Over the past five years, sales to small businesses under the GSA Multiple Award Schedule (MAS) Contract have increased by approximately 23%. In fiscal year 2020, small businesses took in more than $13.5 billion in sales through the GSA Schedule. With just under 12,000 small business contractors, average sales per small business exceeded $1.1 million. If your small business has experience selling to the government, whether directly or indirectly as a subcontractor, a GSA Schedule may help expand your government sales.
FY 2020 GSA MAS Contract Sales by Socio-Economic Size Status
GSA Small Business Sales by Category
The GSA MAS Contract is broken down into twelve Large Categories of product/service offerings. The IT and Professional Services Large Categories consistently account for the highest sales for both large and small businesses.
FY 2020 GSA Small Business Sales by Large Category
GSA Categories With Over 40% of Sales to Small Businesses
Across all GSA MAS Contract Large Categories, small businesses take in approximately 37% of total sales. However, under the eight GSA Large Categories detailed in the chart below, small businesses accounted for over 40% of total sales in fiscal year 2019.
FY 2020 GSA Large Categories with Highest Percentage of Sales to Small Businesses
Small Business Resources
If your company is just getting started in the government space, pursuing a GSA Schedule may not be the best first step. Your local Small Business Development Center (SBDC) or Procurement Technical Assistance Center (PTAC) can help you assess demand and develop a plan for moving forward in the government market.
- Small Business Administration (SBA) contracting guide
- SBA’s Directory of Federal Government Prime Contractors with a Subcontracting Plan
- GSA’s Subcontracting Directory for Small Businesses
Considering a GSA Schedule Contract?
If your company has two years in business and government sales experience, a GSA Schedule Contract can be a beneficial tool for capturing sales. Find out more about this contract vehicle:
