New GSA Leadership Signals Major Shifts for MAS—Here’s What SMBs Need to Know
GSA just entered a new chapter. President Trump’s nomination of Edward “Ed” Forst—a private-sector exec with deep finance and real estate roots—as GSA Administrator marks a clear pivot. While not yet confirmed, Forst’s profile and the agency’s recent moves under acting Administrator Michael Rigas signal a strong alignment with Trump’s efficiency-driven procurement agenda. For small and mid-sized businesses (SMBs) on or eyeing the GSA Schedule, that means one thing: change is already here.
The GSA’s Multiple Award Schedule (MAS) program is undergoing its most aggressive overhaul in years. The latest updates include widespread contract consolidation, mandatory Transactional Data Reporting (TDR), and a fresh wave of SIN retirements. Add to that the rollback of climate and DEI mandates, aggressive pricing enforcement, and a looming purge of underperforming contracts—and it’s clear: this is no longer business as usual.
What changed?
New leadership, same Trump-era playbook: Forst is expected to double down on the “One GSA” approach, focusing on centralized buying, leaner staffing, and eliminating perceived inefficiencies.
MAS refreshes keep rolling: SINs with low demand are being retired (32 in April 2025, with 10 more coming soon), and new subcategories are being added—like “Incident Handling” under cybersecurity.
TDR is now mandatory: By 09/30/2025, any MAS contractor with eligible SINs must adopt TDR. This replaces old Commercial Sales Practices disclosures and Price Reduction Clauses—adding monthly reporting requirements but removing some pricing burdens.
“Rightsizing” in full swing: GSA will allow MAS contracts to expire if they don’t hit $25K/year in sales. Over 13,000 vendors—91% of which are small businesses—may be at risk.
Green and equity clauses revoked: MAS Refresh #28 strips language tied to Biden-era executive orders on sustainability and DEI. Certain products (e.g., paper straws, DEI consulting) are now deemed “out of scope.”
Why this matters for small contractors
These shifts hit SMBs hardest. GSA still touts its A+ SBA scorecard and small business spending, but trade groups are raising red flags. Complex pricing tools, longer onboarding, and tighter compliance rules are driving up costs and slowing contract awards. GSA’s own data shows small businesses hold 85% of MAS contracts—but generate just 33% of dollars in major categories like IT services.
And as GSA absorbs more procurement duties from agencies like SBA, HUD, and Education, MAS may become the default vehicle across government. That’s a double-edged sword: more opportunities, but also more competition and stricter rules.
What to do now
Audit your MAS contract(s): Are you meeting the $25K threshold? If not, act fast—GSA is reviewing all contracts for compliance.
Prepare for TDR: Set up systems to collect and report line-item sales monthly. Non-compliance after September could lead to cancellation.
Review SIN eligibility: Stay ahead of Refresh updates. If your SIN is being retired, plan to shift or consolidate your offerings.
Check your pricing posture: GSA’s tools may block inflation-driven price hikes. Prepare justification and anticipate longer negotiations.
Lean into what’s still working: MAS set-asides for small businesses still exist. So do subcontracting rules. Align your offerings with high-demand categories like IT, cybersecurity, and facility support.
Looking ahead
GSA’s future under Forst likely means faster adoption of commercial practices, more outsourcing, and further consolidation of government buying power. That’s good news for adaptable, well-resourced SMBs. But it could squeeze niche or undercapitalized vendors off the Schedule entirely.
In this new era, survival means staying nimble, informed, and responsive. Small firms should monitor GSA policy updates closely, participate in industry consultations, and build internal capacity to handle evolving compliance and reporting demands. MAS remains central to federal procurement—but it’s no longer the same MAS.
As GSA centralizes federal buying, SLED markets remain a vital alternative for SMBs facing tighter MAS rules. Read about why the “Golden Age of SLED” is still rolling to stay informed.
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