December 10, 2015
How Vendors Can Make the Most of SLED Procurement Opportunities
Source: Route Fifty, Dave Nyczepir, October 7, 2015
Diversifying among more levels of the government contracting market is a start.
Vendors with a data-driven strategy for allocating sales resources among all five levels of the fragmented state, local and education (SLED) government contracting market are most successful, according to a new Onvia report.
Procurement data shows city and state agencies comprise the largest project bid volume, but the agencies most actively issuing awards are a small percentage of the market.
The SLED market, estimated at $1.5 trillion, is about three times larger than the federal market with more than 90,000 procurement entities and 400,000 annual bids and request for proposals (RFPs), per the report:
While identifying the share of bids and RFPs at each agency level represents a good starting point for planning a sales strategy, it’s not the only decision factor available:
Vendors can also consider factors such as award values, win rates, agency relationships, competitive challenges, etc.
Interested in diversifying your government contracting? Contact your nearest PTAC for assistance with these opportunities.
For help with Government Contracting: contact your nearest Procurement Technical Assistance Center (PTAC). Funded through Cooperative Agreements between the U.S. Department of Defense and state and local governments/institutions, PTACs provide free and low-cost assistance in virtually all areas of government contracting.