No Cost Market Research for State and Local Contracts
Market Research for State and Local Contracts: Finding Opportunities Beyond SAM.gov
When most small businesses think about government contracting, they head straight to SAM.gov. While it’s the official federal contracting portal, it’s only part of the picture. For state and local contracts, you need to dig deeper to find opportunities.
Here’s how to conduct effective market research for state and local contracting.
1. Why Market Research Matters
Helps identify which agencies actually buy your products or services.
Reveals competitor activity and pricing trends.
Improves proposal targeting — you only pursue bids that you can realistically win.
2. Federal vs. State & Local Market Research
Federal: Data-rich. SAM.gov, FPDS, and USAspending.gov provide detailed procurement histories, award data, and competitor insights.
State & Local: Less centralized. Opportunities may be scattered across state procurement portals, city bid boards, and regional cooperative purchasing programs.
Tip: Always start with federal research, but don’t stop there — state and local spending is often easier to access for small businesses.
3. State Procurement Platforms
Examples of where to look:
California: Cal eProcure
Texas: SmartBuy and Electronic State Business Daily (ESBD)
New York: NYS Contract Reporter
4. Local Sources
County and city procurement websites.
Regional cooperative purchasing organizations.
School districts, utilities, and transportation authorities often post bids separately.
Pro Tip: Many federal, state, and local agencies also publish annual procurement forecasts — giving you a head start before the RFP is released.
5. How to Use Market Research in Proposals
Reference an agency’s prior contracts to show familiarity.
Tailor your pricing to match local budgets.
Use competitor insights to highlight differentiators.
Key Points
Market research isn’t just a pre-bid task — it’s a growth strategy. Businesses that know where to look beyond SAM.gov have a major edge in state and local markets.
For more guidance on proposal strategies, see my book:
