SLED Series: Scaling Up: From Your First SLED Win to a Repeatable Growth Strategy

Landing your first SLED (state, local, and education) contract is a huge milestone. But let’s be honest, it’s just the beginning. The real challenge (and opportunity) is turning that first win into a flywheel for future growth. Most small businesses don’t struggle with getting a SLED contract. They struggle with knowing what to do after they get one.

Let’s break down how to take that early success and scale it into a steady pipeline of opportunities across the SLED landscape.

You Got the Win, Now What?

Whether it’s a school district IT contract or a city agency staffing gig, your first SLED win gives you something incredibly valuable: proof.

Proof you can deliver.
Proof that an agency trusted you.
Proof that you belong in the public sector game.

Here's how to leverage that win while it's fresh:

• Create a referenceable case study: Document the problem, your solution, and the measurable results. Include quotes or testimonials from the agency if you can.

• Get on preferred vendor lists: Many state and local agencies rely on prequalified vendor lists. One win often unlocks access to more of these.

• Build a capability brief tailored to SLED: You’re not just a vendor now, you’re a vendor with experience. Highlight that in every future proposal or outreach email.

Why This Matters for Long-Term Growth

The SLED market operates on relationships and trust. Unlike federal contracting, where past performance scoring and set-asides dominate, SLED buyers often rely on peers and internal referrals. When you win once and perform well, you're in a position to:

• Be recommended to other departments or neighboring jurisdictions

• Justify no-bid or simplified acquisitions for small-dollar work

• Use the same NAICS code or scope of work across multiple agencies

It’s not just about the contract, it’s about the credibility it gives you to scale.

Actionable Steps to Turn One Win Into Many

Here’s how to move from “we got one” to “we’re growing fast” in the SLED space:

1. Create a Replicable Service Model

Can your internal systems handle multiple clients at once? You’ll need:

• A scalable invoicing and reporting process, different agencies have different formats

• Clear SOPs for onboarding, service delivery, and post-award compliance

• Staff or partners ready to handle multiple concurrent deliverables

Don’t wait until you’re underwater. Build now for the growth you want.

2. Cross-Sell to Other Departments or Agencies

Many SLED agencies talk to each other, school districts, city governments, county IT departments, etc. Once you’ve delivered successfully:

• Ask your agency contact, “Do you know any other departments that might need this?”

• Look for inter-agency consortiums or cooperative purchasing agreements

• Respond to RFQs with language like “Currently serving [Agency Name] under similar scope”

This is where your contractor NAICS code and prior performance start to do the heavy lifting for you.

3. Use Your Win to Level Up Certifications

If you don’t already have one, now is the time to pursue relevant certifications:

• Women business certification or women owned small business certification

• Disabled veteran small business certification

• Any state/local MBE/WBE/DBE certifications relevant to where you’re selling

These open doors to set-aside or evaluation preference opportunities. And with a SLED win under your belt, you’ll stand out in the government contracting certification process.

4. Build a Targeted Outreach List

Use your first win to define a winning profile:

• What type of agency bought from you?

• What budget size?

• What pain point did you solve?

Now build a list of similar agencies, same NAICS code, same geography, same need. Use it to reach out with tailored messaging that says: “We just helped [Agency X] with [Problem Y]. Can we do the same for you?”

5. Consider Grant Funding to Accelerate Capacity

If your service supports workforce development, education, sustainability, or community improvement, you might be eligible for funding that helps scale your operations. Grant writing for nonprofits (or for-profit equivalents) can help unlock growth dollars. SBIR grant assistance is another option for innovation-focused firms.

Final Thought: Play the Long Game, But Systematize It

The first win is exciting. The second win validates your model. The third and fourth show you’re onto something scalable.

To get there, build internal playbooks. Refine your Government Contract Proposal Writing processes. Make sure your team knows how to respond quickly and clearly to RFQs. Track the best NAICS codes for small business opportunities in your niche.

And don’t be afraid to say no to the wrong opportunities. Growth in SLED is about being visible, consistent, and reliable, not chasing every bid.

Ready to Multiply Your Wins?

Your next move is to formalize your process. Build a repeatable, scalable engine that turns one contract into five. Then ten. Then a statewide presence.

Want to see how to find more SLED contracts in the first place? Check out our post SLED Series: What Is SLED Procurement? A Beginner’s Guide for Small Businesses to uncover the platforms and partnerships that can fuel your pipeline.

If you aren't a Squared Compass partner, what are you waiting for? From getting your business set up with specific government set aside programs at both the State and Federal level, to being empowered by a Fractional Capture team to win government contracts, to receiving tailored government contract opportunities Squared Compass delivers immense value which helps propel our partners to success. Schedule a chat with our team today.