GSA sales data offers powerful insights into federal contracting trends and competitor performance. Here’s what you need to know:
- Federal Market Size: GSA MAS Contracts hit $46 billion in FY 2023, with Information Technology leading at $23.9 billion and Professional Services at $12.6 billion.
- Small Business Role: Small businesses contributed 36% of sales ($16.8 billion), showing 32% growth over five years.
- Top Growth Categories: Miscellaneous grew 74% ($1.3B), Security & Protection rose 27% ($1.4B), and Software Licenses added $826.6M ($4.9B total).
- Major Agencies: The Department of Defense dominates spending ($584.5B in FY 2022), with Veterans Affairs and Energy following.
- Key Tools: Use GSA tools like SSQ+, CALC, and GSA Advantage! to analyze market trends, pricing, and agency spending.
Quick Tip: Align your strategy with high-demand categories like IT Professional Services ($11.2B) and track agency budgets to target opportunities effectively.
Market Share and Sales Performance
Top Contractors by Revenue
The Information Technology sector led the way with $23.9 billion in sales, making up 51% of the total contract value. Professional Services followed with $12.6 billion in sales . Small businesses played a significant role, generating 36% of sales ($16.8 billion) and showing a 32% growth over five years . These figures highlight the shifting dynamics and growth within the market.
Sales Growth Trends
The market has seen steady growth, with total sales increasing by 40% over the past five years. Fiscal Year (FY) 2023 alone saw a 14% jump compared to FY 2022 . Some standout growth areas include:
| Category | Growth Rate | FY 2023 Sales |
|---|---|---|
| Miscellaneous | 74% increase | $1.3 billion |
| Security and Protection | 27% increase | $1.4 billion |
| Software Licenses (SIN 511210) | $826.6M increase | $4.9 billion |
Best-Performing Categories
Looking closer at category-specific results, Information Technology Professional Services (SIN 54151S) led with $11.2 billion in sales, followed by Management and Financial Consulting (SIN 541611) at $5.8 billion . Small businesses were especially impactful in certain sectors, contributing 70% of sales in Transportation & Logistics Services, 59% in Facilities, and 56% in Security & Protection . The Information Technology category continued to dominate, accounting for nearly half of all GSA MAS Contract sales and driving almost 50% of the overall sales growth in FY 2023 .
Price and Discount Analysis
Market Price Comparison
Pricing analysis sheds light on competitor strategies, adding context to sales performance trends. According to GSA data, price variations exist across contract categories, providing useful benchmarks for contractors. Tools like CALC and SSQ+ help contractors compare labor rates and sales patterns. For example, OASIS+ data indicates that ceiling rates often correspond to top-tier employee qualifications in areas with higher living costs .
Common Discount Methods
Contractors often tweak their pricing to adapt to market conditions . Agencies typically require price reductions for purchases exceeding the simplified acquisition threshold. Two main methods track these discounts: Commercial Sales Practices (CSP) and Transactional Data Reporting (TDR) . These approaches align with the competitive strategies discussed in earlier sections on market performance.
Setting Competitive Prices
Effective pricing starts with thorough market research using GSA tools. Contractors can analyze competitor catalogs on GSA Advantage!, compare labor rates with the CALC tool, and monitor agency spending trends on SAM.gov . Early engagement with agencies and reviewing eBuy postings can also help secure better pricing opportunities . While GSA contract prices are already established as fair and reasonable , new federal contractors can turn to resources like GSA Focus for help in crafting compliant pricing strategies.
Agency Spending Behavior
Highest-Spending Agencies
Federal spending shows a wide range, with the Department of Defense (DOD) topping the list at $584.5 billion in FY 2022 . Within the DOD, the Army leads, accounting for 35% of Schedule spending, followed by the Air Force (15%), DISA (9%), and the Navy (8%) .
Among civilian agencies, the biggest spenders include:
- Department of Veterans Affairs: $77.7 billion
- Department of Energy: $76.9 billion
- Department of Health and Human Services: $47.3 billion
This breakdown offers contractors a clear view of where the largest opportunities lie.
| Top 5 Agency Spenders (FY 2022) | Total Contract Spending |
|---|---|
| Department of Defense | $584.5 billion |
| Veterans Affairs | $77.7 billion |
| Department of Energy | $76.9 billion |
| Health and Human Services | $47.3 billion |
| General Services Administration | $33.2 billion |
Understanding how and when these funds are allocated is just as important as knowing the amounts.
Budget Timing Patterns
Federal agencies operate on a fiscal year running from October 1 to September 30 . Budget planning starts well in advance, with agencies submitting their funding requests to the Office of Management and Budget (OMB) a year prior . Contractors who align their strategies with this timeline can better position themselves for success.
