To evaluate whether Service-Disabled Veteran-Owned Small Businesses (SDVOSBs) should pursue a GSA Schedule contract, we analyzed 15 years of federal sales data from d2d.gov covering more than 2,200 firms. Here are the results.
Key Findings from the SDVOSB GSA Schedule Revenue Study:
Success on a GSA Schedule is rarely instantaneous, but momentum builds over time and revenues become predictable:
- Years 1–2 (Foundation): Most firms experience a ramp-up period while setting up pipeline and relationships.
- Year 3 ($100K Milestone): Over 53% of firms reach at least $100,000 in annual GSA sales.
- Year 4–6 (Accelerated Growth): By Year 4, the majority (53%) clear $250,000/year, and by Year 6, over half (54%) reach $500,000/year.
- Year 10 ($1M+ Scale): By Year 10, nearly half (49.5%) hit $1,000,000+ in annual revenue, with top performers scaling well beyond $10M–$25M+.
Also read our article: 10 Cities Where 8(a) GSA Schedule Firms Outperform Even Washington DC
SDVOSB GSA Schedule Revenue Potential: Year-by-Year Performance Matrix:
| Annual Sales Milestone | By Year 1 | By Year 2 | By Year 3 | By Year 4 | By Year 5 | |
| $100,000 | 9.9% | 35.9% | 53.7% | 65.8% | 71.8% | |
| $250,000 | 5.4% | 22.5% | 39.9% | 53.0% | 59.4% | |
| $500,000 | 3.2% | 16.6% | 31.4% | 41.3% | 48.5% | |
| $1,000,000 | 2.7% | 10.4% | 20.5% | 28.7% | 35.1% | |
| $2,500,000 | 0.7% | 5.2% | 9.4% | 15.1% | 19.8% | |
| $5,000,000 | 0.2% | 2.7% | 5.0% | 6.2% | 9.4% | |
| $10,000,000 | 0.0% | 1.0% | 2.7% | 3.7% | 4.7% | |
| $25,000,000 | 0.0% | 0.0% | 0.5% | 1.2% | 1.7% | |
| Annual Sales Milestone | By Year 6 | By Year 7 | By Year 8 | By Year 9 | By Year 10 |
| $100,000 | 75.0% | 76.0% | 77.7% | 79.7% | 81.2% |
| $250,000 | 62.9% | 64.9% | 67.1% | 69.3% | 70.8% |
| $500,000 | 54.2% | 55.9% | 57.4% | 58.9% | 60.4% |
| $1,000,000 | 39.9% | 43.1% | 45.5% | 48.0% | 49.5% |
| $2,500,000 | 24.3% | 27.2% | 29.7% | 32.4% | 33.4% |
| $5,000,000 | 13.4% | 16.8% | 18.6% | 20.3% | 22.0% |
| $10,000,000 | 6.4% | 7.7% | 9.7% | 11.4% | 12.4% |
| $25,000,000 | 2.0% | 2.5% | 3.2% | 4.0% | 4.0% |
Is a GSA Schedule Worth It for an SDVOSB?
The reality is if you can perform in the top 1/3 of firms by around year 3-4 a GSA Schedule will look like a very good investment. This can be driven by industry, geography, your firm’s capabilities and past performance.
Need Help Deciding if a GSA Schedule Is Right for Your Business?
If you would like for us to help you determine if a GSA Schedule is right for your firm give us a call and usually in about 10-minutes, we can help you make that determination.
