For small business owners searching for stable, recurring revenue, the answer may already be in their backyard. Sheena Parker, Founder and CEO of 4SYT Industries and Founder of GovConNow, says state, local, and education government contracting, commonly known as SLED, remains one of the most underleveraged opportunities available to small businesses today.
SLED vs. Federal
Parker, a retired U.S. Army Warrant Officer and current government contracting strategist, joins us on the latest episode of Business Trends Today to highlight a key difference between SLED contracting and federal work.
Parker, a retired U.S. Army Warrant Officer turned government contracting strategist, notes that SLED contracting differs from federal work primarily in its accessibility. While federal contracts require formal registration, past performance documentation, and a longer procurement timeline, SLED contracts allow businesses to compete at the community level, which is often far less competition than most owners expect.
"What I hear from contracting officers at the local level is there are not enough people bidding… Contrary to popular belief, there's not enough people showing up."
She said her own first contract, a six-figure award, came simply from showing up and submitting a quote when no one else did. SLED opportunities span a wide range of services, from landscaping and janitorial work to training, printing, and facilities management, covering K-12 schools, universities, state agencies, and departments such as corrections.
Speed, relationships, and getting paid
Beyond accessibility, Parker said SLED contracts offer two advantages that matter most to small businesses:
- Faster decisions
- Quicker payments.
She notes that local contracting officers have more discretion and that payments typically arrive within 30 days or less. This is faster than for many private-sector clients.
Relationships also play a massive role at the local level. Parker said contracting officers who know and trust a vendor may favor them over a lower bidder, particularly when reliability is a proven track record. She cautioned, however, that businesses should always operate within legal and ethical boundaries.
Diversifying across types
Parker teaches a three-tier contracting model on her GovConNow platform, covering federal, SLED, and corporate contracting. She said the corporate track, working with companies like Coca-Cola, T-Mobile, and Boeing through supplier diversity programs, became a critical component of her curriculum after federal agencies scaled back during COVID-19.
Additionally, she notes that while DEI-branded supplier diversity programs have changed in name and structure, many corporations continue to actively support small, minority, and veteran-owned businesses. Parker said the language has shifted, but the intent among many companies remains largely intact.
Notably, she strongly encourages small business owners to diversify across all three contracting tracks rather than relying on a single revenue source.
Who can compete & how to start
Parker said SLED contracting is broadly accessible, including to veterans, who can leverage official certifications through the SBA at the federal level and through corporate certifying agents on the private side. She also alludes that prior criminal history does not automatically disqualify a business from competing for government contracts.
She mentioned that subcontracting is a common and practical way to enter the market, as business owners don’t have to personally do the work to secure a contract. Employing subcontractors and adding a margin are standard and accepted practices in the industry.
Parker offers support through GovConNow via online courses, one-on-one and group consultations, university programs, veteran organizations, and a YouTube channel with more than 300 videos. Her guidance for beginners is simple: stay the course.
“Just keep going because there’s plenty of times where we put in bids and don’t win,” Parker said. “And then you get a big one and you’re like, it was all worth it.”
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