Many federal contractors are looking to diversify into state and local markets, but most approach SLED proposals the wrong way. They approach it just like Federal proposal and that's a recipe for disaster.
In this episode, Michael LeJeune sits down with proposal expert Michele Atkinson to break down the real differences between federal and state/local contracting. From vague scoring criteria and numeric scorecards to the outsized role of presentations, relationships, and local presence, this conversation pulls back the curtain on how SLED awards actually happen.
You’ll learn why compliance looks different, how evaluators really score proposals, why being “technically correct” isn’t enough, and how local politics and community impact can quietly tip the scales.
If you’ve been treating SLED like federal contracting and wondering why you’re not winning, this episode will change how you think about proposals entirely.
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Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers
Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE
Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession
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Many federal contractors are looking to diversify into state and local markets, but most approach SLED proposals the wrong way. They approach it just like Federal proposal and that's a recipe for disaster.
In this episode, Michael LeJeune sits down with proposal expert Michele Atkinson to break down the real differences between federal and state/local contracting. From vague scoring criteria and numeric scorecards to the outsized role of presentations, relationships, and local presence, this conversation pulls back the curtain on how SLED awards actually happen.
You’ll learn why compliance looks different, how evaluators really score proposals, why being “technically correct” isn’t enough, and how local politics and community impact can quietly tip the scales.
If you’ve been treating SLED like federal contracting and wondering why you’re not winning, this episode will change how you think about proposals entirely.
-----
Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers
Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE
Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession
Ep 395: OneGov Explained: The Death of the Middleman Strategy
Game Changers for Government Contractors
9 minutes 43 seconds
2 months ago
Ep 395: OneGov Explained: The Death of the Middleman Strategy
In this solo episode of Game Changers for Government Contractors, Michael LeJeune breaks down the federal government’s OneGov strategy, a move that centralizes enterprise agreements with giants like Microsoft, Oracle, AWS, and Google. For years, many contractors relied on the “middleman” model, making margins by simply reselling software and hardware licenses. But those days are coming to an end.
Michael explains why OneGov eliminates the need for traditional resellers, how it will save taxpayers billions, and why contractors must pivot from pass-through deals to high-value services like integration, customization, and managed solutions. He also shares strategies for teaming with vendors, building outcomes-based offerings, and shifting to work with higher margins.
If your business depends on reselling, this episode is a wake-up call. But if you’re ready to evolve into a true solution provider, OneGov could open massive opportunities.
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Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers
Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE
Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession
Game Changers for Government Contractors
Many federal contractors are looking to diversify into state and local markets, but most approach SLED proposals the wrong way. They approach it just like Federal proposal and that's a recipe for disaster.
In this episode, Michael LeJeune sits down with proposal expert Michele Atkinson to break down the real differences between federal and state/local contracting. From vague scoring criteria and numeric scorecards to the outsized role of presentations, relationships, and local presence, this conversation pulls back the curtain on how SLED awards actually happen.
You’ll learn why compliance looks different, how evaluators really score proposals, why being “technically correct” isn’t enough, and how local politics and community impact can quietly tip the scales.
If you’ve been treating SLED like federal contracting and wondering why you’re not winning, this episode will change how you think about proposals entirely.
-----
Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers
Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE
Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession
