Part 1: Most Common GSA FAQ Questions

Updated 3/28/2025
If you’re exploring the world of GSA contracts, you’re likely asking the same questions that thousands of small businesses, consultants, and contractors ask every day.

This guide answers the most frequently asked questions about GSA Schedules in plain, practical language. Whether you’re trying to win your first GSA contract or looking to manage one more effectively, you’ll find helpful insights here.

Is a GSA Contract the same as SAM?

No, definitely not.

What is a GSA Contract?

A GSA Contract is a long-term government-wide agreement that allows federal agencies to purchase goods and services at pre-negotiated prices from approved (pre-vetted) vendors.

How do I get a GSA Contract?

You must apply through the GSA eOffer system, submit required documentation, pass the review stage, negotiate pricing, and receive approval from a GSA contracting officer.

How long does it take to get on a GSA Schedule?

Most applications take 6 to 8 months, depending on how complete your offer is and how responsive you are. It could take more time in outlier cases, especially if your offerings are complex. There are expedite possibilities if you have a buyer lined up

What are the benefits of a GSA Contract?

You get access to federal buyers, less competition than open bids, and a streamlined procurement process with pre-approved terms and pricing.

Do I need to be a U.S. company to get a GSA Contract?

No, but it really helps to avoid a more complicated process.

What is the MAS Program?

The Multiple Award Schedule (MAS) Program is the current format for GSA contracts, covering 12 Large categories across products and services, and about 350 SIN categories that are industry-based

How much does it cost to get a GSA Contract?

GSA does not charge a fee, but you may spend money on consultants (like GSA Focus).

What are the basic requirements for GSA eligibility?

You must be financially stable, have at least 2 years in business, past performance, and meet all solicitation requirements.

Can a startup get a GSA Contract?

There is a program called Startup Springboard that can bypass the 2 year rule, although it is more complicated and usually slower and more difficult.

What is the Industrial Funding Fee (IFF)?

The IFF is a 0.75% fee paid to GSA on all sales made through the contract. It funds the GSA’s operations.

Is a GSA Contract a guarantee of sales?

No. It’s a marketing vehicle. You still need to promote your contract and compete for task orders.

How long is a GSA Contract valid?

The base term is 5 years with three 5-year renewal options, for a maximum of 20 years.

Do I need past performance to apply?

Yes, you need documented sales history and past performance references from government or commercial clients.

What kind of businesses can get a GSA Contract?

Small and large businesses in sectors like IT, consulting, logistics, office supplies, construction, and more.

Can I sell services through GSA?

Yes. GSA contracts cover both products and services across multiple SINs (Special Item Numbers).

What is a SIN on the GSA Schedule?

A Special Item Number (SIN) categorizes what you’re offering. You must match your offering to the correct SIN during application.

How do I price my offerings on GSA?

You must disclose your Most Favored Customer pricing and provide a pricing narrative or Commercial Sales Practices (CSP) disclosure. However, you do not need to offer GSA your best prices.

What is the Price Reduction Clause?

The PRC requires you to maintain your lowest pricing for GSA for a pre-selected customer or class. If you give better terms to the customer or class, then you’ve triggered the PRC

What’s the difference between GSA and SAM.gov?

SAM.gov is the federal registration database. GSA is a procurement program. You must be registered in SAM to apply for a GSA Schedule.

Do I need to report sales under my GSA Contract?

Yes. You must report quarterly sales and pay the IFF even if your sales are $0.

How do I market my GSA Contract?

Use GSA Advantage, build relationships with agency buyers, respond to RFQs on GSA eBuy, and promote your contract on your website and capability statements.

What is GSA Advantage?

It’s GSA’s online shopping platform where government buyers search for products and services from contract holders.

Can I subcontract under a GSA Contract?

Yes, but there are limitations and you are still responsible for compliance and reporting. You can also use authorized dealers or teaming arrangements.

What are GSA eBuy and GSA Advantage?

eBuy is a platform for bidding on RFQs. Advantage is a catalog-style marketplace for products and services.

Can I modify my GSA Contract later?

Yes. You can submit contract modifications to add products or services, update pricing, or change company info.

