The federal government is Starting to increase its spending to make the GSA Schedule the primary contracting vehicle for federal IT services. If the current administration reaches its ambitious goal of quadrupling GSA IT spending, it could dramatically reshape the competitive landscape for SBA-certified small businesses in IT contracting.
Content
Where We Stand Today
The Cost of Staying Off Schedule
Current GSA Market Share for SBA IT Firms
What If GSA Schedule IT Contracting Spending Quadruples?
How to Prepare for the GSA Schedule Surge
Bottom Line
Where We Stand Today
Only 21.5% of SBA-certified IT firms currently hold a GSA Schedule contract. If your firm is part of the 79.5% that doesn’t, there’s no need to panic—but it is time to prepare for change.
Some SBA certifications are better positioned than others when it comes to GSA Schedule IT Contracting. Here’s a breakdown of current GSA participation:
| SBA Certification Type | GSA Schedule Holders | Total IT Firms | % with GSA Schedule |
| SDVOSB | 488 | 4,245 | 11.5% |
| WOSB | 889 | 2,763 | 32.2% |
| 8(a) | 516 | 2,395 | 21.5% |
| HUBZone | 330 | 924 | 35.7% |
| Total | 2,223 | 10,327 | 21.5% |
SDVOSB firms are the least represented in GSA Schedule IT contracting, which signals massive opportunity—especially as the GSA becomes the preferred acquisition path.
Also read our article: GSA Announces IT Modernization Plan for Federal Agencies
The Cost of Staying Off Schedule
While SBA-certified firms are generating solid IT revenue overall, many are missing out on GSA-specific opportunities.
Total IT Sales (All Channels):
| SBA Type | Total IT Sales (B) | # of Firms | Avg Sales per Firm |
| SDVOSB | $13.8 | 4,245 | $3,250,883 |
| WOSB | $10.6 | 2,763 | $3,836,410 |
| 8(a) | $16.2 | 2,395 | $6,764,092 |
| HUBZone | $5.8 | 924 | $6,277,056 |
GSA Schedule Sales Only:
| SBA Type | GSA Sales (B) | # of GSA Firms | Avg GSA Sales per Firm |
| SDVOSB | $1.3 | 488 | $2,719,262 |
| WOSB | $2.2 | 889 | $2,506,637 |
| 8(a) | $1.6 | 516 | $3,144,186 |
| HUBZone | $0.9 | 330 | $2,728,485 |
Even with a smaller market share, GSA Schedule IT contracting boosts average revenue per firm. The sales gap reveals that access to the GSA Schedule unlocks higher-value opportunities.
Current GSA Market Share for SBA IT Firms
| SBA Type | GSA IT Sales (B) | Total IT Sales (B) | Market Share |
| SDVOSB | $1.3 | $13.8 | 9.6% |
| WOSB | $2.2 | $10.6 | 21.0% |
| 8(a) | $1.6 | $16.2 | 10.0% |
| HUBZone | $0.9 | $5.8 | 15.5% |
Despite low participation, these numbers show that GSA Schedule contracts already drive a significant portion of revenue for those who are on it.
What If GSA Schedule IT Contracting Spending Quadruples?
Here’s a forecast of how SBA firms could benefit if the federal government succeeds in quadrupling GSA IT procurement:
| SBA Type | Projected GSA Sales (B) | Total IT Sales (B) | Future GSA Market Share |
| SDVOSB | $5.3 | $13.8 | 38.5% |
| WOSB | $8.9 | $10.6 | 84.1% |
| 8(a) | $6.5 | $16.2 | 40.1% |
| HUBZone | $3.6 | $5.8 | 62.1% |
This growth scenario shows that not having a GSA Schedule contract could put your firm at a major competitive disadvantage, especially in categories where adoption is accelerating.
How to Prepare for the GSA Schedule Surge
To capitalize on this shift, SBA-certified IT firms should act now:
- Assess Eligibility: Ensure your firm meets GSA Schedule requirements, including compliance with pricing and reporting standards.
- Streamline Proposals: Invest in professional assistance to navigate the complex GSA application process.
- Leverage Technology: Use e-commerce platforms and automation tools to align with GSA’s modernization efforts.
- Monitor Policy Changes: Stay informed about GSA’s OneGov Strategy and other initiatives shaping IT contracting.
Bottom Line
If you’re an SBA-certified IT services firm and not yet on the GSA Schedule, now is the time to plan. With the potential for GSA to become the dominant channel for federal IT contracts, securing a position on the GSA schedule may not be optional in the near future—it could be essential.
