Pivot Academy Launches with GO Virginia Support to Help Small Businesses Expand Beyond Federal Contracts into State and Local Markets
- GO Northern VA
- 4 days ago
- 3 min read
GO Virginia Region 7 is pleased to announce that it has approved a Planning Grant to fund the Pivot Academy, an initiative led by George Mason University’s Costello College of Business and Baroni Center for Government Contracting to reduce reliance on federal contracting in the region. GO Virginia Planning grants support early-stage projects that build regional capacity and collaboration—laying the foundation for future job-creating initiatives. “This project addresses a critical economic need in our region — reducing dependency on federal contracts and promoting more inclusive and resilient business growth” said Lisa Wood, APEX.
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.
Pivot Academy addresses this urgent need with a strategic regional initiative that will help small federal contractors in Northern Virginia diversify into state, local, and education markets, reducing reliance on federal contracts while expanding opportunities for growth.
Pivot Academy includes a one-day workshop designed specifically for small businesses looking to expand into the state, local, and education markets. This program is an ideal solution for small businesses seeking to diversify revenue streams, grow sustainably, and unlock new opportunities with Virginia's public sector. The PIVOT Academy equips potential contractors with the right introductions, insights, tools, and tactical roadmap needed to navigate this transition with confidence and precision. Attendees will have the opportunity to meet with actual state level and local procurement officers.
Why Pivot Academy Matters for Small Businesses
Small businesses in Northern Virginia and beyond are increasingly reliant on federal contracts, which can make them vulnerable to shifts in federal budgets and policies. Pivot Academy addresses this challenge by helping companies strategically expand into SLED markets where new opportunities await. The workshop equips businesses with hands-on learning, actionable insights, and tailored resources to succeed in state and local contracting. The Northern Region Council Chair, Sumeet Shrivastava said, “This initiative creates real opportunities for small businesses to grow sustainably. Helping our federal contractors diversify into SLED markets supports long-term workforce stability, keeps innovation rooted in Northern Virginia, and lays the groundwork for business growth and broader economic diversification for the region.”
What Pivot Academy Offers
Participants gain practical skills through five focused modules:
· Positioning for the Pivot: Learn how to best position, brand, and frame your business for SLED buyers.
· Intelligence Gathering: Understand how to research upcoming opportunities and build a robust SLED opportunity pipeline.
· Validating Readiness: Assess your systems, certifications, and partnerships to confirm your business is SLED-ready.
· Relationship Building: Get strategies for effective local outreach and grow your network with influential agency representatives. Meet actual buyers and hear from them directly about their needs.
· Action Planning: Leave with a 90-day tactical roadmap for transitioning into SLED contracting.
Who Should Attend
The workshop targets small federal contractors, business development teams, and executives interested in shifting or expanding into the SLED market—especially within Virginia’s priority industry clusters, including:
· Computer software and data sciences
· Cybersecurity
· Emerging technologies (nanotech, material sciences, quantum computing)
· Life sciences
How Pivot Academy Builds Regional Strength
By guiding small businesses into SLED contracting, Pivot Academy helps economically diversify the region, build stronger vendor ecosystems, and connect local businesses with public-sector opportunities that directly support community needs. The initiative is championed by GO Virginia Region 7 and benefits from collaboration with business leaders, advocacy organizations, and state and local government agencies.
Take Your Next Step
If your small business is ready to grow beyond federal work and seize state and local government opportunities, Pivot Academy is the launching pad. Connect with regional leaders, receive expert-guided tactical training, and walk away prepared to compete and win in Virginia’s SLED marketplace.