Part 2: Intermediate Questions

Welcome to Part 2 of our GSA Contract FAQ series. These questions go beyond the basics and cover situations that often come up after you’re awarded a GSA Schedule.

How do I respond to a GSA eBuy RFQ?

You log into GSA eBuy, download the RFQ details, prepare your response (including pricing, technical proposal, and terms), and submit before the deadline.

Can I sell to state or local governments with a GSA Contract?

Yes, under certain programs like Cooperative Purchasing and Disaster Purchasing. Participation is optional and depends on your SIN.

What’s the difference between a GSA Schedule and a GWAC?

A GSA Schedule is open to many vendors for ongoing sales. A GWAC is a pre-competed, limited vendor pool contract for IT or other services.

What is the Schedule Input Program (SIP)?

SIP is GSA’s legacy software used to upload and manage your catalog on GSA Advantage. It’s being phased out in favor of FAS Catalog Platform.

How do I update my GSA Advantage listing?

Use the SIP (Schedule Input Program) software or EDI integration to upload new pricing, descriptions, and product info.

What is the FAS Catalog Platform (FCP)?

The FCP is GSA’s new web-based system for managing your catalog, pricing, and contract data—replacing SIP for many vendors.

How do I maintain compliance with my GSA Contract?

Keep up with reporting, pricing integrity, sales tracking, timely mods, and following terms outlined in your Final Proposal Revision, award letter and clauses.

What happens if I miss a sales report?

You’re considered non-compliant and risk penalties, suspension, or cancellation of your contract. GSA may also issue a cure notice. You can make adjustments or late payments if you find errors.

Can I offer discounts to federal buyers?

Yes, but you should disclose any temporary or permanent discounts. Offering better pricing than GSA terms may trigger Price Reductions Clause.

Can I add new products or services later?

Yes. Submit a modification request to add new SINs, services, or products. You’ll need to justify pricing and provide supporting documents.

How do I add labor categories?

You must submit a modification request with labor category descriptions, qualifications, education/experience, and pricing justifications.

Can I sell internationally under a GSA Contract?

You can sell to U.S. federal agencies operating overseas, but not to foreign governments.

What’s a GSA Contract mod?

A mod (modification) is any change to your contract, including pricing, products, company name, or contact information.

How do I find GSA opportunities?

Use GSA eBuy, SAM.gov, and agency-specific forecasts. Also, network with contracting officers and prime contractors.

Can I partner with another company on GSA?

Yes. You can form a Contractor Teaming Arrangement (CTA) or subcontract under another vendor’s GSA contract.

What is a Contractor Teaming Arrangement (CTA)?

A CTA allows two or more GSA contract holders to team up and jointly bid on a task order. Each party remains responsible for its terms.

What’s the difference between a CTA and subcontracting?

In a CTA, both parties have GSA contracts and share responsibilities. In subcontracting, only one has a contract and fills the role of Prime Contractor.

Can I transfer my GSA Contract to a new company?

Possibly, through a Novation Agreement if you’ve sold the business. This requires GSA and agency approval and full documentation.

How do I handle contract novation?

Submit financials, legal documents, a signed novation agreement, and any ither to your Administrative Contracting Officer for review and approval.

What if my company name or DUNS changes?

You must submit a modification request with legal documentation, updated SAM.gov registration, and proof of the name or identifier change.

How do I renew my GSA Contract after 5 years?

You’ll receive a renewal package from GSA before the contract expires. Submit and updated documents through

Can I lose my GSA Contract?

Yes. Contracts can be cancelled for low sales, non-compliance, or failure to respond to requests from GSA.

What is the minimum sales requirement?

You must make $100,000 in GSA sales during the first 5 years, and $125,000 each 5-year period after that, or risk cancellation.

Do I need cybersecurity compliance for GSA?

Yes, especially for IT contractors. Compliance with NIST 800-171 or FedRAMP may be required depending on the service offered.

What’s the difference between TAA-compliant and non-compliant products?

TAA-compliant products must be made or substantially transformed in the U.S. or approved countries. Products from China (except Taiwan) are usually non-compliant.

