Daniel Levy, CEO at Government Office Furniture and Manhattan Office Design. Inc 5000 Fastest Growing Companies in America.
The federal return-to-office mandate has triggered a renewed surge in demand for office furniture, creating a $30 billion opportunity. For those of us in the government office furniture industry, success in this space hasn’t come overnight—it’s the result of decades of experience, thousands of cold calls and the discipline to build systems that scale.
Based on my two decades of experience as CEO of a general services administration (GSA) contractor working with agencies to navigate large-scale office projects, here are the lessons we have learned that you can apply whether you’ve been in the field for years or are just entering the industry:
1. Getting in takes hustle.
In my experience, consistent outreach beats one-off campaigns. Establishing a foothold in federal contracting meant proactively reaching out. At one point, we made over 1,000 cold calls. The key is to focus on strategic outreach—speaking directly with contracting officers, understanding upcoming solicitations and building credibility one conversation at a time. This can allow your company to gain early visibility on bids, long-term relationships and faster access to opportunities. Pick up the phone and keep at it.
2. Technology is more than a tool—it’s the backbone.
To ensure your internal systems are built around compliance and speed, you need to utilize your tech tools effectively. For example, I recommend integrating AI-powered platforms into your workflows to accelerate everything from proposal writing to logistics tracking. The right AI tools can be used to break down large solicitation files within minutes, flag compliance issues before submission, forecast opportunities using procurement history and track delivery and installation timelines in real time, which can all help you achieve higher win rates, reduce errors and shorten turnaround times. Don’t wait until growth forces change—invest in scalable systems early.
3. Understand the importance of GSA schedules.
In this industry, it’s important to align your offerings with GSA schedules. For example, working under GSA Schedules 71, 75, 7118 and 712Q has consistently shortened our sales cycle. We didn’t have to convince agencies we were qualified—they already knew. That freed us up to focus on solving real problems. By maintaining this alignment, you can achieve smoother onboarding, repeat contracts, and fewer administrative delays. So if you qualify, get on a schedule. If you don’t, consider aligning with someone who is on one or more of these schedules.
4. Big projects require repeatable systems.
Treat each project as a learning opportunity. For example, complex initiatives—like overseas deliveries or agency-wide relocations—demand structure, so we built a process: assess the site, finalize layouts, schedule phased delivery and follow strict on-site protocol. Each project should refine the next, helping you create scalable, reliable operations across borders. So, document your playbook and improve it after every project.
5. Partnerships can shorten the learning curve.
By forming partnerships where you play to each other’s strengths, you can create faster time-to-market for your manufacturing partners and expanded reach for your own company—a win-win. For instance, we’ve worked with major manufacturers who were new to federal contracts. By partnering with us, they leveraged our schedules, compliance history and experience while focusing on what they did best—product development and manufacturing. However, if you’re new to the industry, I recommend teaming up with an experienced partner, as this can accelerate your entry.
Final Thoughts
I’ve had a front-row seat to policy shifts and changes over the years. That insight, combined with years of ground-level execution, has helped us shape a strategy built to last, and I believe that what has worked for us—structured outreach, schedule alignment and tech-driven execution—can work for you, too. The key is showing up with a plan and staying long enough to learn what works.
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