Anything over a threshold requires bidding (usually rfp process). There are only like 20 cities that have money, everyone else is scraping buy. If you can deliver value for $100 / month, you can make money, otherwise you're looking at the rfp process. There are rfp aggregators like rfpmart and others that capture about 50% of the rfps out there. You should also be warned that there probably is competition out there even if you were unaware of it.