify emerging trends, assess competitors’ strategies, and recommend strategic approaches to position businesses for growth within the federal market.

A GSA Schedule consultant can also guide businesses through the negotiation and contract award process, ensuring compliance with key contractual clauses and requirements. These consultants possess a deep understanding of the GSA Schedule contracts and can advise businesses on the most advantageous terms and conditions, helping to mitigate risks and optimize contract performance.

Advantages of Using a GSA Schedule Consultant Benefits
Expertise in the GSA Schedule program Maximize chances of winning government contracts
Ability to submit responsive proposals Targeted approach to meet agency requirements
Expanded federal market reach Identify new opportunities and diversify offerings
Negotiation and compliance guidance Optimize contract terms and mitigate risks

Disadvantages of Using a GSA Schedule Consultant

While there are advantages to using a GSA Schedule consultant, it is important to consider the potential disadvantages before making a decision. One significant factor to consider is the proposal preparation costs involved. Acquiring a GSA Schedule contract requires a well-written and competitive proposal, which often necessitates the assistance of an experienced consultant. However, this expertise comes at a cost, with consultant fees ranging from a few thousand dollars to even higher amounts.

Another consideration is the compliance and administrative burdens associated with GSA Schedule contracts. Once awarded a contract, companies are obligated to remit an Industrial Funding Fee (IFF) on a quarterly basis. The IFF is calculated as a percentage of sales under the GSA Schedule contract and can add up to a significant expense over time. Additionally, firms must adhere to the Price Reductions Clause, which requires them to report any price reductions offered to a broader customer base. Complying with these requirements and maintaining accurate records can be time-consuming and resource-intensive.

Before engaging a GSA Schedule consultant, it is crucial to weigh the benefits against these potential drawbacks. Consider the financial implications of proposal preparation costs and ongoing compliance obligations. Assess your company’s capabilities to handle the administrative burdens involved with managing a GSA Schedule contract. By thoroughly evaluating these factors, you can make an informed decision that aligns with your organization’s goals and resources.

Disadvantages of Using a GSA Schedule Consultant
1. Proposal preparation costs Expense of hiring an experienced consultant
2. Compliance and administrative burdens Remittance of Industrial Funding Fee and adherence to Price Reductions Clause

Evaluating the Need for a GSA Schedule Contract

Before pursuing a GSA Schedule Contract, it is essential for firms to conduct a comprehensive evaluation to determine if it aligns with their service offerings, considering the market demand in the federal government sector.

Evaluating Service Offerings

Firstly, companies must carefully assess whether their service offerings correspond to the Scopes of Work covered by GSA Schedules. This evaluation ensures that their capabilities and expertise match the requirements outlined in the contract. By aligning their offerings with the GSA Schedule Contract, companies can effectively position themselves as potential government contractors.

Assessing Market Demand

An integral part of evaluating the need for a GSA Schedule Contract is assessing the market demand for the specific services within the federal government sector. Companies should consider various factors to determine the potential for sales, such as the volume of past and current government contracts, the frequency of procurement in their industry, and the presence of competitors.

Factors to Consider for Market Demand Importance for Evaluating the Need
Government spending trends on related services High
Competition level within the market High
Market demand for the specific services High
Past and current government contracts in the industry Medium
Availability of potential clients in the federal government Medium

By analyzing these factors, companies can gauge the level of demand in the federal government sector and make informed decisions regarding pursuing a GSA Schedule Contract.

Overall, evaluating the need for a GSA Schedule Contract involves aligning service offerings with the contract requirements and thoroughly assessing the market demand within the federal government sector. This evaluation process helps companies determine whether pursuing a GSA Schedule Contract is a suitable strategy for expanding their business opportunities in the government market.

Determine Service Offerings and Market Demand

When considering the pursuit of a GSA Schedule contract, firms need to thoroughly evaluate their service offerings and assess the market demand within the federal government sector. By conducting this analysis, they can determine if their professional services align with the scopes covered under GSA Schedule contracts, making them eligible to leverage this lucrative opportunity.

