Why State Contracts Are Worth Your Attention
Most guides focus on federal contracting. They send you to SAM.gov and explain the FAR. But state and local governments spend hundreds of billions on procurement every year, and none of it shows up on SAM.gov. In 2026, state contracts deserve more attention than usual. Federal grant programs have experienced freezes, terminations, and a DHS-specific shutdown. DOGE-driven workforce reductions slowed federal procurement timelines at multiple agencies. State procurement operates independently of all of this. States set their own budgets, run their own portals, and continue buying goods and services regardless of what happens in Washington. For businesses affected by federal funding instability, state contracts are a concrete alternative. Why state contracts often make more sense, especially now: Simpler processes: State procurement typically has fewer compliance requirements than federal. No FAR. Often no cost accounting standards. Shorter proposal formats. Smaller contracts: State RFPs frequently run $10,000 to $500,000 - manageable for smaller companies. Federal contracts often start larger. Faster timelines: State procurement cycles are often shorter. Less bureaucracy means faster decisions. Local presence matters: If you're already operating in a state, you often have advantages - knowledge of local needs, existing relationships, and sometimes preference programs for in-state businesses. Stepping stone to federal: Many businesses use state contracts to build past performance and revenue before pursuing federal work. State contracts are accepted as relevant past performance for federal small business set-asides. The downside is fragmentation. There's no single SAM.gov for state contracts. Every state has its own procurement system, its own registration requirements, and its own rules. Finding opportunities means either searching many portals or using aggregators.
What We Track: 8,485 Open State Opportunities
We aggregate state and local government opportunities from across the country. Here's the current breakdown: By Category: - Procurement (contracts): 6,063 open - Grants: 1,492 open - Other (rebates, loans, training): 930 open By State (top 10 by volume): - Pennsylvania: 981 open opportunities - Virginia: 685 open opportunities - Texas: 652 open opportunities - Washington: 632 open opportunities - California: 545 open opportunities - New York: 432 open opportunities - Georgia: 420 open opportunities - Ohio: 414 open opportunities - Massachusetts: 401 open opportunities - Illinois: 357 open opportunities These numbers fluctuate daily as new RFPs post and deadlines pass. States with strong economic development programs and larger state agencies tend to have more opportunities. What types of work? The most common procurement categories include: - Construction and infrastructure - Professional services - IT and technology - Facilities management - Equipment and supplies - Transportation services Most state contracts are procurement (buying goods and services), not grants. Grant programs exist but are a smaller portion of the total.
🔍 Search related opportunities now
The Fragmentation Problem
Unlike federal contracting - where SAM.gov is the central source - state procurement is fragmented across hundreds of portals. Every state has its own system: - California uses Cal eProcure - Texas uses the Comptroller's Electronic State Business Daily - Pennsylvania uses PA Supplier Portal (eMarketplace) - Virginia uses eVA (electronic Virginia) - New York uses NYS Contract Reporter Many states also use BidNet Direct as an aggregator, which centralizes opportunities from participating agencies. But not every state agency in a given state uses BidNet - some post only to their state's official portal. Local governments add another layer. Cities, counties, school districts, and special districts often have their own procurement systems separate from the state. The practical impact: If you want to pursue state contracts seriously, you either need to monitor multiple portals manually or use aggregation tools. Checking one portal isn't enough to see everything. We aggregate from state portals, BidNet, and other sources to give you a single search. But even then, some opportunities only appear on specific state or local sites.
How State Registration Works
Before you can bid on state contracts, you typically need to register as an approved vendor in that state's system. What registration usually requires: - Business entity information (legal name, address, structure) - Tax identification numbers - Business classifications (small business, veteran-owned, etc.) - NAICS codes describing your work - Banking information for payments - Sometimes state-specific tax certifications Major State Portals: California (Cal eProcure): caleprocure.ca.gov Register through the State Contracting and Procurement Registration System (SCPRS). California also handles small business and disabled veteran business enterprise certifications through this portal. The system tracks your bid history across state agencies and notifies you of matching opportunities. Texas: comptroller.texas.gov/purchasing/vendor Managed by the Texas Comptroller's Office. Registration is required to bid on state agency contracts. Pennsylvania: pasupplierportal.state.pa.us Managed by the Department of General Services. PA eMarketplace is where bids are posted and submissions happen. Virginia (eVA): eva.virginia.gov Virginia's electronic procurement system. All state agencies use this platform. Registration is free and required for bidding. New York: nyscr.ny.gov The New York State Contract Reporter lists opportunities. Separate vendor registration exists for different state agencies. Multi-State Tip: BidNet Direct (bidnetdirect.com) allows registration that covers opportunities from participating agencies across multiple states. It's not free - subscription required - but can simplify tracking if you're pursuing contracts in several states.
State vs Federal: Key Differences
Understanding how state procurement differs from federal helps you adapt your approach. Regulation and Compliance: Federal: Governed by the Federal Acquisition Regulation (FAR). Detailed compliance requirements for cost accounting, labor standards, and reporting. State: Each state has its own procurement code. Generally simpler than FAR. Less emphasis on cost accounting standards. Some states have their own small business or diversity programs. Contract Size: Federal: Many contracts run into millions. Even small business set-asides can be $150K+. State: Wider range. Many RFPs in the $10K-$250K range are common. Large infrastructure projects can run millions, but smaller contracts are more accessible. Competition: Federal: Highly competitive. Companies specialize in federal contracting. State: Often less national competition. Local businesses have advantages. Some states have in-state preference programs that give local bidders evaluation points. Past Performance Requirements: Federal: Past performance is heavily weighted. Hard to win without relevant prior contracts. State: Requirements vary. Many states are more willing to consider companies without extensive government experience if qualifications are strong. Payment Terms: Federal: Generally pays within 30 days. QuickPay program for small businesses within 15 days. State: Varies by state. Most pay within 30-45 days. Some states have slower payment cycles. Set-Aside Programs: Federal: 8(a), HUBZone, SDVOSB, WOSB programs with dedicated set-asides. State: Varies widely. Many states have small business preference programs. Some have DBE (Disadvantaged Business Enterprise) programs. Certifications often don't transfer between states.
