The Inside Guide to the Federal IT Market

Getting On a GSA Schedule       10

Doubtless you’ve already heard the oft-proclaimed notion that the path to government contracting riches is paved with a General Services Administration (GSA) multiple-award schedule (MAS) contract, also known as a Federal Supply Schedule contract.

But while it’s true schedules hold advantages for sellers and buyers alike, they also offer a far rockier road toward government business than you might expect—and there’s a chance of inadvertently being sucked into a sinkhole of spiraling price reductions along the way. Nor is there any guarantee that the road will end with you rolling in money: of the 5,400-odd companies in possession of a schedule contract for information technology products and services during ...