7 Why sell to the government??? Dearth of non-government construction Worlds biggest customer Buys virtually everything Checks never bounce ARRA is an entry point Spends billions and growing
8 Identify key trends and strategy targets
9 Marketing and selling strategies ID & target only key buying activities Visit buyers and end users Determine procurement cycles Attend trade shows/meetings Periodically re-visit buying activities Keep up on local news and events that may have an impact on a particular agency
10 Contractor and Vendor Registration What is registration? Why is it important? 80% of total spend Company size; special status How to register Using vendor list announcements Use of contact lists
11 Whats needed for registration Standard Industrial Classification (SIC) North American Industrial Classification System (NAICS) National Institute of Governmental Purchasing (NIGP) Federal Supply Classification (FSC) Product Service Codes (PSC) Data Universal Numbering System (DUNS) –Dun & Bradstreet ext 0 Tax ID number (TIN) Acord Certificate
12 Identifying opportunities Vendor fairs Procurement notices Contract awards Supplier and subcontract leads Professional meetings Sales calls Information services
16 Direct leads: Term contracts Customized information on continuing service contracts (annual or other term) coming up for renewal over the next 6, 12 and 18 months, including details such as current contract value, current vendor, contract expiration date and agency contact information
18 Indirect: Tracking capital improvement plans
19 Indirect: Tracking capital improvement plans (cont.)
20 Indirect: Planholders Use to locate new suppliers, vendors Track your competition
21 Indirect: Review of bidder Lists Owner: Mississippi National Guard Buyer: Lynn McWilliams Project: RECOVERY - Hydrostatic Steel Wheel Road Roller for Camp Shelby Joint Forces Training Center, Department of Public Works for work on all paved roads and parking lots. Planholders/Bidders List: RECOVERY - Hydrostatic Steel Wheel Road Roller for Camp Shelby Joint Forces Training Center, Department of Public Works for work on all paved roads and parking lots. Planholders/Bidders List VendorAddressCityStateZipPhoneContacts GOV. SUPPLIER INC1722 SHENANDOAH RIVER LNBOYCEVirginia22620(540) Contact List H&E EQUIPMENT SERVICES, INC MEAD RD STE 200BATON ROUGELouisiana70816(713) Contact List TIMBER TOM'S WONDERLAND, LLC9790 N COUNTY RD #KHAYWARDWisconsin54843(228) Contact List Are your sales managers aware of and bidding every appropriate opportunity?
22 Indirect: Contract awards TAS RECOVERYPROJECT:324332::RP# Conduct investigations of twenty-six (26) locations in Michigan, Wisconsin and Minnesota, and GIS mapping of fifty-five (55) Detroit District properties. –Point of Contact(s): Lisa Marie White, USACE District St. Louis Contract Awardee: John Milner Associates, Inc N Church St West ChesterPA Allan H Steenhusen, Chief Executive Officer
23 Indirect: Contract awards (cont.) Architectural Services/Landscape Counseling and Planning Services, Inc. Environmental Services 1968 John Milner Associates, Inc is a private company categorized under Architects and located in West Chester, PA. Our records show it was established in 1968 and incorporated in Pennsylvania. Current estimates show this company has an annual revenue of $9,029,581 and employs a staff of approximately 100 If you sell building products, relevant services, or have a unique application this is the time to influence the final specification Future teaming partnerships BD
24 Indirect: Review of bid tabulations Owner: New York City School Construction Authority Project: Flood Elimination Bid Results: Flood Elimination Summary Bid Results BidderSummary Bid Amount EMPIRE CONTROL ABATEMENT, INC.$1,045, POSITIVE ELECTRICAL ASSOC., INC.$1,173, ONE TEN RESTORATION, INC$1,260, FRITCH CONSTRUCTION CO., INC.$1,385, KG CONSTRUCTION SERVICES, INC.$987, LO SARDO GENERAL CONTRACTORS, INC.$1,057, CM & E CON, INC.$1,060, PERKAN CONCRETE CORP.$1,156, NJD WIRING & ELECTRIC, INC.$1,188, NEELAM CONSTRUCTION CORP.$1,265, DEBORAH BRADLEY CONST & MGMT SVS.$1,149, KANTA ELECTRIC CORP.$1,153, NORTHEAST RESTORATION CORP.$1,117, PADILLA CONSTRUCTION SERVICES, INC.$1,136, V.I.V. CONTRACTING CORP.$1,171, Review of competing bid tabulations---increase your intelligence!
25 Indirect: Decisionmakers/Active Buyers Marketing to public sector buyers of your products/services
26 Get out of the office! Involvement with professional associations---not just construction groups –SAME –AIA Involvement with constructability reviews 26