The U.S. General Services Administration (GSA) Multiple Award Schedule (MAS) contract is one of the most powerful tools businesses can use to sell to the federal government. This long-term, government-wide contract makes it easier for agencies to buy commercial goods and services from pre-approved vendors. For businesses, a GSA MAS contract is like a “seal of approval” that opens doors to billions of dollars in government spending.
But not every business needs or benefits from a GSA contract. Certain industries, company types, and growth-focused organizations gain the most from pursuing it. In this article, we’ll break down:
The types of businesses that benefit most from a GSA MAS contract.
The specific needs these businesses face.
How the GSA MAS contract addresses those needs.
What businesses can actually do once they secure a GSA contract.
By the end, you’ll see clearly whether your business should invest in pursuing this valuable government opportunity.
Why the GSA MAS Contract Matters
Federal, state, and local governments purchase nearly everything—from IT systems and office furniture to consulting, staffing, and industrial equipment. In fiscal year 2023 alone, GSA Schedule sales exceeded $41 billion.
The GSA MAS contract simplifies this process. Instead of each agency running separate, time-consuming procurements, they can order directly from vendors listed on the schedule. For vendors, this means:
- Streamlined sales – Pre-approved pricing and terms reduce negotiation hurdles.
- Credibility – Being on schedule signals reliability and compliance.
- Access – Thousands of federal, state, and local agencies can buy from you.
So which businesses benefit most from these advantages? Let’s explore.
1. IT and Technology Companies
Their Needs
The federal government is one of the largest buyers of technology in the world. Agencies constantly need hardware, software, cybersecurity tools, and IT services. For these businesses, the challenge is cutting through red tape and proving trustworthiness to win contracts.
How GSA Helps
- Access to IT-specific schedules: GSA MAS includes categories like IT hardware, cloud solutions, cybersecurity, and IT consulting.
- Streamlined compliance: Having a GSA contract signals your company meets strict security and pricing requirements.
- Visibility: Federal buyers frequently use GSA eLibrary and GSA Advantage to search for IT vendors.
What They Can Do With It
An IT firm with a GSA MAS contract can:
- Sell software licenses and hardware directly to agencies.
- Offer managed IT services or cybersecurity monitoring.
- Compete for large-scale modernization projects with less paperwork.
2. Professional Services Firms
Their Needs
Consultants, management firms, training companies, and staffing agencies often struggle to prove value and compliance in federal procurements. Agencies need trusted providers who can deliver quickly without prolonged bid cycles.
How GSA Helps
- Dedicated categories: The Professional Services Schedule (PSS) covers management consulting, financial advisory, HR, training, and environmental services.
- Task orders instead of open bids: Agencies can issue task orders directly to GSA contractors, avoiding lengthy open competitions.
- Pre-set rates: Labor categories and pricing are already approved, cutting negotiation delays.
What They Can Do With It
- Offer training programs for federal employees.
- Provide management consulting on agency operations.
- Deliver HR support, staffing, or recruitment services.
3. Medical and Healthcare Suppliers
Their Needs
Healthcare product suppliers and service providers face high demand but must prove safety, reliability, and cost-effectiveness. Hospitals, VA clinics, and DoD medical facilities are constant buyers.
How GSA Helps
- Access to the VA Federal Supply Schedule (FSS): Many healthcare-related purchases flow through this program.
- Compliance assurance: GSA approval signals your products meet regulatory standards.
- Wide buyer base: Federal healthcare spending covers agencies, veterans’ hospitals, and even some state/local agencies.
What They Can Do With It
- Supply pharmaceuticals, surgical tools, and medical devices.
- Provide healthcare staffing or telehealth solutions.
- Offer facility maintenance or specialized healthcare IT systems.
4. Manufacturers and Product Suppliers
Their Needs
Manufacturers of office furniture, industrial equipment, tools, and building materials want steady, high-volume buyers. The government is a top customer, but procurement hurdles make access challenging.
How GSA Helps
- GSA Advantage listing: Products appear on the federal government’s online shopping platform.
- Long-term relationships: Agencies can reorder easily without re-bidding.
- High-volume potential: Orders often run into the millions of dollars.
What They Can Do With It
- Sell furniture to furnish government offices.
- Provide tools, hardware, and building materials to military bases.
- Supply large-scale industrial equipment for public infrastructure projects.
5. Construction and Facility Services Companies
Their Needs
The government operates thousands of facilities worldwide, needing ongoing maintenance, renovation, and support services. Small and mid-sized firms often struggle to break in without a GSA contract.
How GSA Helps
- Categories for building and industrial supplies: Covers HVAC, electrical, plumbing, and facility services.
