Federal agencies are pouring billions into services like IT modernization, cybersecurity, and sustainability through GSA Schedule contracts. These high-demand areas are reshaping government procurement priorities.

Key Takeaways:

• IT & Cybersecurity: Federal spending on digital transformation, AI, and cybersecurity is surging. SIN 54151HACS is a top choice for contractors.
• Facilities Management: With $8.1 billion allocated annually, sustainability and smart building technologies are driving growth.
• Professional Services: $13.9 billion in FY24 sales highlights demand for expertise in legal, training, and consulting services.

Quick Overview:

• Focus on high-demand SINs like cybersecurity (54151HACS) and facilities maintenance (561210FAC).
• Align with federal priorities: sustainability, AI, and automation.
• Stay compliant with evolving GSA requirements like the MAS program updates.

Want to succeed? Focus on these high-growth areas and tailor your services to meet federal needs.

GSA’s Multiple Award Schedule (MAS)

1. Information Technology and Cybersecurity Services

IT and cybersecurity services play a critical role in the GSA Schedule, helping to modernize outdated systems and safeguard essential infrastructure.

Demand Drivers

The federal push toward digital transformation is fueling investments in IT modernization, improved digital services, and stronger cybersecurity measures. Agencies are increasingly relying on data analytics and artificial intelligence (AI) to enhance policy-making and operational efficiency. GSA is at the forefront of this shift, delivering advanced cybersecurity solutions while promoting openness, interoperability, and transparency in government systems.

Federal agencies are prioritizing three main areas: modernizing IT infrastructure, enhancing digital user experiences, and bolstering cybersecurity. There’s also a growing focus on leveraging data to inform policy decisions and improve services, driving demand for advanced data analytics and management tools.

AI is becoming a major growth area as well. GSA is actively supporting the ethical and effective use of AI to improve efficiency across federal operations. Additionally, efforts to optimize and modernize data centers and IT infrastructure are aligning with key federal initiatives like FITARA, DCOI, and the Federal Cloud Computing Strategy. These priorities are reflected in the specialized SINs that cater to cybersecurity needs.

Relevant SINs

SIN 54151HACS (Highly Adaptive Cybersecurity Services) is the go-to category for cybersecurity contractors. With around 690 awarded contractors, it’s a highly competitive space. This SIN includes specialized vendor groups, such as the newly introduced Incident Handling and Event Management (IHEM) subgroup, which highlights the increasing demand for robust incident management solutions.

GSA continues to refine its IT contracting categories by adding subcategories for areas like AI, cloud services, and cybersecurity. As part of the MAS program updates, GSA retired 32 SINs with low market demand and introduced new requirements. For example, in December 2024, MAS Solicitation Refresh #23 mandated that HACS contractors align with Work Role IDs from the NICCS Workforce Framework. This change emphasizes the importance of specialized cybersecurity skills and standardized role definitions, reinforcing the GSA Schedule as a guide for modern IT procurement.

Procurement Trends

Shifts in procurement strategies are shaping the future of IT services. Through its OneGov Strategy, GSA is emphasizing direct engagement with original equipment manufacturers (OEMs). This approach ensures transparent pricing, simplifies acquisitions, and strengthens cybersecurity, reducing reliance on third-party resellers.

Centralizing federal purchasing could save taxpayers an estimated $50 billion annually. Cloud services are also seeing significant growth. In FY24, SEWPV awarded over $1.5 billion for cloud services in the civilian sector and $253 million for defense, with total cloud-related spending across IDIQs reaching $2.7 billion.

Additionally, Transactional Data Reporting (TDR) is replacing the traditional Most Favored Customer pricing model. This shift reduces compliance burdens and offers contractors more pricing flexibility. GSA is also streamlining catalog management by replacing the Schedule Input System with the FAS Catalog Platform.

Success Examples

The cybersecurity market continues to evolve rapidly. In March 2025, GSA launched a rightsizing initiative aimed at improving the MAS program’s effectiveness. This includes allowing contracts that don’t meet sales thresholds to expire and addressing contractor noncompliance.

Successful contractors in IT and cybersecurity are staying ahead by closely following GSA updates and requirements. Industry experts recommend subscribing to GSA newsletters, regularly reviewing contracts for compliance, engaging early with FAS on technological updates, and participating in webinars and feedback sessions.

The growing focus on zero trust architectures, data-driven strategies, and emerging technologies like AI and advanced data management is reshaping vendor approaches. Companies that demonstrate expertise in these areas, while meeting the NICE Framework requirements for cybersecurity roles, are positioning themselves for long-term success.

2. Facilities Management and Environmental Services

Facilities management and environmental services are evolving rapidly, driven by federal sustainability mandates and the need for smarter, more efficient building operations. With the federal government allocating nearly $8.1 billion annually to office spaces it owns or leases, this sector is a prime target for cost reduction and environmentally conscious improvements. These priorities are reshaping how federal facilities are managed, combining cost efficiency with sustainability goals.

