The GSA Schedule Just Became Essential for Contractors, Especially IT Firms — Here’s Why

March 25, 2025 | Government

If you’ve been on the fence about getting a GSA Multiple Award Schedule (MAS), the latest Executive Order from the White House might be the reason to move forward—sooner rather than later.

On March 20, 2025, President Trump signed an Executive Order that directs federal agencies to consolidate procurement of common goods and services under the General Services Administration (GSA). This directive is clear in Section 3(c): GSA is now the executive agent for all Government-wide acquisition contracts for IT, with a mandate to streamline procurement and eliminate duplicative contract vehicles across the federal enterprise.

This isn’t just procurement policy. It’s a structural shift in how the largest customer in the world does business. The U.S. government spent over $490 billion on products and services last year—and that level of spending is now being directed toward GSA Schedules. This move may result in hundreds of billions being funneled through MAS contracts in the coming years.

If You’re in Tech, This Changes Everything

Historically, many technology companies have hesitated to pursue a GSA Schedule because their product or service hasn’t traditionally been bought through GSA. It may have made more sense to have CIO SP4, NASA SEWP, Seaport, or ITES—or even rely on open market opportunities. But that line of thinking no longer applies.

With the Executive Order’s emphasis on category management and strategic sourcing, particularly for IT, it no longer matters what was bought in the past. It matters what’s coming next—and the direction is toward GSA.

Previous procurement data—showing who bought what you sell on GSA—may not carry as much weight as it used to. The GSA Schedule is no longer just one option among many. For common goods and services, it’s now mandated. Agencies are being told to go through GSA whether they’ve done so historically or not.

That means agencies that previously bought through open market purchases, direct contracts, or agency-specific vehicles may now be required to shift their spending to MAS contracts. You may not even be in the conversation if you don’t have a MAS.

Don’t Wait Too Long

The ripple effects of this policy shift are already starting. Agencies have been given 60 days to develop transition plans (Section 3a). That means:

• There’s likely to be a wave of companies submitting their GSA applications.
• Backlogs will grow, both at GSA with contracting personnel and with consultants who help companies through the process. Costs to obtain a GSA Schedule may go up as consultants see higher demand and availability tightens.

If you’ve been considering it, now might be the time to act before demand surges even higher.

What It Takes to Win on the GSA Schedule

Winning on MAS isn’t just about getting awarded a contract—it’s about activating it. Here’s what the most successful companies do:

• Develop a targeted outreach plan with email, phone, LinkedIn, capabilities briefs, and conference engagement.
• Optimize their GSA catalog with clear product/service descriptions, competitive pricing, and full compliance.
• Maintain consistent marketing visibility—on and off the GSA platform—so buyers know who they are and what value they deliver.

A GSA Schedule is access. It’s a vehicle. But you still have to know where you’re going—and how to get there.

Why Work With Us to Get Your Schedule?

We’ve worked in this space for 20+ years. We don’t just help companies get a GSA Schedule—We help them make it work. If you want more than just a contract award, here’s what we bring to the table:

• A strategy-first approach—we don’t just get you on MAS, we position you to win.
• One-on-one support—no handing you off to junior staff. You’ll work directly with me throughout the process.
• Proven track record—We’ve helped thousands of companies across industries navigate federal sales and win over $14.5 billion in government contracts. You’re not just getting help with a submission—you’re gaining a competitive edge.

Work with us if your goal is to turn MAS into a meaningful revenue stream.

Final Thoughts

This Executive Order is a major turning point in how the government purchases IT—and potentially other goods and services. The federal buyer base is consolidating. If you’re not positioned properly, you may be excluded.

If you’re serious about getting your MAS—or making the most of the one you already have—click here to schedule a call with me. Let’s put together a plan that works.

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