Should I get a GSA Schedule before starting to respond to RFPs?

Short answer: NO.

The General Services Administration (GSA) has a Government Wide Acquisition Vehicle (GWAC) called their Multiple Award Schedule (MAS) (formerly known as GSA’s Schedule 70) which is a pre-awarded contract that vendors can gain a spot on to limit competition when submitting proposal response. It is an Indefinite delivery, indefinite quantity (IDIQ), long-term contract with the federal government. Different federal agencies put out RFPs/RFQs/RFIs onto GSA’s MAS where contractors can submit proposals/bids for the work. It provides the federal government with fast, flexible, cost-effective procurement solutions. It represents approximately 21% of overall Federal procurement spending.

You can participate in federal contracting bids without a GSA Schedule!

Many of my clients who are winning federal contract do not have a spot on GSA’s MAS. Looking for bids in the open market (on SAM.gov) can, and often times is, very fruitful for companies looking to branch into the federal market.

You can also become a GSA channel partner, essentially using another company’s GSA Schedule. This removes the problem of having to manage your own GSA Schedule (which is another job in itself), and allows for new organizations to try their hand in the federal marketplace, hopefully building success before obtaining a GSA Schedule of your own. 

Ultimately, getting a spot on GSA’s MAS is typically a months to years long process. Once on it, there are contract administration requirements you’ll need to adhere to, to remain on it. This includes updating your pricelist, reporting sales, being prepared for audits, and dealing with the government. You’ll likely need to hire a consultant or full-time employee to manage your contract.