Federal contracting can bring in considerable revenue for your business, but there’s another opportunity that can boost the demand for your goods and services even further: SLED contracts. These state, local, and education-focused jobs offer a vast and often overlooked arena for businesses seeking contracting opportunities that align with their goods and services. Whether you’re a seasoned government contractor or just starting in the industry, understanding and bidding for SLED contracts can open up new avenues of growth for your organization.
What are SLED contracts?
SLED contracts are those that focus on federal procurement needs at the State, Local, and Education levels. This includes contracting opportunities for state agencies, municipalities, counties, special districts, independent school districts, and public colleges/universities. SLED contracts are more localized than federal ones, but this doesn’t mean they’re less lucrative. In fact, one report by Onvia found that SLED procurement spending is around $1.5 trillion each year — three times greater than that of the federal government.
Types of SLED contracts
Much like their federal counterparts, SLED contracts can vary based on the specific government agencies that need procurement. Here’s an overview of the different types of SLED contract sources available:
- Municipalities – these local government bodies govern cities and towns and often contract for maintenance services like waste management and public safety.
- Counties – county governments manage several cities and towns with an emphasis on administrative responsibility. Services they look for include record keeping, law enforcement, public health initiatives, voter registration, and public transportation.
- State Governments – state governments tend to focus on infrastructure projects, including information technology solutions and highway construction, and lean towards procuring services from businesses within these fields.
- Special Districts – special districts are specific, purpose-driven local government entities operating outside towns, cities, and counties. They’re typically responsible for community development and recreational tasks like power generation, natural disaster protection, housing projects, and more.
- Independent School Districts – these educational institutions require diverse services, such as educational materials, IT solutions, facility maintenance, and other components needed to keep the district running.
- Public Colleges/Universities – higher education institutions represent a significant portion of SLED government contracting opportunities, as they obtain a majority of their funding through the public. They usually seek services like campus maintenance, technology upgrades, and academic resources.
These contracts vary significantly from state to state, so be sure to research the regulations, qualifications, and requirements specific to each governing body and tailor your bidding approach accordingly.
Benefits of SLED procurement
Engaging in SLED procurement offers several benefits for businesses looking to expand their government contract portfolio. Here’s a list of key advantages:
- Diversified Revenue Streams – contracts at the state, local, and education levels allow your business to become less reliant on federal contracts alone, reducing financial risk and creating additional profitable channels.
- Local Presence – building relationships at the state and local levels helps your business foster a strong local presence. Through community engagement, your organization becomes a trusted partner, which can lead to future opportunities and a positive reputation within your local market.
- Smaller Competition Pool – compared to federal contracts, SLED contracts often have a smaller pool of competitors, increasing your chances of winning bids.
- Faster Decision-Making – SLED procurement processes tend to be more streamlined and efficient than their federal counterparts. This means shorter decision-making timelines, allowing you to start projects sooner and deliver results to your clients promptly.
- Community Impact – winning SLED contracts enables you to contribute to the development and well-being of your local community. This social responsibility can enhance your brand’s reputation and create a sense of pride and purpose among your employees.
- Collaboration Opportunities – SLED contracts often involve collaborations with other local businesses, creating networking and partnership opportunities. In this way, you can tap into shared resources, expertise, and referrals, fostering a mutually beneficial ecosystem.
Tips for winning SLED contracts
The world of SLED contracts can be overwhelming and, at times, complex. Here are a few tips to consider to help your chances of securing a procurement job:
- Research Your Market – each SLED entity you target will have unique procurement requirements and preferences. Do your research to understand what they’re looking for and tailor your proposals to demonstrate how your goods and services can directly address their needs.
- Network Regularly – attend local government events, meet decision-makers, and build relationships within the SLED community to get a leg up on upcoming opportunities and establish your business as a go-to resource.
- Obtain Relevant Certifications – many SLED agencies actively seek diverse suppliers as part of their procurement goals, and in some states, legislation makes it mandatory for government entities to contract a certain percentage of minority-owned, woman-owned, or veteran-owned businesses. If your business falls into one or more of these categories, consider a certification to boost your eligibility.
- Start With Subcontracting – don’t hesitate to explore subcontracting opportunities with prime contractors who have a track record of winning SLED contracts. This allows your business to leverage its contracting experience while contributing your expertise to get the job done and your foot in the door.
- Comply With Regulations – ensure your business complies with all state and local regulations, as well as licensing requirements. Compliance is not only a legal necessity but also a testament to your professionalism and commitment to ethical business practices.
- Register With SLED Agencies – some local government agencies require your business to register before bidding on a contract. This helps to quickly vet who’s qualified and capable of fulfilling their needs while also streamlining the procurement process for interested businesses.
- Aim for a High-Quality Proposal – craft high-quality proposals tailored to each SLED agency’s specific needs and priorities. Avoid generic, one-size-fits-all approaches. When writing your capability statement, highlight how your qualifications, past performance, and portfolio align with what the contract demands. Keep it concise and engaging to maximize your odds of success.
- Be Persistent – winning SLED contracts may take time. Even if you face initial rejections, continue bidding on relevant opportunities and refining your approach based on feedback. Develop a long-term strategy for pursuing SLED contracts, recognizing that building relationships and securing contracts can be a gradual process. Stay committed to your goals, and over time, you’ll see more and more success.
Incorporating these strategies into your SLED contracting approach will not only improve your bids, but position your business as a trusted and valuable partner within the SLED market.
SLED procurement process
The general procurement process for both federal and SLED governments is very similar. Agencies begin by identifying their needs for specific products through public announcements and documents. Then, they prepare solicitations for businesses to respond to and collect bids. After evaluating each business’s submission, the agency will then award a contract to the business with the best bid.
With SLED agencies, the procurement process can vary greatly based on local legal regulations and jurisdictions, meaning your business may not always be eligible to bid unless you align with their specific requirements. On the other hand, federal procurement generally follows the same steps because it deals with top-level jurisdictions, so be sure to do your research when sourcing contracts.
Win more local contracts today
Navigating the world of SLED contracts can be complex, but you don’t have to do it alone. Our dedicated team of specialists is well-versed in both federal and state government procurement processes. We can guide you through the process, provide consultation, and offer services to help you effectively market your business in the SLED marketplace. With our support, you can confidently navigate government contracting, secure new avenues of growth, and make a meaningful impact on your community. Local contracts await — let’s win them together.