Researching the market demand for their services is crucial to understanding the level of competition and potential opportunities available. By identifying the specific needs and requirements of government agencies, firms can strategically position themselves to meet these demands and provide valuable solutions.

Additionally, analyzing the market demand enables firms to gauge the viability and profitability of pursuing a GSA Schedule contract. If there is a high demand for their services and limited competition, it indicates a favorable market condition that could result in increased business opportunities and revenue growth.

Conversely, if the market is saturated with competitors offering similar services, firms may need to reassess their service offerings or explore niche areas that have less competition. This research will help them identify gaps in the market and tailor their service offerings to meet the specific needs of government agencies.

It is essential to gather comprehensive data on market trends, existing contracts, and projected demand to make informed decisions. This data-driven approach will enable firms to align their service offerings with the market demand, increasing their chances of success in securing a GSA Schedule contract.

Key Points to Determine Service Offerings and Market Demand:

  • Evaluate service offerings against GSA Schedule contract scopes
  • Research market demand within the federal government sector
  • Identify competition and assess market saturation
  • Analyze trends, existing contracts, and projected demand
Factors to Consider Benefits
Evaluating service offerings – Ensures alignment with GSA Schedule contract scopes
– Maximizes eligibility for contract opportunities
– Enhances competitiveness in the market
Researching market demand – Identifies specific needs of government agencies
– Positions firms to meet market demand
– Explores potential niche areas with less competition
Assessing competition and saturation – Gauges level of competition in the market
– Highlights areas for differentiation and specialization
– Identifies gaps in the market for tailored services
Analyzing market trends and contracts – Provides insights into current and future demand
– Helps firms align service offerings with market trends
– Identifies emerging opportunities and potential challenges

Research Competitors’ GSA Schedule Contracts

When seeking to secure GSA Schedule Contracts, it is crucial to conduct thorough research on competitors operating within the federal government sector. Gaining insights into their approach can provide valuable information on market trends, service demand, and potential areas of differentiation.

One effective method is to examine competitors’ GSA Schedule contracts to understand how they leverage these agreements. This research allows you to gain insights into their service offerings and pricing models, enabling you to make informed decisions about your own contract.

Market research plays a significant role in this process, allowing you to evaluate competitors’ sales in specific service areas. By analyzing their performance, you can identify market gaps, assess competition, and identify potential strategies to position your business strategically.

Gathering Research Data

There are several sources where you can find detailed information about individual sales under competitors’ GSA contracts. The Schedules Sales Query (SSQ) is an online database that provides access to GSA sales data. It allows you to search by contract number, contractor name, agency, and more. This tool offers valuable insights into the competition’s sales history, revenue streams, and customer base.

Additionally, the Federal Procurement Data System (FPDS) provides a centralized repository of federal procurement information. By analyzing competitors’ contract awards and task orders, you can gain insight into the types of projects they have obtained and the agencies they have served.

Understanding your competitors’ GSA Schedule contracts arms you with knowledge that can inform your market positioning, service offerings, and pricing strategies. By leveraging this research, you can develop a competitive edge and maximize your chances of success in the federal government sector.

Key Contractual Clauses

Before pursuing a GSA Schedule contract, it is crucial to thoroughly review and understand the key contractual clauses that will be included. These clauses are outlined in the GSA Request for Proposals (RFPs) and related documents. By carefully evaluating these contractual clauses, businesses can assess whether they can meet the requirements and obligations associated with a GSA Schedule contract.

Proposal Requirements

One important aspect of the contractual clauses is the proposal requirements. These include the specific information and documentation that must be submitted as part of the proposal. It is essential to carefully read and follow these requirements to ensure compliance and increase the chances of a successful bid.

