After the 2008 financial crisis, I spoke with a client who told me something powerful:
“The GSA Schedule likely saved our company. Our usual customers dried up, but pivoting to federal sales kept us alive.”
They didn’t thrive during that downturn — but they survived, and that’s what mattered.
Today, while economic conditions are stable on paper (with Scott Besset recently testifying that Q1 GDP will be revised into positive territory), the long game is uncertain. The economy can shift quickly, and the federal market takes time to penetrate. Getting a GSA Schedule takes about 6 months, and that’s time you can’t buy back when things turn.
So, if you want to establish a low-cost, high-impact backup plan, here’s how to do it step by step.
Month 0–6: Secure Your GSA Schedule
Getting on a GSA Schedule is your ticket to enter the federal procurement arena. Without it, you’re locked out of major contracting opportunities — especially eBuy RFQs and strategic sourcing.
Pro Tip: If you’re serious about doing this within 6 months instead of 12–24, get expert help. You’ll avoid costly delays and missteps.
Step 1: Optimize Your GSA Advantage Listings
Once awarded your GSA Schedule, don’t stop there. Many vendors stall out right after approval. But visibility on GSA Advantage is how you attract buyers.
To stand out:
- Lead with specific product names buyers are searching for (e.g., “Portable Propane Grill”).
- Use clear, keyword-rich descriptions.
Include high-quality images and all necessary specs and certifications.
Step 2: Promote Your Schedule in Every Touchpoint
Federal buyers won’t find you if your contract details are buried.
Make your GSA info visible on:
- Your website (especially on a dedicated “Government” page)
- Email signatures
- Capability statements and brochures
- LinkedIn and company profiles
Include: GSA Contract #, SINs, DUNS / UEI, Cage Code
Step 3: Get Active on GSA eBuy
Once you’re on the schedule, you’ll get access to GSA eBuy, a platform where federal buyers post RFQs for products and services not listed on GSA Advantage.
- It’s estimated that $4–6 billion in federal sales flows through eBuy annually — and this may double with the current administration’s GSA-focused procurement strategy.
- eBuy isn’t an open market — buyers typically invite 7 vendors under specific SINs to bid, but any qualified vendor can submit a proposal.
What you should do:
- Monitor new opportunities weekly
- Respond promptly and thoroughly
- Track patterns in demand to refine your positioning
Step 4: Build a Target List of Federal Buyers
Use federal data tools to zero in on your best-fit agencies.
Resources:
- USAspending.gov
- Forecast websites (list below)
- Agency OSDBUs (Office of Small and Disadvantaged Business Utilization)
Outreach tips:
- Create a tailored capability statement for each agency.
- Engage with small business offices and procurement events.
- Follow agency procurement forecasts to stay ahead of the curve.
Top Federal Forecast Sites to Monitor
Top Federal Forecast Sites to Monitor
| Agency | Forecast Link |
| GSA | GSA FCO |
| DoD | DPC Forecast |
| DHS | DHS Forecast |
| HHS | HHS Forecast |
| VA | VA Forecast |
| DOE | DOE Forecast |
| NASA | NASA Forecast |
| Treasury | Treasury Forecast |
| USDA | USDA Forecast |
| DOJ | DOJ Forecast |
| DOT | DOT Forecast |
| EPA | EPA Forecast |
| State Dept. | State Dept. Forecast |
Step 5: Leverage Subcontracting and Teaming
If you’re new to federal sales, you can start faster by teaming with existing contract holders.
How:
- Partner with prime contractors already selling to your target agencies.
- Attend industry days and procurement events.
- Explore Contractor Teaming Arrangements (CTAs) under GSA rules.
Use the SBA Subcontracting Directory to identify large firms with active subcontracting plans.
Final Thought: Federal Sales as a Strategic Safety Net
Over 12,000 small businesses have GSA Schedules today — and those that stay engaged average over $1 million in annual federal sales.
It’s not magic. It’s momentum.
Get your foot in the door now, and you may thank yourself the next time the commercial market slows down.
