Top 3 Strategies for Optimizing State and Local Government Sales
Published: October 26, 2020
SLED 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)
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Descriptions of the 3 Strategies (p. 06)
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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)
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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)
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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)
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Key Takeaways for Vendors (p. 31)