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.
Over the past five years, sales to small businesses under the GSA Multiple Award Schedule (MAS) Contract have increased by approximately 32%, while total GSA MAS Contract sales have increased by approximately 27%. In fiscal year 2022, small businesses took in nearly $14.5 billion in sales through the GSA Schedule. With roughly 12,000 small business contractors, that equates to nearly $1.2 million in average sales per small business.
The sales data below can serve as a starting point to help you get a high-level overview of the market. After reviewing the small business sales, take our 8-Question Assessment to help determine if you qualify, are ready, and would benefit from pursuing a GSA Schedule Contract.
FY 2022 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 2022 GSA Small Business Sales by Large Category
GSA Categories With Over 45% of Sales to Small Businesses
Across all GSA MAS Contract Large Categories, small businesses take in approximately 35% of total sales. However, under the seven GSA Large Categories detailed below, small businesses accounted for over 45% of total sales in fiscal year 2022.
GSA Large Category & Percentage of Sales to Small Businesses
- Transportation & Logistics Services 70%
- Facilities 59%
- Security & Protection 56%
- Furniture & Furnishings 55%
- Industrial Products & Services 52%
- Office Management 47%
- Scientific Management & Solutions 45%
FY 2022 GSA Large Categories with Highest Percentage of Sales to 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. Download our GSA Beginner’s Guide (BGuide) to learn more, including the steps needed to get the contract.
Are You a New Company with No Gov’t Sales Experience?
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.
