The Small vs Other Than Small Business Sales Breakdown is a key reporting metric used within the GSA Multiple Award Schedule (MAS) program to track and analyze the distribution of federal sales volume between businesses that qualify as “small” under SBA size standards and those classified as “other than small” (i.e., large businesses). This breakdown provides valuable insight into the level of small business participation in federal procurement and helps GSA, agency buyers, and policymakers evaluate progress toward small business utilization goals.
It is a foundational data point in category management, federal spend analysis, and GSA performance tracking, and it is reported regularly across various government dashboards, procurement scorecards, and industry reports.
Purpose of the Sales Breakdown Metric
This metric serves multiple objectives across government procurement:
- Tracks SBA compliance with federal small business contracting goals
- Supports transparency and oversight of how federal dollars are distributed
- Informs acquisition strategies and socio-economic outreach programs
- Identifies gaps or disparities in spending patterns across industries and agencies
- Helps small businesses understand where opportunities exist by category or SIN
- Provides market intelligence to both industry and government about supplier diversity
GSA uses this breakdown to demonstrate the impact of the MAS program in promoting small business participation across its contracts.
Definitions: Small vs Other Than Small
Small Business
A contractor that qualifies as a small business based on SBA’s size standards for its assigned NAICS codes. This includes:
- Total revenue or employee headcount below the SBA’s thresholds (varies by NAICS)
- Certifications in socio-economic categories like 8(a), WOSB, SDVOSB, HUBZone, VOSB
- Active registration in SAM.gov with correct size self-certification
- Ability to compete for set-aside opportunities and receive subcontracting credit
Other Than Small Business (OTSB)
A contractor that exceeds the SBA’s size standard for its primary NAICS code and is considered a large business for procurement purposes. These companies:
- Do not qualify for set-aside contracts
- Are often prime contractors on large-scale or full-and-open competitions
- Must meet subcontracting plan requirements if awarded contracts over certain thresholds
How the Metric Is Calculated
The Small vs Other Than Small Business Sales Breakdown is calculated based on reported GSA MAS contract sales, submitted quarterly through the FAS Sales Reporting Portal (SRP). Contractors must:
- Indicate their business size for each SIN when uploading their sales
- Report accurately by contract and category
- Ensure their size designation matches the NAICS and SBA standards on file in SAM.gov
GSA aggregates this data across SINs, Large Categories, and fiscal years to create summary reports.
Example Output:
| Fiscal Year | Total MAS Sales | Small Business Share | OTSB Share |
| FY 2023 | $39.2B | $15.7B (40%) | $23.5B (60%) |
| FY 2022 | $38.1B | $14.2B (37%) | $23.9B (63%) |
Breakdowns are often reported by:
- Agency (e.g., DHS, VA, DoD)
- NAICS code or SIN
- Geographic region
- Socioeconomic status (subsets within “small business”)
How Agencies Use the Breakdown
Federal agencies use this data to:
- Benchmark small business participation against government-wide and agency-specific goals
- Justify procurement strategies, such as setting aside RFQs on eBuy or soliciting small business sources
- Report to SBA and OMB as part of annual small business scorecard submissions
- Identify high-performing small business vendors for future task orders or strategic sourcing
The metric also helps agencies measure progress toward statutory goals, such as the requirement for at least 23% of prime contract dollars to go to small businesses annually.
Importance for Contractors
For GSA contractors, the Small vs OTSB Sales Breakdown is more than just a statistical outcome—it has direct implications for marketing, competition, and long-term success:
Small Businesses
- Use the metric to demonstrate impact and relevance in federal supply chains
- Identify categories with strong small business presence or underserved niches
- Leverage participation data when responding to RFQs or meeting with agency OSDBUs
- Track performance and growth over time to support re-certification or mentor-protégé planning
Large Businesses (OTSB)
- Use the data to monitor subcontracting requirements and identify potential partners
- Benchmark their role in federal spending vs. small business competitors
- Refine pricing and teaming strategies in categories with strong small business saturation
Integration with Other GSA Metrics
This breakdown is often paired with other performance indicators to give a complete view of procurement behavior, including:
- Spend Under Management (SUM)
- Best-in-Class (BIC) contract utilization
- GSA Advantage! usage metrics
- eBuy activity volume by size type
- CPARS ratings and agency past performance trends
Together, these insights help inform smarter acquisition decisions across the federal government.
Conclusion
The Small vs Other Than Small Business Sales Breakdown is a crucial reporting metric that reveals how federal spending under GSA MAS contracts is distributed across different business sizes. It supports accountability, informs acquisition planning, and helps advance equity in government contracting. For both small and large businesses, understanding this breakdown is essential for strategic positioning, partner identification, and long-term success in the GSA and federal procurement landscape.
