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GSA Schedule = Federal Market Share


Federal Small Business Market Landscape
There are 343K of small businesses registered to do business with the federal government.   Of these businesses only 12K have taken the next step and become GSA Schedule Contract Holders.

12K GSA Small Business Have the Following Market Share Advantages

1.  The small business that take that step are rewarded by having 3.6X more federal sales or $1MM GSA Holders vs $272K Small Business Sam Registrants.

2.  GSA Schedule Holders are also 2x more effective at competing with large businesses when on GSA Schedule 40.4% vs 20.3%.  (see table below)



Small Business Type

Federal Sales

Number of Firms

Average Sales

Market Share vs. Large Business

GSA Schedule Holders

$15B

12K

$1MM

40.4%

Small Business – non GSA Schedule Holders

$90B

331K

$272K

20.3%




Industries Where Small Businesses GSA Holders Compete Most Effectively
Below is the listing of GSA Schedules with the percentage of the sales from that GSA Schedule that are with small business.





Industry

Small Business Percentage

Leasing of Automobiles and Light Trucks

100.0%

Temporary Administrative and Professional Staffing Services

99.9%

Shipping, Packaging and Packaging Supplies

93.7%

Photographic Equipment

91.3%

Federal Strategic Sourcing Initiative (FSSI) - Office Supplies (OS3)

82.3%

Sports, Promotional, Outdoor, Recreation, Trophies, and Signs (Sports)

78.4%

Furnishing and Floor Coverings

76.1%

Automotive Superstore

74.1%

Comprehensive Furniture Management Services (CFMS)

72.0%

Food Service, Hospitality, Cleaning, Equipment and Supplies, Chemicals and Services

70.5%

Building and Building Materials/Industrial Services and Supplies

67.5%

Office Products/Supplies and Services and New Product/Technology

62.6%

Facilities Maintenance and Management

53.3%

Furniture

50.2%

Total Solutions for Law Enforcement, Security, Facilities Management, Fire, Rescue, Clothing, Marine Craft, and Emergency/Disaster Response

46.6%

Hardware Superstore

45.9%

Scientific Equipment and Services

40.9%

The Professional Services Schedule (PSS)*

39.7%

General Purpose Commercial Information Technology Equipment, Software and Services*

39.3%

Human Capital Management and Administrative Support Services

37.9%

Transportation, Delivery, and Relocation Solutions

32.9%

Professional Audio/Video Telemetry/Tracking, Recording/Reproducing and Signal Data Solutions

31.4%

Publication Media

26.6%

The Office, Imaging and Document Solution

17.2%

Travel Services Solutions

12.5%

Average

40.4%




 

 

 

GSA SCHEDULE ROI


Client Industry: Information Technology


Schedule Number:

IT70

Client Objective:

Client was previously a subcontractor to prime contractors on federal IT projects. The firm wished to take the next step to move to become a federal prime contractor.

Solution:

The firm's first step was to obtain a GSA Schedule, this gave the firm pricing credibility as well as the firm’s first contracting vehicle. The firm then had us assist them in obtaining IDIQ contracts as well as bid on high profile procurements.

Sales:

$11,000,000

Investment:

$27,000

Consulting Investment to Sales Ratio:

400:1



Client Industry: Media


Schedule Number:

OOCORP-541 4 B Advertising & Integrated Marketing Solutions (AIMS)

Client Objective:

The firm wished to film and produce high-quality training videos as well as TV commercials for the federal government. This firm was located in the DC metro area but needed exposure, as well as a contracting vehicle, in order obtain work.

Solution:

The firm obtained a GSA Schedule and when there is a need in the DC area federal procurement officers locate this firm by means of GSA Advantage (GSA Schedule online directory) and call and engage this firm's services.

Sales:

$100,000 annually

Investment:

$6,400

Consulting Investment to Sales Ratio:

15:1 first year



Client Industry: Translation & Interpretation

Client Objective:

A translation company specializing in rare languages wanted to break into the federal marketplace with the DoD and the Department of Homeland Security.

Solution:

Federal Agencies were looking for this type of service and found the firm on GSA elibrary and they gained additional clients such as the Department of Agriculture were asked to bid on other contracts. Although many of these agencies purchased from contracting vehicles that were different from the firms GSA Schedule, schedule sales only totaled $100,000 per year. The resulting exposure was credited with several million dollars in federal sales.

 

 

 

Sales:

$3,000,000

Investment:

$10,000

Consulting Investment to Sales Ratio:

300:1



Client Industry: Management Consulting


Schedule Number:

Previously MOBIS now Professional Services Schedule

Client Objective:

The client specializes in management training and team-building activities.

Solution:

The client initially obtained a GSA Schedule as well as marketing training and support because when they solicited agencies they were constantly asked if they had a Schedule Contract. They began doing work with the DoD, Dept. of Agriculture and the VA. After building relationships they were invited to bid on IDIQ contracts within those agencies and the firm has gone from being a sole proprietorship with no federal sales to over $2MM in federal sales in a 4-year period.

Sales:

$6,400,000

Investment:

$15,000

Consulting Investment to Sales Ratio:

430:1



Client Industry: Storage and Tool Rental


Schedule Number:

51 V Hardware Super Store

Client Objective:

There are two nearby federal bases that the client wished to be able to rent and sell equipment to.

Solution:

The firm was able to obtain the GSA Schedule and was allowed to sell to the local DoD facilities.

 

Sales:

$50,000 per year

Investment:

$6,400

Consulting Investment to Sales Ratio:

7:1 first year



Client Industry: Staffing of Administration and Medical Personnel

Schedule Number:

621 I Professional and Allied Healthcare Staffing Services

Client Objective:

To place medical staff with the Department of Health and Human Services and ultimately the CDC

Solution:

This specialized medical staffing company began in the apartment of our client. The client obtained a GSA Schedule to place medical personnel with the CDC. This led to participation in additional agency contracts and now the company does over $6MM per year with this one agency.

Sales:

$23,000,000

Investment:

$12,000

Consulting Investment to Sales Ratio:

1,920:1




Client Industry: Hospital Supplies

Schedule Number:

73 Food Service, Hospitality, and Cleaning

Client Objective:

A firm has a contract with the Veterans Administration to deliver supplies to two hospitals and are the low-cost provider in doing so. Currently, this allows the VA to circumvent the GSA System and use this lower cost supplier. The clients fear is that the current contracting officer could retire and they could lose this exception. In order for the vendor to maintain his market share in the future as well as grow into other VA hospitals, the firm needed to obtain a GSA Schedule.

Solution:

The difficulty with this schedule is that it is rarely open for new participants. The schedule became open we were able to get this client on the schedule and they no longer live with the business risk that they could lose their federal business due to not having the correct contracting vehicle.

 

Sales:

No additional sale

Investment:

$6,400

Consulting Investment to Sales Ratio:

N/A



Client Industry: Medical Kits and other Emergency Medical Response Devices


Schedule Number:

84 Total Solutions Law Enforcement

Client Objective:

The firm had a great deal of medical offerings that they were already supplying in the commercial marketplace and to the federal government. However, they faced a massive sales decline due to not having a GSA Schedule.

Solution:

The firm obtained the GSA Schedule and the sales increased over their previous high level. We were able to expedite this schedule by obtaining a letter from the DoD to expedite the schedule.

Sales:

$48,000,000

Investment:

$6,400

Consulting Investment to Sales Ratio:

7,610:1