Demand Drivers

Several factors are pushing the growth of facilities management and environmental services across federal agencies:

• Sustainability and ESG Priorities: Climate regulations are encouraging agencies to adopt green building technologies and sustainable practices.
• Skilled Labor Shortages: Critical gaps in trades like HVAC, plumbing, and electrical work are creating opportunities for contractors offering comprehensive facilities management services.
• AI and Automation: Advanced technologies are transforming building operations. As Sharad Rastogi, CEO of Work Dynamics Technology at JLL, notes:
  

  "There’s a huge opportunity still. There’s a lot of data with sensors and automation systems which is not really being used. I don’t think we have truly realized the full benefits of automation of a building because all the links are not [yet] connected, and that’s what we’re doing [this year]."

• Federal Downsizing Initiatives: Agencies are shedding millions of square feet of underused space, requiring expert facilities management to handle transitions and optimize remaining spaces.
• Data Center Growth: Increased focus on efficient power systems and streamlined operations is driving demand in this sector.

The North American facilities management market is projected to grow at a CAGR of over 6% from 2024 to 2030, underscoring the expanding opportunities in this field.

Relevant SINs

To meet these demands, the GSA Schedule offers several key Special Item Numbers (SINs) for contractors in facilities management and environmental services. These include:

• SIN 561210FAC: Facilities Maintenance and Management
• SIN 561210FS: Building Maintenance and Operations
• SIN 541690EE: Energy Services
• Environmental services SINs: 899-1, 899-3, 899-5, 899-8
• SIN 561730: Grounds Maintenance
• SIN 871-210: Water Conservation Services

It’s worth noting that GSA plans to phase out 31 SINs with annual sales averaging less than $25,000. This shift highlights the importance of focusing on high-demand services with competitive pricing.

Procurement Trends

Federal procurement is increasingly shaped by sustainability requirements. Agencies now expect vendors to demonstrate environmentally friendly practices and offer greener alternatives. Megan Krest, Associate Director of ESG and Sustainability at Cushman & Wakefield, emphasizes:

"Quantifying energy use intensity to determine payback periods can help to provide a stronger business case for investment."

Other key trends include:

• Integrated Facility Management: Agencies are consolidating multiple services into single contracts, creating opportunities for providers who can deliver comprehensive solutions.
• Smart Buildings and Digital Infrastructure: Technologies like IoT-based asset tracking, predictive maintenance, and cloud-based management platforms are becoming essential for modern facilities management.
• Green Building Certifications: Certifications such as LEED and WELL are now standard expectations for facilities management contracts.
• Streamlined Procurement: Simplified acquisition procedures and micro-purchases are gaining traction, making it easier for vendors to secure contracts.

These trends point to the growing need for specialized GSA consulting services to help contractors navigate evolving federal requirements.

Success Examples

The GSA is actively refining the Multiple Award Schedule program to enhance efficiency. As Josh Gruenbaum, Federal Acquisition Service Commissioner, explains:

"By refocusing the program on the items and services the government is actually buying, we can help our industry partners maximize their time and efforts while providing the best pricing possible for these mission-critical needs."

Contractors who thrive in this space often excel by crafting detailed sustainability plans, showcasing their green capabilities, building strong relationships with contracting officers, and tracking opportunities on platforms like SAM.gov for micro-purchase and simplified acquisition contracts.

3. Professional and Training Services

Professional and training services stand out as a major component of the GSA Schedule, raking in $13.9 billion in sales during fiscal year 2024. This sector spans businesses, educational institutions, and non-profits, with around 5,000 contractors delivering specialized expertise to federal agencies.

Demand Drivers

Several factors are driving the increasing demand for professional and training services within federal agencies. One major contributor is the federal budgeting process, which often leads to a spending surge in Q4. Agencies ramp up expenditures to ensure they meet budget allocations for the next fiscal year, creating a spike in opportunities for contractors.

Agencies are also prioritizing specialized expertise in fields like legal support, marketing, non-IT engineering, and comprehensive training programs. This trend allows federal offices to tap into advanced skills and knowledge without the need to maintain large, permanent workforces in niche areas. Programs like the Civilian Services Acquisition Workshop (CSAW) reflect this focus. As part of the President’s Management Agenda’s Better Contracting Initiative, CSAW promotes procurement efficiency and innovation through performance-based acquisition principles and collaboration across agencies.

