The cost to obtain a GSA Schedule can range from $10,000 to $50,000 depending on the type and number of products/services involved. The cost is generally commensurate with the size of the company. Roughly speaking, given the value of management time, the cost is about the same, whether you outsource the proposal work or do it in-house yourself. And outsourcing can result in superior product/service pricing and terms and conditions.

Companies frequently ask us what their return on investment will be if they spend $10,000 to $50,000 on a GSA Schedule. This is an extremely difficult question to answer for the following reasons.

• Market size data at a product/service level (as opposed to an industry level) is not generally available in the federal government.
  
• A GSA Schedule does not guarantee you any business. While Schedule status can give you a big advantage over companies not on the Schedule, you still have to work hard to sell. The companies that invest in direct sales and go after the market aggressively sell the most.

In deciding whether to seek a Schedule award, generally a return on investment analysis approach will not work, because of the lack of market data and the subjective sales factors involved. Basically, you'll need to rely on company goals and objectives, management experience in sales, and the fact that you will probably not be successful in the federal market without a Schedule.

You can sell in the credit card and under $25,000 markets without a Schedule, but you cannot afford to be without one if you are going to go after the larger federal markets. GSA Schedule costs are low in comparison to proposal/bid preparation costs when bidding on public procurements.

Still in doubt? Ask your federal contracting officers. If you're new to the market, call selected contacting officers in your target agencies and ask them how important it is to be on the Schedule.