GSA Contracts Step by Step in 2025
Jun 30, 2025If you're trying to sell to the federal government, you've probably heard of the General Services Administration (GSA). But what is it exactly? And do you really need a GSA Schedule to win contracts?
In a recent breakdown, Rick dives into what the GSA is, how it fits into the government contracting world, and when (or if) it makes sense for your business to get involved.
What is the GSA?
At its core, the GSA is both a federal agency and the gatekeeper of contract vehicles—tools that make it easier for government buyers to purchase from approved vendors. These vehicles "pre-vet" companies, allowing agencies to skip lengthy procurement processes and buy faster.
But don’t get it twisted: just because GSA exists doesn’t mean it’s the only way to do business with the government.
Do You Need a GSA Schedule?
Not necessarily. Rick emphasizes this point: having a GSA Schedule is not required to win federal contracts. Before jumping in, companies should research whether their products or services are commonly bought through GSA vehicles. If they’re not, it might not be worth the time and cost.
The Bigger Picture: GSA’s Role in Government Contracting
GSA was born out of an effort to simplify government procurement—a system historically bogged down by red tape, inefficiencies, and risk of abuse. Over time, it’s become a major player in making federal buying faster and more transparent.
Recent executive orders have pushed agencies to rely more on GSA, especially as the government tries to centralize and streamline purchasing. But there’s a catch: GSA’s workforce has shrunk, and fewer people means longer wait times, more confusion, and slower service for vendors.
Strategy Over Hype
Rick stresses that success in government contracting comes from knowing your market and buyers, not just chasing popular contract vehicles. Use platforms like:
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SAM.gov
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USASpending.gov
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Agency-specific dashboards
These tools let you analyze federal spending patterns and see whether GSA is even relevant to your industry.
Pro Tips From Richard C. Howard
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Relationship-building is still king. Government buyers want to work with people they trust.
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If you don’t have a GSA Schedule, consider subcontracting through a prime that does.
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Managing a GSA Schedule is a long game. It’s not just about getting on—it’s about staying compliant and visible.
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Think in terms of categories and contract vehicles. What is your target agency already buying, and how are they buying it?
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Build a disciplined sales pipeline and stay consistent. Strategy beats shortcuts every time.
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