Winning a GSA Multiple Award Schedule (MAS) contract is a major milestone. For small businesses, it feels like crossing the finish line after a long, grueling race. But here’s the kicker: that “finish line” is actually the starting line.
Getting on the Schedule doesn’t guarantee revenue. In fact, many small businesses stall out after the award because they underestimate what it takes to maintain, market, and maximize their contract. Avoiding the most common post-award missteps can be the difference between success and silence.
Let’s break down the five biggest mistakes and how to stay clear of them.
Mistake 1: Going Silent After Award
A lot of small businesses treat the MAS award like a trophy. They celebrate it, post about it, maybe add a GSA logo to their website, and then wait for the contracts to roll in.
That’s not how it works.
GSA doesn’t market for you. Agencies won’t come knocking just because you have a Schedule. If anything, now is when the real hustle begins. You need a game plan for outreach, sales, and visibility. That means contacting agency buyers, responding to RFQs on eBuy, and keeping your GSA Advantage listing up to date.
Avoid this by treating your Schedule as a tool, not a prize. Build an outreach plan. Train your sales team. Set monthly activity goals tied directly to your MAS contract.
Mistake 2: Ignoring Compliance Requirements
One of the fastest ways to get in trouble post-award is by forgetting the compliance obligations that come with your GSA contract. It’s not just about staying listed on GSA Advantage. You have to:
- Report sales quarterly (or monthly, depending on your contract)
- Pay the Industrial Funding Fee (IFF) on time
- Accept mass mods when issued
- Keep your pricelist current and accurate
- Maintain complete records for audit
The systems can be clunky, the requirements tedious, but they’re not optional. Businesses that slack on compliance risk penalties, contract cancellation, or ineligibility for renewal.
Avoid this by assigning someone on your team (or hiring a consultant) to manage MAS compliance as an ongoing function, not just when problems pop up.
Mistake 3: Letting Your Pricelist Go Stale
Pricing is a common sticking point. Many contractors never update their approved pricelist, even as their commercial rates shift or they develop new offerings. The result? You either get stuck selling at outdated prices or miss out on opportunities altogether because your catalog doesn’t reflect your current capabilities.
Worse, if you sell something that isn’t approved or priced in your GSA file, you’re out of compliance.
You don’t have to submit a mod every time you blink, but you do need to keep your offerings relevant and your prices competitive. Make a habit of reviewing your GSA catalog quarterly. Identify changes that might need a pricing or product modification, and plan those submissions strategically.
Mistake 4: Overlooking GSA Advantage
Think of GSA Advantage as the Amazon of government procurement. It’s where buyers go to compare prices, search vendors, and make fast purchases, especially for smaller buys.
And yet, many small businesses treat it as an afterthought. They upload a barebones listing with minimal descriptions, no images, and outdated specs. Then they wonder why no one’s buying.
You don’t need a marketing agency to fix this. Take the time to upload clear, keyword-rich product descriptions. Add photos. Make sure pricing is easy to understand. And when something changes in your pricelist, update Advantage too.
If your listing doesn’t look like it’s ready to win business, it won’t.
Mistake 5: Flying Solo When You Need Help
Most small businesses wear too many hats. After the award, it’s tempting to treat the MAS contract like just another admin task to juggle alongside everything else. But the GSA world is complex, and missteps are expensive.
Trying to manage every detail internally, modifications, eBuy submissions, compliance, and Advantage uploads, without experience or support, often leads to burnout or dropped balls.
The smart move? Know when to outsource. Whether it’s for a pricing mod, audit prep, or marketing strategy, bringing in an expert can save time, reduce risk, and improve results. And it’s more affordable than losing business or your contract, because something slipped through the cracks.
Final Word: The Contract Is Only the Beginning
Getting on the GSA Schedule is an achievement worth celebrating, but it’s not a guaranteed payday. The businesses that succeed post-award are the ones that stay proactive, stay compliant, and keep treating their MAS contract like a growth engine, not a static credential.
If you’ve won a GSA MAS contract, you’ve already proven your value. Now it’s about staying sharp, staying visible, and staying ready to win work.
Need a Hand? DJIG Has Your Back.
We not only help small businesses get on the GSA Schedule but also help them do well on it. We can help your business with everything from managing contracts to coming up with a sales strategy to making changes. We’re built to help businesses like yours from the award to the execution.
👉 Reach out today and let’s make your GSA contract work harder for you.