- Maintenance contracts: Agencies use GSA to quickly award recurring service contracts.
- Energy-efficiency incentives: GSA prioritizes sustainable products and services, a selling point for green-focused companies.
What They Can Do With It
- Perform facility maintenance for federal buildings.
- Supply energy-efficient systems like LED lighting or HVAC.
- Provide cleaning, landscaping, or security services.
6. Security and Defense Contractors
Their Needs
National security spending requires trusted vendors for physical security, IT defense, and protective equipment. Entry barriers are high due to strict vetting and compliance requirements.
How GSA Helps
- Dedicated SINs (Special Item Numbers) for security products and services.
- Faster acquisition process: Agencies can buy protective equipment, surveillance systems, or training services directly.
- Credibility: A GSA contract demonstrates a vendor is pre-vetted for federal security needs.
What They Can Do With It
- Sell body armor, surveillance systems, and access control devices.
- Provide cybersecurity or intelligence analysis.
- Offer training for law enforcement and defense personnel.
7. Small Businesses and Disadvantaged Businesses
Their Needs
Small businesses, women-owned, minority-owned, veteran-owned, and HUBZone firms often struggle to compete with large corporations for government work. They need a path to visibility and preference.
How GSA Helps
- Set-asides: Many task orders under GSA are reserved specifically for small businesses.
- Socioeconomic credit: Agencies gain credit for meeting small business contracting goals by buying from certified vendors.
- Lower barriers: GSA makes it easier for small businesses to be discovered by contracting officers.
What They Can Do With It
- Partner with larger contractors as subcontractors.
- Win small-business set-aside orders through GSA.
- Build a reputation in federal contracting that can lead to bigger opportunities.
8. Green and Sustainable Businesses
Their Needs
Government agencies have strict sustainability mandates, requiring energy-efficient, environmentally friendly products and services. Companies in this niche often need help gaining visibility.
How GSA Helps
- GSA Green Procurement Program: Prioritizes eco-friendly solutions.
- Special labeling: Green-certified products stand out in GSA Advantage searches.
- Sustainability demand: Agencies must meet green purchasing goals, creating built-in demand.
What They Can Do With It
- Supply solar panels, recycled products, or energy-efficient systems.
- Offer consulting on sustainable practices.
- Provide green facility maintenance and waste reduction services.
9. Educational and Training Providers
Their Needs
Agencies need ongoing staff development, compliance training, and workforce upskilling. Training providers often face challenges in scaling and standardizing contracts across agencies.
How GSA Helps
- Training SINs under professional services.
- Flexible delivery: Covers classroom, virtual, and on-demand training.
- Simplified payment: Pre-negotiated rates reduce billing disputes.
What They Can Do With It
- Deliver compliance and safety training to federal staff.
- Provide leadership development or IT certification courses.
- Create customized programs for specialized agencies.
What Businesses Can Do Once They Have a GSA MAS Contract
Getting on the GSA Schedule is only the first step. Here’s what businesses can actually do with their contract:
List Products on GSA Advantage
GSA Advantage is like “Amazon for the government.” Contractors list their products, and agencies can buy directly.
Bid on Task Orders
Agencies release Requests for Quotes (RFQs) through GSA eBuy. Vendors with the right SINs can respond and win business.
Build Long-Term Customer Relationships
GSA contracts last up to 20 years, allowing businesses to establish steady agency relationships.
Expand to State and Local Governments
Under certain programs (like Cooperative Purchasing), businesses can also sell to state and local governments.
Gain Competitive Edge
Being on the schedule signals legitimacy, often helping companies in commercial markets as well.
Should Your Business Pursue a GSA MAS Contract?
The decision depends on your business type, growth goals, and resources. Generally, you should consider a GSA MAS contract if:
Your products or services are already in demand by government agencies.
You can handle compliance and reporting requirements.
You want to grow into a stable, long-term government contracting strategy.
If your business is local-only, niche, or lacks the resources to manage federal contracts, pursuing a GSA contract may not be worthwhile. But for growth-focused firms, especially in IT, healthcare, services, or manufacturing, it can be transformative.
Conclusion
A GSA MAS contract isn’t for everyone—but for the right businesses, it’s a gateway to billions of dollars in federal spending. IT providers, professional services firms, healthcare suppliers, manufacturers, construction companies, security contractors, small businesses, and green solution providers all benefit from the simplified procurement, visibility, and credibility it offers.
With a GSA MAS contract, businesses can sell through GSA Advantage, win task orders, and build lasting relationships with federal, state, and local government buyers.
For companies serious about scaling in the public sector, few opportunities are as powerful as securing a GSA contract.
