The federal government is pushing hard to make the GSA Schedule the dominant contracting vehicle for IT services. If the current administration reaches its goal of quadrupling GSA IT spending, it could dramatically reshape the competitive landscape for SBA-certified small businesses.
Where We Stand Today
Only 21.5% of SBA-certified small businesses in IT services currently hold a GSA Schedule contract. If your firm is part of the 79.5% that doesn't, now is not the time to panic—but it is time to start preparing.
Some certification types are better positioned than others. Here is a breakdown of how SBA-certified firms currently use the GSA Schedule:
SBA Certification Type | GSA Schedule Holders | Total Number of IT Firms | Percentage of 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 contracts, but this leaves massive opportunity on the table, especially if GSA becomes the primary route for IT acquisitions.
Also read our article: Why SAM Registration Renewal Matters More Than Ever in 2025
The Cost of Staying Off Schedule
Looking at total IT-related sales, it is clear that SBA-certified firms are already making significant revenue—but there’s a big gap between total sales and the part coming through the GSA Schedule:SBA Certification Type | Total IT Sales Wages (in billions) | Total Number of Firms | Average Sales per Firm Overall |
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 |
Compare that with GSA-specific sales:
SBA Certification Type | GSA Schedule Sales (in billions) | Total Number GSA IT Firms | Average Sales per Firm Directly from GSA Schedule |
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 |
For most firms, getting on the GSA Schedule doesn’t just unlock access to more contracts—it significantly boosts average revenue per firm. Even with the current low market share, the benefits are already substantial.
Current GSA Market Share of IT SBA Certification Market
SBA Certification Type | SBA Certified IT GSA Schedule Sales (in billions) | Total SBA Certified IT Sales (in billions) | GSA Schedule 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% |
The Future: If GSA Spending 4x's
What happens if the administration hits its target and GSA IT spending quadruples? We modeled what that would look like for SBA-certified firms:
SBA Certification Type | SBA Certified IT GSA Schedule Sales (in billions) | Total SBA Certified IT Sales (in billions) | GSA Schedule 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% |
If this scenario plays out, not having a GSA Schedule could put your firm at a significant competitive disadvantage, especially if you’re in a certification category where competitors are rapidly adopting it.
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 schedule may not be optional in the near future—it could be essential.
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