SLED - State, Local, Education
As a consultant, the non-federal government market or "SLED" can be difficult to break into, but once you do, it's relatively predictable and profitable. The State, Local and Public Education (SLED) market is not just one giant market - it's 100,000 individual clients. Consider that there are 50 state + D.C. and each of those states is divided into counties, parishes, boroughs, towns, cities, etc. Public education starts with kindergarten up through county colleges and state universities, but also vocational schools, special education and increasingly, apprenticeship programs.
That said, those 100K clients need similar services. They also trust companies that have worked for others like themselves. Most published Requests for Proposal (RFPs) or Requests for Quotation (RFQs) can be found on Bidnet or similar service. The RFP will ask for a proposal and to fill out a slew of forms. This type of procurement is highly structured. Submissions have strict instructions.?
Your proposal should focus on the common priorities, needs and requirements within each segment, whether Health & Human Services or Transportation or any of the other market segments.
You can differentiate yourself from the competition by developing tailored messaging based on research about the government entity. It's always best to start near to home, as local governments often favor "their own."
Pricing ideally should be based on:?
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Coming up in this series - issues of Workforce Development that provide opportunity and can make-or-break a large grant application and new funding in Vocational Rehabilitation.
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