I’ve spent much of my career trying to understand my true purpose. It’s always been there, somewhere in the background, but I don’t think I ever fully gave it the attention it deserved.

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Recently—because of another GSA consultant’s webinar—I believe I finally understood why I was given the talents and experiences I’ve accumulated over the years.

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I’ve worked as a GSA subject matter expert and proposal preparation trainer, in one capacity or another, for nearly 30 years. During that time, I’ve supported hundreds—perhaps thousands—of GSA proposals, modifications, contract actions, trainings, reviews, and presentations.

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I’ve written proposals for clients who paid $1,000 and won their contracts. I’ve also worked on projects where clients paid more than $20,000 for essentially the same service. That $1,000 project still stays with me—because my own lack of confidence cost me there.

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The higher-fee projects typically came through government registration firms that had a small subset of clients pursuing a GSA MAS. I worked as a white-label consultant, completing the proposal work for a small portion of the overall fee.

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And throughout those projects, one thought kept returning: These companies don’t need to pay this much.

 

To be fair, some businesses truly don’t have the internal resources or expertise to manage a proposal on their own. In especially complex cases, $20,000 may very well be justified. But for most small businesses, there is simply no reason to pay more than $6,000–$7,000 to secure a GSA Schedule. (That said, I’d also be cautious of anyone quoting less than $5,000—but that’s a discussion for another day.)

 

Over the years, I worked to refine a clear, structured process. In the early 2000s, I developed a six-step approach to guide my proposal development. I later used that framework while helping clients at a local Procurement Technical Assistance Center write their own proposals over a defined timeline. We would meet for instruction; they would work independently and then return for review and submission checkpoints. Through this process, contracts were awarded, registered, and activated.

 

For more than a decade, I’ve had a fully illustrated GSA Proposal Guide available on Amazon. It never gained the traction it could have—largely because I was immersed in client work and never felt entirely comfortable marketing a guide while actively writing proposals.

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Earlier this month, I registered for a free GSA webinar hosted by a consultant I’d followed on LinkedIn. They appeared credible and knowledgeable. They had even purchased my guides—which made me slightly nervous, if I’m honest. I assumed they might publicly dissect them.

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Still, I was genuinely looking forward to learning something new. The GSA MAS program evolves constantly, and there’s always more to understand.

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Unfortunately, as the webinar progressed, concern began to replace curiosity.

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Key terminology was misstated. The current solicitation refresh wasn’t clearly identified. Required elements were presented as optional. It was even stated that if GSA cancels your contract for low sales, you can never reapply.

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Then came the statement that truly made my stomach drop: attendees were told that Pathways to Success was no longer required—even though it remains referenced in the solicitation—and that it could safely be skipped.

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In that moment, I felt physically ill—not because Pathways to Success is the cornerstone of the program, but because the information was flat out wrong.

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And the attendees had no way of knowing.

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That’s when my purpose became unmistakably clear.

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My purpose for the remainder of this decade is to ensure that small businesses have access to accurate, current, and practical information about the GSA MAS—at a reasonable cost.

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I want contractors who wish to write their own proposals to have access to a structured, trustworthy process that clearly outlines what must be done. And for those seeking a consultant, I want them to be informed enough to choose wisely.

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To support that mission, I’m making an electronic copy of my GSA Proposal Guide available—at no cost—to legitimate prospective contractors through February 2026.

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Simply click DIY GSA Proposal Guide, share a bit about your business, and if everything checks out, you’ll receive access.

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We use Digify to deliver digital assets securely, so you may need to re-enter basic information when accessing the file. We will not call or email you unless you specifically request it.

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This is not a marketing ploy. It’s not a funnel. It’s simply a commitment to clarity. We are as open a GSA consulting firm as you will find. We don't engage in trickery, deceptive advertising, or misleading sales practices.

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We hope you will find our guide to be just what you need to move your GSA proposal forward. If it is not, we are confident it will provide you the base you need to achieve your goal.

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