We reviewed 15 years worth of 8(a) IT data from USA Spending, dsbs and GSA Reporting. That data explains why some 8(a) IT firms are very successful while others struggle. It led us to the fact that there is a dangerous myth circulating in the federal contracting space: If you enter the 8(a) program get on a GWAC the revenue will automatically follow. The data tells a little bit different story.
Getting on a contracting vehicle is an important first step. Learning how to actively sell through the vehicle is how you win. Nowhere is this distinction clearer than when examining 8(a) Information Technology (IT) firms and their relationship with the GSA Multiple Award Schedule (MAS).
Don’t just get your 8(a) IT firms a GSA Schedule, you must actively engage and use it, and statistics show that this is one of the key metrics for getting the most out of an 8(a) IT firms certification duration.
Why this is critical:
Only 17% of 8(a) IT firms take the steps required to obtain a GSA Schedule. That means 83% of the market is ignoring one of the most powerful growth levers available in government contracting.
The revenue gap between active GSA sellers, passive holders, and non-holders is massive:
Active GSA engagement isn't a small perk, it is the single defining variable for high-performing 8(a) IT firms.
A common misconception is that obtaining a GSA Schedule locks a firm into a single sales funnel. The GSA Schedule acts as a gateway to broader agency relationships.
Consider the revenue performance of Year-7 active GSA sellers:
The goal isn't to push every single dollar through the Schedule. The goal is to leverage GSA MAS as an accessible, streamlined contract vehicle to build initial agency trust, gain federal past performance, and position your firm to win work across multiple procurement channels.
The relationship between GSA Schedules and Governmentwide Acquisition Contracts (GWACs) like 8(a) STARS III further illustrates this point.
An analysis of current active 8(a) STARS III sellers demonstrate two striking data points:
|
Major Vehicle |
Current 8(a) Sellers |
FY25 Sales |
Avg Sales per Seller |
# Also Have GSA Schedule |
% With GSA Schedule |
|
8(a) STARS III |
117 |
$445.86M |
$3.81M |
115 |
98.30% |
The firms capturing the majority of the $445.86M in FY25 STARS III revenue are the exact same firms that did the groundwork to master business development, agency alignment, and proposal execution through the GSA Schedule.
These numbers point toward a clear, intuitive lifecycle strategy for 8(a) IT executives:
THE 8(a) IT GROWTH RUNWAY
YEARS 1–4: Foundations & Acceleration
• Secure a GSA Schedule early.
• Learn active federal business development.
• Build agency relationships & past performance via MAS IT.
YEARS 5–9: Scaling & High-Ceiling GWACs
• Pursue & leverage major vehicles like 8(a) STARS III.
• Expand prime contracting footprint across agencies.
• Diversify revenue channels to prepare for 8(a) graduation.
Don't spend Years 1 through 5 waiting around for the "perfect" GWAC or massive set-aside to fall into your lap. Use accessible channels like GSA MAS early in your 8(a) lifecycle to land agency wins, refine your pitch, and build a repeatable sales engine.
When the time comes to compete on larger-scale vehicles, you won't just be holding a contract, you'll actually know how to use it.
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