Current Opportunities: Examples Across States
Here are real state opportunities with upcoming deadlines to show the range of what's available: Construction and Infrastructure: - Culvert Replacement in Erie County, NY - Subcontractor opportunity for MWBE/SDVOB certified businesses. These MWBE subcontracting opportunities are posted by prime contractors who need certified partners to meet their contract requirements. - Highway Resurfacing Route 308, NY - MBE/WBE/SDVOB subcontractor opportunity through Callanan Industries. - Seneca Creek Sewer Replacement, NY - Another subcontractor opportunity showing how diverse business requirements create entry points. - 2026 Concrete Program Ward 3 & 4, Missouri - Municipal infrastructure work. - Stormwater Improvement, City of Austin, TX - Local government capital project. Professional Services: - Architectural and Engineering Services for Educational Facility Expansion, Illinois - Typical A&E procurement for state institutions. - ADMS Consultant Implementation Services, City of Austin, TX - Technology implementation services. - Substitute Staffing and Management Service, Massachusetts - Workforce services for state agencies. Equipment and Supplies: - Utility Tractor with Front Mounted Broom, Essex County, NY - Heavy equipment for municipal use. - Hydrants and Accessories, Port Authority of NY and NJ - Multi-year requirements contract for essential infrastructure supplies. - Surveying Equipment, Hempstead, Town of NY - Specialized equipment for local government. - Control Cabinet, California - Technical equipment procurement through BidNet. - Game Commission F-350, Pennsylvania - Vehicle procurement for state agency. Specialized Services: - Total Waste Management Services, City of Austin, TX - Large-scale service contract. - Catch Basin Cleaning, Massachusetts - Environmental services procurement. - Nodal Market Operational and Planning Model, City of Austin, TX - Energy sector consulting. Notice the range: everything from heavy equipment to professional consulting to specialized technical services. State governments buy almost everything. Also notice how many opportunities are subcontracting roles - prime contractors with diversity requirements regularly seek partners.
How to Get Started
A practical approach if you're new to state contracting: 1. Start with your home state. Register as a vendor in your state's procurement system. You understand local needs and relationships, and state agencies are often more comfortable with in-state vendors. 2. Get your certifications. Many states have small business, minority-owned, women-owned, or veteran-owned business certification programs. These can provide access to set-aside contracts and bidding preferences. Certifications don't automatically transfer between states - you may need to apply separately in each state where you want to bid. 3. Start small. Bid on contracts you can definitely perform well. Your first state contract builds past performance for larger opportunities. 4. Research award history. Most state portals show past awards - who won, for how much. Study contracts similar to what you'd pursue. How are they priced? Who wins them? 5. Expand strategically. If you're doing well in one state, consider adjacent states with similar procurement needs. Regional experience often translates. 6. Consider aggregators. If you're pursuing multiple states, tools like BidNet Direct or searching through Funding Landscape can save time versus checking each state portal manually. 7. Build relationships. State procurement is relationship-driven. Attend pre-bid conferences. Connect with small business liaisons at state agencies. Let procurement officers know what you do.
Common Mistakes
These errors consistently hurt state contract bidders: Missing registration: You submit a proposal only to discover you weren't registered as an approved vendor. Most states require registration before you can bid. Register well before any deadline. Ignoring local requirements: Each state has specific rules. Some require specific forms. Some have notarization requirements. Some want hard copies mailed. Read the solicitation requirements completely. Pricing too high: State budgets are often tighter than federal. Bidders who price at federal rates may lose to lower-priced competitors. Research what the state has paid for similar work. No local presence: Some states give preference to in-state businesses. If you're bidding from out of state, address how you'll serve the client locally. Wrong certifications: Having federal 8(a) certification doesn't mean you're certified as a small business in any particular state. State certifications are separate. Apply for state-level certifications where you plan to bid. Missing subcontracting opportunities: Many large state contracts require prime contractors to use certified small or diverse businesses as subcontractors. These subcontracting opportunities are often easier to win than prime contracts and build past performance. Not attending pre-bid conferences: State agencies often hold pre-bid meetings where they answer questions and clarify requirements. Attending shows interest and provides valuable information.
What to Do This Week
1. Check your state's procurement portal. Find it through your state's Department of General Services or Administration. Register as a vendor if you haven't. 2. Search for relevant opportunities. Filter by your industry, NAICS codes, or keywords that describe your work. 3. Review past awards. See who won contracts similar to what you'd pursue. Note the winning amounts. 4. Get certified if eligible. If you qualify for small business, minority-owned, women-owned, veteran-owned, or other certifications in your state, apply. These open doors to set-aside contracts. 5. Set up alerts. Most state portals let you subscribe to notifications for specific categories. You'll get emails when relevant RFPs post. 6. Consider neighboring states. If your business could serve adjacent states, register there too. Regional expansion through state contracts is a common growth strategy. Key state portals: - California: caleprocure.ca.gov - Texas: comptroller.texas.gov/purchasing - Pennsylvania: pasupplierportal.state.pa.us - Virginia: eva.virginia.gov - New York: nyscr.ny.gov For federal contracting basics, see our SAM.gov registration guide and NAICS/PSC codes guide. For state-specific funding information, see our guides for California, Texas, Florida, New York, and Ohio. Search state and local opportunities on Funding Landscape