What GSA’s MAS Rightsizing Means for Small Businesses Looking to Sell to the Government

The U.S. General Services Administration (GSA) recently announced changes to its Multiple Award Schedule (MAS) Program—arguably one of the most important procurement vehicles in the federal space. Dubbed “rightsizing,” this initiative aims to streamline the MAS Program by removing underperforming contracts, eliminating items with low demand, and addressing contractor non-compliance. While this might sound like bad news at first, it’s actually a mixed bag of opportunity and warning—especially for certified small businesses.

So, what does this really mean for you if you’re a small business looking to sell your products or services to the federal government through a GSA Schedule?

Let’s break it down…

First, What Is the MAS Program?

The Multiple Award Schedule (MAS) Program is essentially a government-wide contract vehicle that lets federal agencies buy goods and services from vetted commercial vendors at pre-negotiated prices. It covers just about everything—from office supplies and IT services to facilities maintenance and training.

It’s huge. In FY 2024, over $51.5 billion in sales flowed through MAS contracts. And small businesses are a major part of that: 80% of MAS contractors are small businesses, accounting for more than 70% of all transactions and over 36% of total spending.

What’s Changing—and Why?

According to the GSA, the goal of this new rightsizing effort is to make the MAS Program more efficient, more responsive, and more valuable for both government buyers and industry partners.

Here are the biggest changes on the table:

1. Contracts That Don’t Meet Sales Thresholds Will Expire

If your MAS contract isn’t meeting minimum sales requirements—currently set at $25,000 over the first two years and $25,000 each year after that—GSA may let it expire. Previously, underperforming contracts were often kept on the books even if they weren’t active or beneficial.

Why this matters: If you’re not actively selling through your Schedule, your contract could be at risk. On the flip side, this change opens up space for active, engaged small businesses to shine without being buried under a mountain of dormant contracts.

2. Non-Compliance Is Being Taken More Seriously

Contracts from vendors who are non-compliant—whether that’s poor performance, missed reporting, or failing to keep information updated—will be reviewed more closely and potentially removed.

Why this matters: Small businesses that play by the rules and maintain good standing can expect less competition from companies that aren’t pulling their weight. It’s a chance to stand out if you’re consistent and reliable.

3. Low-Demand Products and Services Will Be Removed

GSA is aiming to cut out offerings that don’t provide enough value to justify the administrative burden of keeping them in the catalog.

Why this matters: If you’re offering something niche that hasn’t seen much activity, it might be time to reassess your positioning or diversify your offerings. But this also means the remaining items on Schedule will reflect real, in-demand needs—making it easier for buyers to find and purchase what they actually want.

4. Overlapping and Redundant Procurement Channels Are Being Reduced

Part of the streamlining includes looking at how MAS overlaps with other contract vehicles and eliminating duplications where possible.

Why this matters: This could simplify procurement across the board. If your business has a unique offering or provides competitive pricing, you may find yourself in a stronger position if duplicative options are removed.

Why the GSA Is Doing This

According to the Federal Acquisition Service (FAS), which runs the MAS Program, the goal is to put taxpayer dollars to better use, improve outcomes for federal buyers, and help industry partners focus their efforts where they’ll make the most impact.

Federal Acquisition Service Commissioner Josh Gruenbaum put it like this:

“By refocusing the program on the items and services the government is actually buying, we can help our industry partners maximize their time and efforts while providing the best pricing possible for these mission-critical needs.”

This rightsizing effort is also part of a broader push to cut government waste and increase efficiency across federal agencies—a focus of the Trump-Vance Administration.

The Upside for Small Businesses

On the surface, these changes might feel like a crackdown. But for small businesses that are proactive, compliant, and focused on delivering real value, this is actually an opportunity.

Here’s why:

You’ll Face Less “Ghost” Competition

One of the toughest parts of navigating the MAS Program is the sheer number of vendors. Many of these hold Schedule contracts but don’t actually do much with them. With GSA clearing out inactive vendors, your competition becomes more meaningful—and manageable.

It Levels the Playing Field

If you’ve been doing your due diligence—keeping your data updated, meeting reporting requirements, and fulfilling contracts responsibly—your reputation is about to matter more than ever. The rightsizing effort rewards good behavior, and that can work in your favor.

It Forces You to Be Strategic

This is a moment to look at your GSA strategy and sharpen it. Are you meeting sales thresholds? Is your pricing competitive? Are your offerings relevant to what agencies actually need? These are the questions every small business should be asking right now.

Better Visibility for Active Sellers

By removing low-demand items and redundant offerings, GSA is making the MAS catalog easier for buyers to navigate. That means when your product or service is truly needed, you have a better shot at being found—and bought.

What If You’re Just Getting Started?

If you don’t already have a GSA Schedule, this may sound intimidating. But the truth is, getting on the Schedule now—while GSA is focused on trimming inefficiencies—could actually position you for success.

Why? Because if you come in with a clear, focused offering, backed by strong pricing and a commitment to compliance, you’re exactly the kind of vendor GSA wants to see more of.

And that’s where FedBiz Access can help.

How We Help Small Businesses Get on (and Stay on) the GSA Schedule

Getting a GSA Schedule contract is not easy. It involves compiling your corporate experience, pricing data, discount practices, and a whole bunch of documentation—all while navigating the fine print of government regulations. For small businesses, this can be overwhelming.

That’s why FedBiz Access offers a GSA Schedule Proposal Assistance Program designed to take the burden off your shoulders and get you across the finish line with confidence.

Here’s what we do:

• Handle your entire proposal preparation process so you can focus on running your business.
• Give you clear, easy-to-follow templates for providing required data.
• Deliver a complete, ready-to-submit proposal written for smooth review and award.
• Set you up for success during negotiations—because we understand what contracting officers are looking for and how to position your business for fair pricing.
• Provide compliance and contract management guidance so you know what to expect after your contract is awarded.

We’ve helped thousands of companies secure a GSA Schedule contract—and we know how to avoid the costly mistakes that derail many vendors.

Our process is proven, and our team is made up of GSA specialists with unmatched experience. No confusing red tape. No guesswork. Just support when and where you need it.

Final Thoughts

The GSA’s move to rightsize the Multiple Award Schedule Program is about more than trimming fat—it’s about creating a leaner, more effective, and more focused procurement environment.

For certified small businesses, this is a wake-up call, but it’s also a chance to stand out.

If you’re already on Schedule, take a hard look at your sales, offerings, and compliance. If you’re not on Schedule yet, consider whether this moment could be the perfect time to jump in—with a clear game plan and the right support.

FedBiz Access has been helping small businesses succeed in the government marketplace for over 24 years, and we’ve assisted clients in securing over $36 billion in awards. Whether you’re starting fresh or need help staying competitive under the new MAS changes, we’re here to guide you every step of the way.

Schedule a complimentary consultation with a FedBiz Specialist today and discover what’s possible when you have the right team in your corner.