Relevant SINs

The Professional Services Category is organized into subcategories and Special Item Numbers (SINs), which help contractors match their services with federal needs. Some key SINs include:

Consulting and Management Services:

• Management Consulting, Acquisition and Grants Support, and Project Management Services (SIN 541611)
• Environmental Consulting Services (SIN 541620)
• Marketing Consulting Services (SIN 541613)

Legal and Communications:

• Professional Legal Services (SIN 541110)
• Public Relations Services (SIN 541820)

Training and Education:

• Professional and Management Development Training (SIN 611430)
• Linguistic Training and Education (SIN 611630)
• Educational Support Services (SIN 611710)
• Flight Training (SIN 611512)

Specialized Services:

• Engineering Services (SIN 541330ENG)
• Deployment, Distribution, and Transportation Logistics Services (SIN 541614)

These SINs provide a clear framework for contractors to align their offerings with federal procurement needs.

Procurement Trends

The professional services landscape is undergoing significant changes as the GSA refines the MAS program. For instance, the agency plans to eliminate 31 SINs – including 11 within the professional services category – to streamline offerings and remove low-demand options. Despite these changes, sales in this category remain substantial, with over $5 billion generated through July of FY 2024, compared to $9 billion in FY 2022 and $9.6 billion in FY 2023.

Procurement requirements are also becoming more rigorous. Contractors must submit at least one past project narrative for each SIN they propose and comply with Wage Determinations and benefits requirements for service contracts exceeding $2,500. For professional legal services, geographic restrictions apply, limiting contractors to areas where they are licensed or approved to practice.

Success Examples

The OASIS+ Small Business Set Aside contract program showcases the scale of opportunities available in professional services. In 2024, GSA awarded contracts to 1,383 small businesses across seven domains, with formal awards and notices to proceed issued as early as August 12, 2024. These contracts include a five-year base period with an optional five-year extension.

To support contractor success, GSA offers a range of training resources. These include on-site Schedules contract training for small businesses, webinars, and self-paced web-based modules via the Vendor Support Center. Training formats range from podcasts to instructor-led sessions, equipping contractors to navigate contracts and deliver professional services more effectively.

Top-performing contractors maintain compliance with MAS requirements, keep documentation updated, and adapt their offerings by removing underperforming items and adding high-demand services. These practices ensure competitiveness and set the stage for further growth in the professional services sector.

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4. GSA Focus Consulting Services

GSA Focus consulting services simplify the complexities of federal contracting, helping businesses navigate the ever-changing landscape of procurement standards. By offering tailored support, these services ensure companies stay aligned with the latest federal procurement trends.

Demand Drivers

Federal contracting is shifting toward cost-saving and outcome-based models, fundamentally changing what businesses need from consulting services. The General Services Administration (GSA) has identified $33 billion in potential savings through consultant contractors, with $8.9 billion already realized. Highlighting this shift, a GSA official remarked:

"The administration is intent on finding every dollar of savings they can find and we are looking at how we can change or improve the system along the ideas of this administration to fix it in the future."

This emphasis on savings has led to a preference for outcome-based contracts over traditional time-and-materials agreements, pushing companies to adapt quickly. GSA Focus provides the strategic expertise necessary to help businesses adjust to these new expectations.

Procurement Trends

Shifts in federal procurement trends further highlight the need for expert guidance. The government is increasingly adopting standardized rate cards and moving away from time-and-materials (T&M) contracts. As one GSA official noted:

"When we have to use T&M, we want it to be more standardized and predictable. We think T&M is not preferable and outcomes based is our preference."

Additional challenges include a 21% drop in GSA Advantage sales during Q1 2025 and the deactivation of government purchase cards, signaling a more demanding contracting environment despite continued approvals under the Multiple Award Schedule (MAS) program.

Success Examples

GSA Focus boasts a 98% success rate in securing GSA Schedule contracts. Under the leadership of founder Josh Ladick, the company’s full-service approach – covering document preparation, compliance checks, and ongoing contract management – has helped businesses thrive in the federal market. Their refund guarantee further underscores their commitment to client success.

As federal procurement evolves toward outcome-based contracts and heightened scrutiny, GSA Focus remains a trusted ally for businesses aiming to establish or maintain a strong presence in the federal contracting arena.

Benefits and Drawbacks

Every service category under the GSA Schedule comes with its own set of strengths and hurdles. Understanding these nuances helps businesses target the right markets and position themselves effectively.

These benefits and challenges highlight how market dynamics can differ across service categories. For example, a small cybersecurity consulting firm boosted its government sales to 40% of its total revenue within two years of obtaining a GSA Schedule. Similarly, a cloud software provider shortened its sales cycle by 30% and saw a 25% revenue increase in its first year. However, these success stories stand in contrast to the reality that many Schedule holders struggle to generate meaningful revenue.

Financial considerations are also a critical factor. The 0.75% Industrial Funding Fee applies to all GSA Schedule sales, and facilities management vendors face inflationary pressures. CBRE predicts that inflation for contracted FM services will average 2% globally in 2024. To mitigate risks, companies must maintain rigorous financial documentation and meet revenue benchmarks.

