Are you a small government contractor (GovCon) frustrated by federal slowdowns, gridlock, and delayed payments?. Now is the time to pivot your pipeline and eye the lucrative State, Local, and Education (SLED) market. The SLED market is massive, estimated at $1.5 to $2 trillion a year in spend.Unlike the federal space, K–12 schools keep buying because about 87% of their budgets come from local and state funds, not federal appropriations. This means they are consistently spending billions annually on EdTech, facilities, transportation, and crucial student services.In this episode, we break down the SLED Pivot Playbook: A fast-track, 7-day roadmap to help you land your first local school contract. You will learn how to:Hunt for bids using state portals (like Cal eProcure or PA eMarketplace) and education co-ops (like Sourcewell or OMNIA Partners).Navigate the fragmented procurement system, including using NIGP codes instead of NAICS for registration.Leverage your federal contracting certifications—such as SBA 8(a), Women Owned Small Business (WOSB), or Disabled Veteran Small Business (SDVOSB)—which give you a strong competitive advantage in meeting DEI goals and scoring criteria.Prepare your documents, including a capability statement tailored to school buyers that emphasizes improving safety, efficiency, or learning outcomes.Build relationships with procurement officers and attend vendor days, ensuring you highlight your unique qualifications.Stop waiting on Congress. Learn how to build stability and diversify your pipeline by winning active, local education contracts quickly.

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