Top 10 Mistakes New GSA Contractors Make
Most GSA Schedule compliance problems are preventable. They stem from a small set of recurring errors that new contractors make in the early months of their contract. Understanding these mistakes before you make them can save you months of delays, compliance notices, and financial penalties.
Mistakes 1-5: Application and Setup Errors
Mistake 1: Submitting before SAM.gov is active. If your SAM.gov registration is in "pending" status when you submit your eOffer, your offer cannot be processed. Verify active status at least one week before submission. Mistake 2: Vague technical proposal narrative. Writing a generic capability statement instead of addressing each SIN's specific evaluation criteria results in a deficiency letter and a 30–90 day delay. Address every requirement in the solicitation explicitly. Mistake 3: Inaccurate CSP disclosure. Underestimating your best commercial discount or failing to identify special pricing arrangements creates Price Reduction Clause exposure throughout your contract. Mistake 4: Listing non-TAA products. Including products of Chinese, Indian, or Russian origin on your Schedule without verifying their country of origin sets you up for a TAA audit finding. Mistake 5: Wrong NAICS codes in SAM.gov. Your SAM.gov NAICS codes should match the SINs you apply for — mismatches can cause confusion during review.
Mistakes 6-10: Ongoing Compliance Failures
Mistake 6: Missing 72A deadlines. The quarterly reporting deadline is hard. Missing it — even once — starts a compliance clock that can lead to contract cancellation. Set calendar reminders 30 days before each due date. Mistake 7: Not monitoring Price Reduction Clause obligations. When you lower prices to your BOA customer commercially, the 15-day notification window starts immediately. Missing this is one of the most common False Claims Act exposures for Schedule contractors. Mistake 8: Ignoring Mass Modifications. MassMods require a response. Ignoring them leaves your contract in administrative limbo. Mistake 9: Failing to use eBuy. Not setting up eBuy notifications means missing active RFQ opportunities. Set up notifications for all your SINs on day one. Mistake 10: No marketing strategy. Many contractors get their Schedule and then wait for orders. Federal buyers will not find you unless you actively market your contract.