Are you a small or midsize business laser-focused on chasing federal contracts? If so, you might be leaving serious money on the table and overlooking the massive SLED (State, Local, and Education) procurement market.

This episode kicks off our SLED series by breaking down exactly what SLED procurement is and why it should be your next target. Combined, state, local, and education entities spend over $1.5 trillion annually—roughly twice as much as the federal government.

What will you learn?

We define SLED as procurement by State governments, Local governments (cities, counties, etc.), and Education entities (public K–12 districts, colleges, and universities). These agencies purchase a staggering variety of goods and services, from cybersecurity software and professional staffing to landscaping and curriculum design.

For small businesses, SLED contracting is often the ideal on-ramp into government work:

• Lower barriers to entry: Unlike federal contracting, SLED opportunities often require fewer federal certifications (like SBA 8a).
• Faster buying cycles: SLED agencies frequently move more quickly than federal agencies, with shorter evaluation timelines.
• Decentralized approach: While federal procurement is centralized through systems like SAM.gov, SLED procurement is fragmented, meaning you can focus on building local relationships that drive revenue.
• Manageable contracts: Many contracts are under $100K, making them easier for small teams to pursue.

Whether you offer IT services, construction, HR consulting, or health IT, we provide tactical advice on how to get started, including researching state and local procurement portals, aligning your contractor NAICS code, and tracking smaller bids (under $50K).

Stop overlooking the opportunities in your own backyard. Tune in to discover how SLED can be the bridge between startup and scale and your low-friction path into public-sector contracting.