For FY 2024, GSA SmartPay data highlights $39.7 billion in program spending, with an average transaction value of $441 and $506 million in refunds .
Popular Contract Types
The type of contract an agency uses plays a big role in procurement strategies. Two widely used vehicles are the GSA Multiple Award Schedule (MAS) Contract and the VA Federal Supply Schedule, which together accounted for over $65 billion in spending during the last fiscal year . While the DOD has the highest spending volume, smaller agencies like the Small Business Administration (SBA) rely more heavily on GSA/VA Schedules for their contracts .
- The Federal Acquisition Service processed 492,602 transactions worth $5.3 billion in awards .
- The Public Buildings Service handled fewer but larger transactions, with 7,952 awards totaling $1.87 billion .
These insights into spending habits, fiscal timing, and contract preferences can help businesses refine their approach to federal procurement.
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Use the GSA Schedule Sales Query tool to SPY on your Competitors
Data-Driven Business Planning
Using market insights and trends, data-driven planning fine-tunes strategies to secure federal contracting opportunities.
Finding Market Opportunities
The federal contracting market is massive, with $160 million in daily transactions and the GSA Schedule program handling $45 billion annually . To uncover new opportunities, contractors can use several key tools:
GSA’s Market Research as a Service (MRAS) provides detailed insights into:
- Industry trends and practices
- Feedback on agency needs
- Recommendations for GSA contract and NAICS code selection
With automated Request for Information (RFI) tools and advanced product searches on GSA Advantage, contractors can identify new opportunities early, giving them a competitive edge . However, finding opportunities is just the start – tracking performance ensures these leads turn into concrete results.
Performance Measurement
GSA tools make it easier to monitor key metrics and measure success:
| Tool | Primary Use | Key Benefits |
|---|---|---|
| Schedule Sales Query Plus (SSQ+) | Analyze market spending by SIN | Helps evaluate potential new Schedule additions |
| GSA Advantage! Archive | Access historical sales data | Enables competitor performance comparisons |
| Advantage Spend Analysis Program (ASAP) | Perform detailed statistical analysis | Facilitates real-time sales tracking and reporting |
Additionally, the General Supplies and Services (GSS) and Information Technology Category (ITC) Portfolios track demand trends, identifying which products are most popular with customers . This helps contractors adjust their offerings to better meet actual market needs.
Improving Market Position
To gain a stronger foothold in the market, contractors can rely on data-driven strategies:
- Demand Analysis: Use purchase data to refine inventory and pricing. Insights from GSS and ITC portfolios highlight high-demand items, allowing contractors to align their offerings with customer needs .
- Strategic Schedule Management: With only 4% of small businesses on GSA Schedules , staying compliant is critical. Regularly track and report sales through Transactional Data Reporting (TDR) or Commercial Sales Practices (CSP) to maintain access to this lucrative market.
- Market Research Integration: MRAS reports deliver detailed socio-economic, technical, and capability data . This helps contractors spot trends, understand specific agency needs, and position their offerings more effectively against competitors.
Conclusion: Making GSA Data Work for You
GSA sales data can be a powerful tool for guiding decisions and improving performance. With $160 million in daily transactions happening in the federal contracting marketplace, there are plenty of opportunities for contractors who know how to analyze and act on this information.
GSA offers tools like the Schedule Sales Query Plus (SSQ+) dashboard, which provides detailed spending insights for specific Special Item Numbers (SINs). For instance, comparing IT Professional Services (54151S) to Highly Adaptive Cybersecurity Services (54151HACS) highlights key differences in vendor competition and market trends.
Staying ahead in this space calls for consistent monitoring and timely reporting using systems like Transactional Data Reporting (TDR) and Commercial Sales Practices (CSP).
Here’s a quote from an industry expert to consider:
"We guarantee your success with the GSA Program, or you don’t pay a cent." – Josh Ladick, President and Founder, GSA Focus
Companies like GSA Focus provide specialized support to simplify contract management, compliance, and negotiations.
Some key tools that can strengthen your market strategy include:
- USASpending.gov: A resource for accessing contract data
- GSA Advantage! Archive: Useful for analyzing historical sales
- Advantage Spend Analysis Program (ASAP): Offers statistical insights for account holders
When paired with competitor analysis, these tools help contractors secure a solid position in the federal contracting market.
Related Blog Posts
- Top Tools for GSA Competitor Research
- 5 Tips for GSA Advantage Sales Success
- How to Track Federal Sales with GSA Tools
- How to Analyze GSA Competitor Pricing
