Published on March 11, 2014
Intelligence for winning more government business ADVANCED BID STRATEGIES FOR FURNITURE MANUFACTURERS IN THE PUBLIC SECTOR Profitable Marketing and Business Development Strategies For The Government Market The best possible way to ensure your brand is requested on a bid is to get in as early as possible. Where does your firm currently get involved? www.onvia.com
Intelligence for winning more government business Bid Strategy #1 – Preferred Vendor Contracts Align with states and larger agencies by being an approved preferred vendor. Benefits: • High visibility to your brand • Details managed by dealers • Minimal resources used Drawbacks: • Highly reactive process • Reliance on dealer network to represent your brand vs. competitor • Minimal solution selling/upselling • Does not establish dealer loyalty
Intelligence for winning more government business Bid Strategy #2 – Responding To Open Bids Monitor new bidding activity coming from buyers that aren’t always leveraging state vendor lists Benefits: • Supports your dealer network with high value sales leads • Own some control in process and response Drawbacks: • Short window of response means less ability to tailor quality solutions • Dealer relationships with other brands can undermine your ability to win
Intelligence for winning more government business Bid Strategy #3 – Design Phase Opportunity Gain insight earlier in process by tracking when design projects are live or awarded to begin your process Benefits: • Earlier notice of upcoming projects means better preparation and an opportunity to build your mid-term sales pipeline. • Designers and builders become an extension of your sales channel to specify your products into the final design. • Maximize your ability to leverage relationships with project owners and influencers Onvia captures RFP/RFI requests and awards at this stage, and saw over 12,000 design phase opportunities in the last 12 months.
Intelligence for winning more government business Bid Strategy #4 – Budgeting Phase Monitor agency spending plans, influence agency buyers early, have your product specified by name into the bid or RFP Benefits: • Highest potential to win new business. • Most lead time to prepare your solutions proposal. • Forecast your sales pipeline with opportunities for years in the future. • Help your dealer channel while eliminating cross-sell risk. Early influence with agency buyers allows you to get your brand specified into project requirements in bid or RFP stage. Onvia’s database contains over 10,000 future building projects breaking ground in the next 3-7 years that can be used to market into and build your sales pipeline.
Intelligence for winning more government business The Advantage of Onvia Supporting Strategic Business Development and Marketing Efforts to Drive Sales and Increase Market Share • Increase awareness of where to place resources and develop relationships • Identify key targets to align with and begin sales process leading to future sales • Build sales pipeline with actionable opportunities • Track key competitors and view their recent bid and award activity • Instantly access opportunities from over 80,000 government procurement entities Learn more about Onvia or schedule a product demonstration on our website www.onvia.com
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