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 have grown significantly under the GSA Multiple Award Schedule (MAS) Contract and have increased by approximately 26%. In fiscal year 2024, small businesses took in $18.2 billion in sales through the GSA Schedule. With roughly 12,300 small business contractors, that equates to nearly $1.5 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 2024 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 2024 GSA Small Business Sales by Large Category
Percentage of Sales to Small Businesses
Across all GSA MAS Contract Large Categories, small businesses take in approximately 35% of total sales. However, small businesses in some Large Categories like Transportation and Logistics Services account for a much higher percentage of sales. Below is a detailed breakdown of the top 5 Large Categories with the highest percentage of total sales for small businesses.
GSA Large Category & Percentage of Sales to Small Businesses
- Transportation and Logistics Services – 76%
- Industrial Products and Services – 61%
- Facilities – 61%
- Furniture and Furnishings – 49%
- Scientific Management and Solutions – 49%
FY 2024 GSA Large Categories by Percentage of Sales to Small Businesses
Considering a GSA Schedule Contract?
If your company has government sales experience, a GSA Contract can be a beneficial tool to capture sales. Download our GSA Beginner’s Guide (BGuide) to learn more, including the steps needed to obtain 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 National Apex Accelerator can help you assess demand and develop a plan for moving forward in the government market.