Many federal contractors are looking to diversify into state and local markets, but most approach SLED proposals the wrong way. They approach it just like Federal proposal and that's a recipe for disaster.

In this episode, Michael LeJeune sits down with proposal expert Michele Atkinson to break down the real differences between federal and state/local contracting. From vague scoring criteria and numeric scorecards to the outsized role of presentations, relationships, and local presence, this conversation pulls back the curtain on how SLED awards actually happen.

You’ll learn why compliance looks different, how evaluators really score proposals, why being “technically correct” isn’t enough, and how local politics and community impact can quietly tip the scales.

If you’ve been treating SLED like federal contracting and wondering why you’re not winning, this episode will change how you think about proposals entirely.

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