Strength of Small Business GSA Sales Numbers in 2020

  • GSA Schedule /
  • 29th April 2021
  • BY Bob Steger
  • 90
Strength of Small Business GSA Sales Numbers in 2020

GSA Schedules are often used by small businesses to boost their federal sales. For small businesses that go through the process they are rewarded with $1.1MM in annual sales from their GSA Contract.

Some small businesses carry special designations. The numbers show that the combination of some of these designations (SBA certification or VA verification) increase the effectiveness of a GSA Schedule.

(See table below)

Business Type/Size Amount of GSA Revenue # of GSA Schedule Holders Average GSA Revenue 2020
Large Business 22.4B 2,415 9,276,190
Small Business 13.1B 11,960 1,100,376
SDVOSB 2.3B 1,657 1,415,154
VOSB 3.2B 2,267 1,430,128
EDWOSB 1.5B 1,538 969,636
WOSB 3.5B 3,401 1,067,895
8a 2.3B 1,633 1,489,053
HUBZone 1.1B 799 1,419,622

Breaking these special designated groups into Industries we can see where the GSA + Special Designation provide the most benefits to firms.

8(a) Certification Highlights

-The best performing industry was Security and Protection at $3.7MM.

-The largest industry was IT with 974 GSA Contract Holders.

-Professional Services is another large group of firms with similar sales to that of IT.

Industry 8(a) Certification Sales # Vendors Average Sales
Clothing, Textiles & Subsistence S&E 7,121,576 11 647,416
Electronic & Communication Equipment 19,340 2 9,670
Equipment Related Services 9,955 1 9,955
Facilities & Construction 100,158,108 115 870,940
Human Capital 59,526,013 61 975,836
Industrial Products & Services 93,841,976 64 1,466,281
IT 1,354,451,159 974 1,390,607
Miscellaneous S&E 3,781,814 8 472,727
Office Management 48,196,380 68 708,770
Professional Services 629,988,143 459 1,372,523
Security and Protection 108,750,479 29 3,750,017
Sustainment S&E 2,082,512 6 347,085
Transportation and Logistics Services 23,607,685 43 549,016
Travel & Lodging 87,983 2 43,992
Totals 2,431,623,123 1,633 1,489,053

HUBZone Highlights

-Transportation and Logistics is the strongest performing group in this category with over $2.1M per firm in average sales.

-HUBZone firm’s largest sales category is IT with 415 firms.

-HUBZone firms also do well in any type of equipment or industrial products industries.

Industry HUBZone Sales # Vendors Average Sales
Clothing, Textiles & Subsistence S&E 18,068,913 16 1,129,307
Electronic & Communication Equipment 97,696 1 97,696
Equipment Related Services 7,501,299 4 1,875,325
Facilities & Construction 24,796,851 63 393,601
Human Capital 19,127,580 27 708,429
Industrial Products & Services 106,426,877 59 1,803,845
IT 673,581,324 415 1,623,088
Miscellaneous S&E 869,713 6 144,952
Office Management 43,699,497 56 780,348
Professional Services 182,385,986 182 1,002,121
Security and Protection 9,237,605 13 710,585
Sustainment S&E 5,584,818 15 372,321
Transportation and Logistics Services 42,231,301 20 2,111,565
Travel & Lodging 668,382 5 133,676
Totals 1,134,277,842 799 1,419,622

SDVOSB Verification Highlights

-SDVOSB firms do extremely well selling Industrial Products and Equipment.

-SDVOSB firms had the highest average IT sales from their schedule contracts of any small businesses.

-SDVOSB firms have the highest sales level for Human Capital and Training.

Industry SDVOSB Sales # Vendors Average Sales
Clothing, Textiles & Subsistence S&E 27,746,813 25 1,109,873
Electronic & Communication Equipment 10,996,966 7 1,570,995
Equipment Related Services 6,820,581 2 3,410,291
Facilities & Construction 55,501,198 89 623,609
Human Capital 130,384,182 109 1,196,185
Industrial Products & Services 185,691,604 100 1,856,916
IT 1,092,294,331 652 1,675,298
Medical 1,791,950 9 199,106
Miscellaneous S&E 7,301,048 16 456,316
Office Management 87,204,104 78 1,118,001
Professional Services 593,686,794 447 1,328,158
Security and Protection 51,905,312 31 1,674,365
Sustainment S&E 2,562,551 18 142,364
Transportation and Logistics Services 80,163,343 63 1,272,434
Travel & Lodging 10,859,168 11 987,197
Totals 2,344,909,945 1,657 1,415,154

WOSB Highlights

-The largest number of both a GSA Schedule and a certification. WOSB firms generally underperform other certifications however a GSA Schedule increases these firms average sales approximately three fold.

-2/3 of WOSB firms engage in IT and Professional Services with over 2,300 firms in these two categories.

-WOSB Certification is the most widely held certification which diminishes its value however the marketing synergies of combining it with a GSA Schedule greatly enhances the value of both.

Industry WOSB Sales # Vendors Average Sales
Clothing, Textiles & Subsistence S&E 38,461,326 91 422,652
Electronic & Communication Equipment 893,412 13 68,724
Equipment Related Services 1,218,837 12 101,570
Facilities & Construction 99,209,735 265 374,376
Human Capital 114,274,831 176 649,289
Industrial Products & Services 253,245,892 221 1,145,909
IT 1,719,390,363 1,272 1,351,722
Medical 894,283 6 149,047
Miscellaneous S&E 10,113,126 60 168,552
Office Management 164,443,221 274 600,158
Professional Services 1,066,351,977 1,105 965,024
Security and Protection 74,527,967 49 1,520,979
Sustainment S&E 8,882,995 52 170,827
Transportation and Logistics Services 74,664,599 107 697,800
Travel & Lodging 5,338,898 22 242,677
Totals 3,631,911,462 3,401 1,067,895

There appears to be a strong synergistic value in combining a GSA Schedule with a Certification/Verification. If there looks to be a strong opportunity in your industry, we can help you explore if a GSA Schedule makes sense for your individual case.