I get calls all the time from people wanting to know how much time it will take to reach a meaningful amount of sales with a new GSA Schedule Contract. The answer I always give back is it generally takes around two years. So not just to take my word for it here is the sales data from the GSA for schedule holders based upon the year in which their GSA Contract became active.
|Year||Number of Firms||Average Sales per GSA Contract Holder|
|2007 and Older||6,647||1,478,408|
If we remove 2015 from the equation it would appear that firms hit the $500,000 mark in sales relatively early on in their federal selling carrier. Then firms grow that number to over a million during the course of the next decade.
The Big Question: Why are new GSA Schedule holders able to hit the $500,000 mark quickly and then take a decade to double this number?
Likely Answer: A GSA Schedule is a government-wide contracting vehicle. It is good for getting a firms feet wet in Federal Contracting. Once firms learn about the federal selling process by getting their feet wet with the GSA schedule process they obtain through the GSA Schedule process many move on to obtain other types of federal contracts. Remember the average GSA Schedule holder does many times their schedule sales utilizing other contracting vehicles.
This is why I always tell people that are looking into federal contracting that a GSA Schedule is your “first and best place to look” for getting into federal contracts.