Performance Metrics

Performance metrics are another crucial element of the contractual clauses. These metrics define the standards that a contractor must meet to fulfill their obligations under the GSA Schedule contract. It is important to have a clear understanding of these metrics and ensure that your business can consistently meet them to maintain compliance with the contract.

Price Negotiation

The contractual clauses also typically address the process of price negotiation. These clauses outline how the pricing for the products or services offered under the GSA Schedule contract will be determined and negotiated. Understanding the specific procedures and requirements for price negotiation is vital to successfully navigate this aspect of the contract.

Contract Term and Renewal

The length of the contract term and the possibilities for renewal are additional factors covered in the contractual clauses. These clauses define the initial contract period and any options for extending the contract beyond the initial term. It is important to review these clauses to understand the contractual obligations and potential opportunities for future business.

By thoroughly reviewing the key contractual clauses within the GSA Schedule contract, businesses can make informed decisions about pursuing this opportunity. It ensures that they have a clear understanding of the requirements, obligations, and opportunities associated with the contract. This knowledge is crucial for determining the feasibility and suitability of engaging in a GSA Schedule contract.

Summary of GSA Schedule Contract Pros and Cons

When considering whether to pursue a GSA Schedule contract, it is essential for firms to carefully evaluate the advantages and disadvantages associated with this type of contract. By weighing the pros and cons, businesses can make an informed decision about whether a GSA Schedule contract aligns with their goals and objectives.

Advantages of GSA Schedule Contracts

  • Increased Chances of Winning Government Contracts: Having a GSA Schedule contract can significantly enhance a company’s chances of securing government contracts. By being listed on the General Services Administration (GSA) Schedule, businesses gain credibility and are considered pre-approved vendors, making it easier for federal agencies to procure their products or services.
  • Streamlined Procurement Process: GSA Schedule contracts streamline the procurement process for both vendors and government agencies. With standardized terms, conditions, and pricing, the contract eliminates the need for repetitive negotiations, saving time and effort for all parties involved.
  • Expanded Federal Market Reach: A GSA Schedule contract opens doors to a broader federal market. Being listed on the GSA Schedule gives businesses exposure and access to numerous federal agencies and departments, expanding their customer base and potential revenue.

Disadvantages of GSA Schedule Contracts

  • Costs of Proposal Preparation: Crafting a GSA Schedule contract proposal can require significant time and resources. Businesses must carefully plan, gather documentation, and create a compelling proposal that meets the stringent requirements set by the GSA. These costs need to be considered before pursuing a GSA Schedule contract.
  • Compliance with Administrative Burdens: GSA Schedule contracts come with administrative burdens that businesses must comply with to maintain their contract status. This includes reporting sales data, updating catalog pricing, and adhering to contractual terms and conditions. Firms should evaluate their capacity to handle these ongoing responsibilities.

By analyzing the advantages and disadvantages of a GSA Schedule contract, businesses can determine if the benefits outweigh the potential drawbacks. It is crucial to conduct thorough research, assess resources, and strategically evaluate the fit within the federal market before moving forward with a GSA Schedule contract.


Deciding whether to use a GSA Schedule Consultant and pursue a GSA Schedule Contract is a critical decision for professional services firms. By understanding the pros and cons, evaluating service offerings and market demand, and researching competitors’ contracts, firms can make an informed choice. GSA Schedule contracts can provide opportunities for winning government contracts and expanding into the federal market, but firms should carefully consider the costs and administrative burdens associated with these contracts.

Are you disappointed with your Federal Sales?

Book a Quick Call to break through your Struggles:

Bidding process image

GSA Focus is the full-service GSA Contract solution for small businesses. Our comprehensive, full-service approach is paired with an affordable price to offer the very best option to get your GSA Schedule.

Contact Us


© 2022 GSA Focus, Inc. All Rights Reserved

Get your

"ultimate gsa guide" free ebook

This Ebook Is The Roadmap To Winning Government Contracts With A GSA Contract