GSA Services
Need GSA Services to get approved?
Want to sell your Services to GSA Buyers?
You're in the right place.
“GSA Services” could mean 2 things:
GSA Contract Support
The process to get a GSA Contract is confusing and difficult. GSA Focus makes it simple, straightforward, and low-risk.
Offering Your Services to GSA
In the GSA Program you can offer both products and services. If you are a service-provider, there is a lot to learn about listing them properly.
Are GSA Schedule Services Worth It?
The process of acquiring a GSA contract requires focus and preparation, but the rewards are serious.
GSA contract services are a shortcut to
– immediately build trust with gov buyers
– position you ahead of competitors
– open access to a consistent flow of low-competition bids.
Once awarded, you’ll have access to contract vehicles that government buyers are actively using every single day.
For small businesses, this means greater predictability, easier invoicing, and higher trust from procurement officers. Some agencies even have internal policies to use GSA Schedule holders first before opening bids to the broader market.
Real-world example
For example, a small IT service firm might spend 6–12 months pursuing high-competition, one-time projects through open solicitations. But once on the GSA Schedule, that same firm could close recurring IT contracts in half the time—directly with agencies like the DoD, DoS, or USDA—with a much higher win-rate.
Should You Use GSA Consultants or DIY?
Seasoned GSA Experts can make a huge difference. If you’ve never navigated a government proposal before, there are dozens of ways to mess it up. GSA Consultants provide compliance checklists, formatting services, pricing strategies, and submission support. They also know what red flags contracting officers look for.
If you’re confident, have time, and enjoy tackling complex documentation, DIY is doable. But most small businesses we’ve worked with prefer to focus on what they do best—and bring in experts for this critical phase.
How Much Does a GSA Schedule Cost?
This is a very common question that comes up on sales calls. Small businesses are budget-minded, and rightly so.
A cheap GSA Consultant will set you back a year, and you will probably not even get your GSA Contract in the end. Then there are all the missed GSA opportunities that came and went while the “clown” was stumbling through your GSA process.
It’s best to treat your GSA Schedule like a long-term business investment, and so it’s important to select the best GSA Service provider (GSA Focus 😉).
All that said…the upfront cost varies.
If you’re doing it yourself, budget for 200-500 hours of internal staff time. It’s a complicated process, so don’t expect the DIY path to be easy. Rejections will likely stack up on you.
If you hire a GSA consultant, expect to pay between $3,500 and $25,000 depending on the GSA Service company.
This is a massive discrepancy, I know. But the sweet spot is usually right in the middle, Which will allow you to balance quality with price. won’t
Our GSA Services Deliver:
…High-Dollar, Low-Competitions Bids
…Sent to you by Email
…For 20 years.
How to List Your “Service” in GSA
GSA services include management consulting, IT services, training, logistics, cybersecurity, facilities support, engineering and many more.
Not every service qualifies under GSA Schedule rules. But if you’re in one of these lanes, the door is wide open.
Even if you’re not sure where you fit, GSA’s list of Service Codes (Special Item Numbers) is vast, and you’ll likely fit into one or more.
Build & Support Your GSA Price List
The GSA price list isn’t just a basic rate sheet. It’s a structured matrix that outlines your services as Labor Categories. Each one includes a title, description, minimum education & experience, hourly rate, and SIN Code.
This list becomes your GSA Service offering to the government.
If you oversimplify it, you lose credibility…If you overcomplicate it, you risk confusion and delays.
Your GSA proposal must also include relevant past performance. This means documented projects that align with the labor categories and GSA scope.
Contracting officers want evidence. Each service in your GSA offering should tie to a real-world example with scope, size, and customer reference.
GSA Pricing and Your Commercial Rates
One of the most misunderstood parts of this process is GSA pricing…many do this wrong and pay dearly.
The “GSA price” is the rate you offer the federal government, and it is based on a discount from your Commercial Price List or Market Rates. Note that you aren’t obligated to give GSA your best price. It is negotiated, and if the GSA is not worthy of your best discount, then they should not get it.
Balancing GSA Service Pricing
One big obstacle is balancing the actual prices you offer GSA Customers. Here is the problem:
The government expects a competitive GSA price, but pricing too low damages your margin long-term.
The other side of the coin is that if your pricing is too high then GSA will reject your entire offer.
Here is how you can find the sweet spot
- Build in enough margin to protect your delivery and remain competitive.
- Use market research and historical pricing data from GSA eLibrary or tools like CALC.
- Hire a top-notch GSA consultant to leverage their vast negotiating knowledge.
The Price Reductions Clause
- A Basis of Award (BOA) Customer is selected
- Whatever discount you offer them is the starting point for GSA Negotiations.
- Final GSA Discounting is confirmed.
- If you offer the BOA customer a better deal, you may have to update your GSA pricing.
Note that there is an alternative called Transactional Data Reporting (TDR) that bypasses the Price Reductions Clause.
Getting it right from the start is essential. The Vendor Support Center provides templates and guidance. Download the GSA’s Price Proposal Template to calculate your MAS price and see the necessary details the GSA reviewer will need.
Obviously avoid underpricing, which cuts your margins. But also avoid overpricing, which can get result in a rejection.
GSA Services and SIN/NAICS Codes
The GSA system doesn’t use buzzwords—it uses codes.
If you want to be found by buyers, you need to map your Services to the proper GSA Special Item Numbers (SINs)perfectly.
SINs are similar to NAICS codes, but they are the coding system the GSA Schedule program use to classify products and services.
SINs are how buyers search for your offerings, so if you get them wrong, your offer goes nowhere.
How to map your Services to SIN Codes
Start with your NAICS code—this defines your core business in the SAM database.
Match it to the relevant SIN in the GSA eLibrary MAS list.
If your service spans multiple areas, you might need multiple SINs, each with its own labor categories and pricing. This classification affects everything from how your offer is reviewed to how buyers find you on GSA Advantage.
Helpful Resources
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