A Full Day of Insight, Strategy, and Opportunity: Pivot Academy Guides Regional Businesses into the SLED Marketplace
- GO Northern VA
- 41 minutes ago
- 6 min read
On December 5, 2025, more than 65-75 participants gathered at George Mason University’s Mason Square FUSE Conference Center for the launch of the Pivot Academy. Supported by a GO Virginia Region 7 Planning Grant, this full-day workshop introduced professionals, entrepreneurs, and federal contractors to new pathways in the state, local, and education (SLED) marketplace. Northern Virginia’s economic heavy dependence on federal spending creates both opportunity and vulnerability. Pivot Academy was developed to help local small businesses understand how to build resilience, and pursue a wider range of procurement opportunities across the Commonwealth.
Northern Virginia’s economy is deeply tied to federal spending, leaving the region highly vulnerable to shifts in federal budgets and policy. For federal contractors, this dependency underscores the urgency to diversify revenue streams and safeguard workforce stability. Expanding into the state, local, and education (SLED) market offers a strategic path forward. Doing so requires a clear understanding of procurement processes, compliance requirements, and relationship-building strategies unique to SLED. From branding and procurement timelines to compliance and relationship-building, success in the SLED space hinges on targeted knowledge and readiness. The PIVOT Academy was a full day of tactical workshops that offered future SLED contractors with the right insights, tools, and tactical roadmap needed to navigate this transition with confidence and precision.
A Collaborative Launch with Strong Regional Engagement
Hosted by the Baroni Center for Government Contracting and faculty from GMU’s Costello College of Business, the workshop drew a diverse audience eager to learn how SLED contracting can support long-term business growth and regional resilience.
The day opened with remarks from Northern Region Council Chair, Sumeet Shrivastava, setting a strong tone of purpose and shared commitment to learning. Participants were met with a structured program designed to demystify SLED procurement—moving from foundational knowledge to hands-on planning.
One Pivot highlight was the featured panel featuring 22nd Century Technologies, President and CEO, Anil Sharma, whose practical guidance on positioning and readiness resonated strongly with attendees. His insights helped participants understand what procurement officials look for, how to communicate value clearly, and why preparation is essential for entering the SLED marketplace with confidence, Anil shared:
“Honored to join this panel and reflect on the lessons we’ve learned on our journey in the SLED market. Our discussion on the do’s and don’ts, and how businesses can enter this space with purpose, patience, and a long-term mindset reminded me how much opportunity exists when we lift each other up. These are the initiatives that support small businesses and contribute to a stronger entrepreneurial ecosystem. When we share what we’ve learned, we all rise together.”— Anil Sharma
Inside the Workshop: Key Moments & Takeaways
The workshop sessions were designed to move participants from foundational understanding to hands-on action — blending instruction, real-world examples, and guided planning. To support this learning, each session was paired with a practical toolkit that included capability statement templates, grant-market dashboards, vendor guides, and SLED readiness checklists. These resources provided attendees with a clear starting point for applying what they learned and remain available through the event portal.
Positioning for the Pivot
Led by Lisa Wood, Director, APEX Accelerator
This opening workshop walked participants through how to best frame their capabilities for state and local buyers. Lisa highlighted what procurement officials look for early in the process and shared practical ways businesses can strengthen their messaging and readiness.
Intelligence Gathering & Market Research
With Chris Tran Ley, VA Department of Small Business & Supplier Diversity and Ryan Alcorn, Founder, GrantExec
The next session focused on SWAM certification, understanding, and navigating Virginia’s procurement system (eVA). Chris provided an overview of how to identify opportunities earlier and build a more proactive pipeline. Speakers discussed where to find reliable opportunity forecasts, how to interpret procurement trends, and ways small businesses can position themselves before solicitations are released.
Featured Panel: State of SLED Contracting in Virginia
Panelists: Laila Salguero (Unissant), Chris Tran Ley (VDEM), Anil Sharma (22nd Century Technologies/ GO Virginia Region 7 Council), Patricia Innocenti (City of Fairfax) and David Sandloop (Arlington Public Schools)
During the featured panel, the esteemed speakers shared candid insights into today’s SLED landscape. They discussed evaluation priorities, vendor expectations, common pitfalls, and how businesses can build relationships that support long-term success in the public-sector market.