Technical requirements further complicate the landscape. IT vendors, for instance, must navigate six specialized HACS subgroups, such as Cyber Hunt, Penetration Testing, and Incident Response. Facilities management providers face challenges like balancing budgets, addressing aging infrastructure, and meeting environmental goals. Meanwhile, professional services vendors must tackle issues like pricing strategies and ensuring compliance with the Trade Agreements Act.

Success in federal contracting often hinges on aligning a company’s strengths with federal priorities while being realistic about internal capabilities. For instance, an office furniture supplier leveraged its GSA Schedule to access multiple agencies and Cooperative Purchasing programs, achieving an 80% increase in government sales within three years. However, such results require investment in compliance, pricing systems, and strategic planning to deliver services that meet federal needs effectively.

Conclusion

The federal procurement landscape strongly favors vendors who align their offerings with high-demand areas like IT and cybersecurity, facilities management, and professional training services. Standing out in this competitive space requires more than just securing a GSA Schedule contract – it demands sharp targeting, strategic positioning, and active engagement with federal agencies. Tailoring proposals to meet shifting federal priorities and ensuring precise SIN (Special Item Number) classification are critical steps toward procurement success.

The numbers tell the story. In fiscal year 2024, companies reported over $51 billion in sales through GSA MAS contracts – an 11% increase from the previous year and a striking 40% growth over the past five years. With approximately 14,315 companies holding GSA MAS contracts, competition is fierce, but the opportunities remain significant.

The GSA MAS Program organizes its offerings into 12 large categories with 315 specific SINs. Keeping these classifications accurate and up-to-date is crucial. Government buyers rely on these SINs to request quotes and information, making proper alignment a cornerstone of success in federal procurement.

Take the case of JCTM, for example. When Audie Cooper shifted the company’s approach to focus on genuinely understanding client needs instead of simply pitching services, the result was transformative – $7 million in contract wins. Stories like this illustrate the value of a well-thought-out strategy and expert guidance.

This is where GSA Focus comes in, offering comprehensive consulting services with a 98% success rate. Their expertise helps businesses align with high-demand categories, maintain compliance, and build stronger relationships with federal agencies.

As the federal market continues to grow, driven by priorities like digital transformation, cybersecurity, and climate initiatives, new opportunities are emerging for vendors ready to adapt. Experts emphasize that the true return on investment from a GSA Schedule contract comes from strategic marketing and sales efforts after securing the contract – not just from the contract itself.

Success in this space requires a combination of technical know-how, strategic positioning, and consistent engagement with federal agencies.

FAQs

How can contractors tailor their services to align with high-demand SINs and improve their chances of winning GSA Schedule contracts?

To tap into high-demand SINs, contractors should begin by pinpointing the ones that align with their expertise. Areas like IT, cybersecurity, facilities management, and training are currently seeing significant demand. The key is to ensure your services meet the specific requirements outlined for these SINs while emphasizing a proven track record in similar projects.

Focusing on SINs that match your core strengths is another crucial step. This approach helps connect you with the right government agencies, boosting the likelihood of success. Additionally, showcasing how your services align with federal priorities – such as digital transformation efforts or climate-related initiatives – can make your proposals stand out to procurement officers.

What challenges and opportunities do businesses face when offering facilities management and environmental services through the GSA Schedule?

Businesses providing facilities management and environmental services through the GSA Schedule face a unique set of hurdles. These include managing rising labor costs, keeping up with shifting real estate trends, and meeting growing demands for spaces that are not just clean and safe but also environmentally responsible. On top of that, navigating the maze of government regulations and maintaining compliance with federal standards can be a demanding task.

That said, the GSA Schedule also opens doors to plenty of opportunities. It allows businesses to access a broad range of federal contracts, showcasing their strengths in areas like sustainability and security. These services align closely with federal priorities, such as modernization initiatives and environmental objectives. This alignment provides a chance to expand market reach and establish a solid foothold in the federal contracting space.

What can companies do to stay compliant with GSA requirements and succeed in federal contracting?

To keep up with changing GSA requirements and thrive in federal contracting, businesses need to frequently assess their operations, products, and services to ensure they align with current standards. Staying updated on policy changes and seeking guidance through training or consulting with compliance experts can make a big difference.

Some key actions to focus on include honoring contractual obligations, keeping your registration on platforms like SAM.gov accurate, complying with the Trade Agreements Act (TAA), and showcasing a solid track record of past performance. Strengthening internal controls, adopting reliable cybersecurity practices, and fostering good relationships with contracting officers can also play a crucial role in your success. Regularly monitoring your compliance and making proactive adjustments will help you stay competitive in the federal procurement space.

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