Part 3: Advanced and Niche Questions

You’re now reading Part 3 of our GSA Contract FAQ series. These advanced FAQs cover less common—but highly important—issues like teaming, novation, compliance, and cybersecurity.

What’s the difference between GSA Schedule 70 and MAS?

GSA consolidated all legacy Schedules (like IT Schedule 70) into one MAS Schedule in 2020. All SINs now fall into 12 Large Categories and a new GSA Contract is not required to add a new SIN.

Can I use a GSA Schedule to sell software?

Yes. You can list perpetual licenses, subscriptions, SaaS, and maintenance services under IT-related SINs, provided you meet TAA and pricing rules.

What are “Other Direct Costs” (ODCs) on GSA?

ODCs are materials, travel, or third-party costs not part of your labor rates. They must be pre-approved and itemized in your proposal.

Can I sell cloud services under GSA?

Yes, under Cloud SINs such as 518210C. FedRAMP authorization is often required for IaaS, PaaS, or SaaS solutions.

Can I offer hourly rates or fixed price under GSA?

Yes. You can propose either type depending on your service model, but all rates must be negotiated and listed in your contract.

What is a BPA under a GSA Schedule?

A Blanket Purchase Agreement (BPA) allows agencies to place recurring orders with you under pre-negotiated terms, streamlining procurement.

What’s the difference between BPA and IDIQ?

BPA is a streamlined GSA agreement. IDIQ (Indefinite Delivery/Indefinite Quantity) is a broader contract type often used in non-GSA procurements.

What is GSA’s Transactional Data Reporting (TDR)?

TDR requires reporting line-item sales data monthly instead of providing a Commercial Sales Practices (CSP) disclosure. Participation is voluntary for select SINs, but it does bypass the Price Reductions Clause.

What’s a CSP disclosure?

Commercial Sales Practices disclosure outlines the discounts and terms you give to other customers. It’s used to ensure fair GSA pricing.

Can I avoid CSP with TDR?

Yes. Vendors who opt into TDR are exempt from submitting CSP data, but must submit detailed monthly sales reports instead.

What’s the Economic Price Adjustment (EPA) clause?

It governs how and when you can raise prices under your contract. Modifications must be approved by GSA and follow specific rules.

Can I use my GSA Contract to sell to the DoD?

Yes. GSA Schedules are open to all federal agencies, including the Department of Defense, if your offering fits their needs.

What is an OLM (Order-Level Material)?

OLMs are items or services needed to complete a task order that aren’t on your GSA schedule. They’re approved on a case-by-case basis.

Do I need a security clearance to sell to federal agencies?

Not to get a GSA contract, but specific task orders may require cleared personnel or facility clearance depending on the work.

What is SIN consolidation?

GSA consolidated overlapping SINs during the MAS reorganization. Vendors may need to map old SINs to new ones and revise their catalogs.

How do I handle multiple locations or divisions under one contract?

You can list multiple authorized locations, but must clearly identify points of contact and ensure pricing and service consistency.

Can I list products from multiple manufacturers?

Yes, as long as each product is TAA-compliant, properly documented, and your company is authorized to resell them.

What’s a Letter of Supply?

It’s a document from a manufacturer authorizing you to sell their products through your GSA Contract. It’s required for product resellers.

What is a “basis of award” customer?

This is the commercial customer class used to compare GSA pricing during negotiation. You must disclose if they receive better terms later.

Can I offer volume discounts?

Yes. You can build in quantity or dollar-based discounts, and they should be reflected in your pricing narrative or catalog.

How do I submit a mod through eMod?

Log into eMod, select your contract, choose the mod type, upload required documents, and digitally sign the submission.

What is “Schedule refresh” and do I need to respond?

A refresh updates terms and templates in your contract. You usually must accept Mass Mods to stay compliant with GSA updates.

What is a Mass Mod?

Mass Mods are government-wide updates you must accept through the Mass Mod portal to stay compliant. They often follow Schedule refreshes.

Do I need to register in beta.SAM.gov?

Yes. All federal contractors must be registered and active in SAM.gov to apply for or hold a GSA Contract.

Can I use my GSA Contract for grant-funded projects?

