How to Respond to a GSA RFQ and Win More Orders
A Request for Quote (RFQ) is the ordering agency's solicitation for pricing and technical information from eligible Schedule contractors. Unlike a Request for Proposal (RFP) in full and open competition, an RFQ under the GSA Schedule program is typically faster, less formal, and evaluated with simplified criteria. However, "less formal" does not mean careless — winning GSA RFQs consistently requires understanding what evaluators actually prioritize.
Where GSA RFQs Appear
Most GSA Schedule RFQs are issued through eBuy (ebuy.gsa.gov), GSA's online request-for-quote platform. Agencies can also issue RFQs directly through email to Schedule contractors, or post them on GSA Advantage!. Set up eBuy notifications for SINs matching your contract so you receive alerts when relevant RFQs are posted. The notification system sends emails for open RFQs — this is your primary lead generation tool as a Schedule contractor.
Understanding the Evaluation Criteria
GSA Schedule orders follow FAR 8.405-2 for orders over $25,000, which requires fair opportunity and consideration of "price and other factors." The "other factors" are defined by the agency in the RFQ, but common criteria include: technical capability, relevant past performance, management approach, and key personnel. Price is always a factor but rarely the sole determinant for service-based orders. For product orders, price and delivery time typically dominate the evaluation.
Writing a Winning Technical Response
Respond to the RFQ's stated requirements point by point. If the RFQ asks for experience with specific systems, certifications, or methodologies, address each one explicitly. Agencies are often risk-averse — demonstrate that you have done this type of work before, that your approach is proven, and that your team has the credentials required. Vague capability statements score poorly. Specific examples with quantified outcomes (reduced implementation time by 20%, delivered 12 similar systems in the past 3 years) score well.
| RFQ Element | What Evaluators Look For |
|---|---|
| Technical approach | Specific methodology, not generic descriptions |
| Past performance | Similar scope, scale, and customer type |
| Key personnel | Relevant certifications, years of experience, availability |
| Price/fee schedule | At or below Schedule prices, correctly formatted |
| Management plan | Clear oversight structure, communication plan, risk mitigation |
Pricing Your Quote
Your quoted prices must be at or below your GSA Schedule contract prices. You may offer additional discounts beyond your Schedule pricing, which agencies appreciate — but be careful not to offer discounts so deep that you create Price Reduction Clause obligations. If your Schedule has multiple SINs with overlapping service categories, identify the correct SINs for each line item in your quote. Pricing items under the wrong SIN can create contract compliance issues later.