Top Sales Strategies to Improve State and Local Business Development

November 09, 2020

GovWin’s research staff of more than 100 federal and state, local, and education (SLED) market analysts provide in-depth research reports, timely articles, webinars, presentations and consultations to help clients build business development plans and navigate the government market effectively.

Our latest compilation of SLED analysis provides data-based advice on how contractors can break into the complicated and lucrative state and local market. Included are three key strategies that businesses can use to build out their state and local government sales plans, plus insight into how the COVID-19 pandemic is shaping contracting.


Want to Learn More About GovWin IQ?

Request My Demo


Strategies for Optimizing State and Local Government Sales

State and local contracting opportunities exist in nearly every industry, with bids available to be won across the country. And as the overall market is projected to remain volatile, being able to count on the public sector as a solid source of business revenue will be increasingly important for many businesses.

That’s why GovWin’s recent analysis of the state and local government market has revealed paths businesses can follow to get ahead in the market in this guide, Top 3 Strategies For Optimizing State And Local Government Sales. Those that download the report will get more detailed advice about the following key strategies:

  1. Planned Future Contracts Businesses can study planned future contracts to begin building their pursuit strategy in advance. This lead time can often make it easier to understand the opportunity in its entirety, put together a project team and decide whether or not to bid on a particular project. Having this information helps businesses in contacting key decision makers in advance which can lead to shaping the RFP in their favor.
  2. Expiring Fixed-Term Contracts Fixed-term contracts are a great way to safeguard long-term business plans by providing the ability to predict consistent revenue streams. By identifying expiring fixed-term contracts where you have a good chance of unseating the incumbent supplier, you can build a pipeline of ongoing, consistent work for your business. Networking prior to the gives your product or service a chance to stand out more before the next procurement cycle kicks off.
  3. Cooperative Purchasing State, local and education governments have historically used cooperative purchasing to drive savings and efficiency in the purchasing process. The concept involves using a contract that has already been solicited on which vendors will compete – allowing them to have access to potentially hundreds of purchases from a variety of government agencies.

Strategies for Contractors to Support State and Local Governments Respond to COVID-19

Looking to understand how your business can support state and local governments in the ongoing response to the coronavirus pandemic? You can listen to this webinar, State, Local, and Educational Government Contracting Outlooks & Impact of COVID-19, recorded recently as a part of Deltek Insight but now available for free on-demand, and gain the information your business needs to strategically assist government agencies that are counting on private contractors.  

“[Read this to learn] various impacts on business development for the SLED vendor space and strategies to help during COVID-19.”

Get Ahead of the State and Local Architecture, Engineering and Construction (AEC) Market

While COVID-19 has made some states re-prioritize where they are spending their contracting dollars, there are still plenty of major architecture, engineering and construction (AEC) opportunities available for bid. You can set your business up for success by learning more about the types of transitions happening in this market, along with gaining access to market forecasts and segments primed for growth, when you download the new SLED AEC Market, 2021-2023 report now available from GovWin.

“Understand contractor-addressable spending trends in dozens of key AEC related segments such as public utilities, natural resources/environment, transportation and civil infrastructure.”

To access more of the analysis produced by both our Federal and SLED Market Analysis teams, simply use the following link: In-depth federal and SLED market analysis

You can give your business more information on current government contracts to bid, detailed research and future government business opportunities by subscribing to the GovWin IQ SLED database. Not yet a subscriber? Learn more about Deltek's GovWin IQ platform and request your demo by clicking this link.