Sometimes. If a federal agency is the buyer and the grant allows it, GSA purchases may be permitted—but check specific grant rules.

Part 4: Expert-Level and Industry-Specific Questions

This final section of our Top GSA Contract FAQs covers expert-level and industry-specific topics—from audit readiness and federal sales strategy to software tools, compliance risks, and construction-specific rules.

How do I use GSA’s CALC tool?

CALC (Contract-Awarded Labor Category tool) helps you research average labor rates by SIN and labor category across awarded contracts. It’s great for pricing strategy.

How do I prepare for a GSA Contractor Assessment (audit)?

Keep records of all GSA sales, invoice logs, IFF payments, CSP disclosures, mods, and discount practices. GSA may audit up to 3–5 years back. In the VSC you can download the Report Card and review what the assessment will cover.

Can I get help from a PTAC or APEX Accelerator?

Maybe. These organizations offer free generic government contract guidance.

Do construction companies qualify for GSA?

Generally, no. GSA does not cover most construction, but offers related services like facilities maintenance, and select services under MAS.

Can I sell staffing services through GSA?

Yes. Under SINs like 561320SBSA or HR-specific SINs, you can list labor categories and offer temporary or long-term staffing solutions.

What is “Professional Services Category” on GSA?

It includes consulting, program management, legal support, environmental services, logistics, and more. It’s one of the largest MAS categories.

What is the GSA Contract number format?

Older contracts look like GS-00F-123AB, newer contracts look like 47QREA23B002C. You’ll need it when submitting offers or mods.

What is the Contractor Start-Up Checklist?

GSA provides a checklist for newly awarded contractors covering registration, SIP uploads, Advantage listings, compliance training, and sales tips.

Can I list different labor categories by region?

Yes, if pricing varies geographically, but you must clearly define regions and provide separate rate justifications. I call this a “Multiplier Chart.”

What if I accidentally undercharge a federal buyer?

You are legally bound to honor the contract price. Document the issue and update your catalog via mod if needed going forward.

Do I need a business license to get on GSA?

Not really a local Business License, but your company must be legally registered, with all state/federal licenses and up-to-date SAM.gov registration.

What is a GSA sales tracker or log?

It’s an internal spreadsheet or tool you maintain to track GSA sales, IFF payments, discounts, and reporting due dates.

Can a GSA Contract help with subcontracting goals?

Yes. Many primes look for small business GSA holders to meet subcontracting goals under large federal contracts.

What are small business set-asides on GSA?

Some GSA opportunities are restricted to small businesses or socio-economic groups. You must meet SBA standards and be properly certified.

Do I need to accept government credit cards?

Yes. Most micro-purchases are made via P-card (government credit card), and GSA expects you to accept them as a payment method. You can choose to accept credit cards above the threshold (or not).

What’s the difference between open market and GSA purchases?

Open market purchases are not under contract and may require more paperwork. GSA purchases are streamlined and pre-approved.

How can I track competitors on GSA?

Use tools like GSA Advantage, Discovery, CALC, and usaspending.gov to see what others offer, what they charge, and who they sell to.

Do I need to train my team on GSA compliance?

Absolutely. Everyone involved in quoting, pricing, sales, or reporting should understand GSA terms, SIN requirements, and sales tracking.

What’s the best way to increase GSA sales?

Actively respond to RFQs on eBuy, build relationships with buyers, optimize your GSA Advantage listing, and follow up after quotes.

How do I get on the GSA Schedule as a minority-owned business?

You follow the same process. No change

What if I have zero GSA sales?

GSA may cancel your contract if sales remain at $0 for over 5 years. Market your contract or consider offering new services or SINs.

Can I get reinstated if my GSA Contract is cancelled?

It’s not possible. You’ll need to reapply as a new offeror.

What’s the best way to stay informed about GSA changes?

Subscribe to GSA Interact, follow category newsletters, attend GSA training webinars, and monitor your contracting officer’s updates.

Is it worth hiring a consultant for GSA?

It depends on your internal capacity. A good consultant like GSA Focus can save time and help with pricing, compliance, and proposal prep, but choose wisely.