Securing School Contracts After the School Year Has Started: Top Tips for SLP, OT, and PT Contractors

As a school-based SLP, OT, or PT contractor, you might think that once the school year has started, your chances of securing a contract are slim.

However, the opposite is often true, especially for virtual contractors.

Many contractors actually secure their initial contracts after the school year has begun.

Why? After school starts, schools frequently realize they have unmet needs or experience unexpected changes in staffing, making this a prime time to land a contract.

Here are some top tips to help you navigate and succeed in obtaining contracts after the school year has started.

1. Maximize Your Network

Now is the time to leverage your professional network. Reach out to your school-based provider friends or post in your favorite online community of professionals. Ask if anyone knows of a school that has additional therapy needs as your business is accepting contracts.
Networking is powerful, and a simple inquiry can lead to a new opportunity, as schools are often more open to referrals and recommendations from within their trusted networks. Your connections can be your strongest asset.

2. Think WARM

When time is of the essence, focus on districts where you have already established some form of contact. Reach out to districts that have previously shown interest or that you know have a need. These “warm” leads are more likely to respond positively, as they are familiar with you and your services OR they need you and your services. 

3. Be Ready with a Rate

During the summer, the sales cycle typically allows for several conversations before you need to present your rates. However, once the school year has started, there’s a sense of urgency that speeds up the entire process. Schools are looking to fill gaps quickly, so have your rates ready that first conversation. Being prepared with a competitive and fair rate can make the difference between securing the contract and losing out to someone who was ready to seal the deal.

4. Reach Out to Districts Even if You Missed Their RFP Period

There’s a common belief that schools won’t accept new vendors outside of their Request for Proposal (RFP) period. Some schools won't. However, some districts left underserved often have the flexibility to piggyback off existing bids or open a new RFP for a short time. Even if you missed the initial RFP period, reach out to the district. The worst-case scenario is that you gather valuable information on when their next RFP period will open, positioning yourself for success next time.

5. SAY THIS: Offer Immediate Availability

If you can start serving a school immediately, make that clear early on in your sales call. The ability to fill a need right away is incredibly valuable to schools that have started the year with unmet therapy needs. With that said, even if you don’t have someone available immediately, schools are still eager to resolve their staffing challenges.

Keep Pushing Forward

Large staffing agencies don't stop selling after school starts and direct contractors that want to grow shouldn't either!
If you haven’t secured a contract yet or if your summer calls didn’t yield results, don’t give up! Many districts are just now realizing they don’t have enough therapy coverage and are actively seeking solutions. Stay persistent and continue reaching out—there’s still plenty of opportunity.

Need Extra Support?

For additional guidance, check out the sales scripts in The School Contractor Packet. These resources are designed to help you navigate the contracting process with confidence and success.

Go get 'em! 
❤️ Elise