Top 3 Strategies for Optimizing State and Local Government Sales

Published: October 26, 2020

FeaturedSLED Market AnalysisBusiness DevelopmentEducationPublic SectorSTATE

The vast and fragmented state, local and education (SLED) government marketplace can be challenging to navigate without a strategic business development strategy in place. The most successful companies in this space leverage a specific business development plan that is data-driven, forward-looking and efficient to ensure predictable long-term revenue. This report outlines three proven strategies for driving growth in the SLED market: pursuing planned future projects, targeting expiring fixed-term contracts and leveraging cooperative purchasing.

The vast and fragmented state, local and education (SLED) government marketplace can be challenging to navigate without a strategic business development strategy in place. The most successful companies in this space leverage a specific business development plan that is data-driven, forward-looking and efficient to ensure predictable long-term revenue. This report outlines three proven strategies for driving growth in the SLED market: pursuing planned future projects, targeting expiring fixed-term contracts and leveraging cooperative purchasing.

Readers of this report will:

  • Understand each of the three strategies and how to incorporate them into a strategic business development plan
  • Learn what the addressable market size is for each strategy in dollars
  • Identify best practices for marketing effectively to SLED government buyers

Table of Contents

      Introduction (p. 03)
      Descriptions of the 3 Strategies (p. 06)
      Strategy 1: Pursue Planned Future Contracts
        Overall Summary and Market Size (p. 08)
        Breakout by Industry (p. 11)
        Breakout by Level of Government (p. 12)
        Contract/Purchase Size (p. 13)
        Best Practices for Marketing/Outreach (p. 14)
      Strategy 2: Target Expiring Fixed-Term Contracts
        Overall Summary and Market Size (p. 16)
        Breakout by Industry (p. 18)
        Breakout by Level of Government (p. 19)
        Breakout by Contract Length (p. 20)
        Contract/Purchase Size (p. 21)
        Best Practices for Marketing/Outreach (p. 22)
      Strategy 3: Leverage Cooperative Purchasing
        Overall Summary and Market Size (p. 24)
        Breakout by Industry (p. 27)
        Breakout by Level of Government (p. 28)
        Contract/Purchase Size (p. 29)
        Best Practices for Marketing/Outreach (p. 30)
      Key Takeaways for Vendors (p. 31)