Validate & Vet Your Readiness
Led by Tresha Taylor, Loudoun County
This workshop helped participants assess their readiness to take on additional contracting by evaluating their own internal systems, certifications, and compliance requirements needed to compete effectively. Tresha offered tangible steps for strengthening readiness and avoiding issues that often delay or disqualify vendors.
Outreach & Relationship Building
Facilitated by Markus Crewe (Prince William County), Theo Stamatis (Loudoun Chamber of Commerce) and Audrey Ampomah (Fairfax County)
Speakers emphasized the importance of intentional outreach and relationship-building in the SLED environment. They shared do’s and don’ts for engaging with agencies, along with strategies for communicating value in ways that resonate with procurement professionals.
Looking Ahead
Delivered by Lisa Shapiro, Managing Director, GO Virginia Region 7
The day concluded with closing remarks and reflections on the region’s priorities and the importance of continued engagement. Lisa highlighted how initiatives like Pivot Academy support broader economic diversification efforts by helping more businesses confidently enter state and local markets. Lisa said, "For Pivot, today is not the finish line—it’s the starting point. PIVOT is more than an event; it’s the launch of an initiative to strengthen and diversify our regional economy. We need your insights and recommendations to develop a strategic roadmap that ensures our businesses can thrive in state and local markets while driving innovation and growth across the Commonwealth. We invite you to stay connected, share your ideas, and be part of shaping this next chapter. Together, we can build a more resilient, competitive, and inclusive economy for our region."
Finally, Lisa encouraged participants to continue the conversation by meeting with the SLED buyers they were introduced to.
Leadership Engagement
The program was also joined by Luis Lopez, Deputy Secretary of Commerce and Trade of the Commonwealth, who observed the action-planning and relationship-building sessions. His presence underscored the Commonwealth’s commitment to strengthening pathways for businesses seeking to collaborate with state and local agencies. In addition, after the welcoming remarks, a recorded message from Juan Pablo Segura, Secretary of Commerce and Trade was provided to participants sharing his own journey as a business owner, and encouraging them as they seek new business growth in Virginia.
Next Steps
Over the coming months, GO Virginia Region 7 and George Mason University will continue advancing the planning work behind Pivot Academy. Insights from the December workshop will inform the development of a scalable model designed to support long-term business diversification across the region. As part of the next phase, the Pivot team will actively engage stakeholders, participants, and organizations interested in SLED opportunities. This may include:
Follow-up workshops and training
Targeted roundtables
Opportunities to provide advisory input
Outreach for additional participant feedback
Resources and updates as the planning effort evolves
Participants and interested organizations will be invited to stay connected and help shape the evolving vision for Pivot Academy’s future and to take advantage of the Toolkit with resources provided to them.
Acknowledgments
Thank you to the partners who made this event possible:
George Mason University’s Costello College of Business
Baroni Center for Government Contracting
GO Virginia Region 7 Council
Event sponsors: 22nd Century Technologies, CGI, and SAIC
All participants whose engagement and contributions shaped a dynamic, meaningful workshop.
State and local procurement officials who shared their expertise, and panelists:
JK Aier, Senior Associate Dean for Academic Affairs and Global Engagement, Costello College of Business
Sumeet Shrivastava, President and CEO, Unissant
Anil Sharma, President and CEO, 22nd Century Technologies
Lisa Wood, APEX Accelerator
Ryan Alcorn, Co-Founder & CEO, GrantExec
Audrey Ampomah, Fairfax County Department of Procurement and Material Management
Markus Crewe, Prince William County
Patricia Innocenti, Procurement Director, City of Fairfax
Chris Tran Ley, Virginia Department of Small Business & Supplier Diversity
David Sandloop, Arlington Public Schools
Theo Stamatis, Loudoun Chamber of Commerce
Tresha Taylor, Loudoun County
Laila Salguero, Chief People Officer, Unissant