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How to Market a Contract to Customers

How to Market a Contract to Customers. Erin Lopez Business Partnership Forum June 1, 2016. How to Market a Contract to Customers. Know your contract Identify your government customers Identify the size of the opportunity Learn about your customer Know your value proposition Strategize

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How to Market a Contract to Customers

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  1. How to Market a Contract to Customers Erin Lopez Business Partnership Forum June 1, 2016

  2. How to Market a Contract to Customers • Know your contract • Identify your government customers • Identify the size of the opportunity • Learn about your customer • Know your value proposition • Strategize • SELL

  3. Know your contract • What kind of contract do you have? • Are there restrictions? • Who can use the contract? • What are the rules to using the contract? • What is the current usage of the contract? • What is the usage of other competitive contracts?

  4. Identify your government customers • What agencies do you want to target? • State Agencies, Boards and Commissions: http://www.access.wa.gov/agency/ • Local agencies • Tribal government • What divisions within those agencies? • Who has buying authority? • Why did you select the agencies you chose? Do you need more information?

  5. DATA Identify the size of the opportunity • Master Contract spend data. • General agency spend in your industry (i.e. $1,000 or $1 million). • https://data.wa.gov/ • 2015 Master Contract Sales Data. • Fiscal Year 2015 Agency Contract Reporting. • Think outside the box. You know your industry.

  6. Learn about your customer As it relates to your industry: • How are agencies buying now? • Why are they buying that way? • What are the agencies needs and challenges? • Where does the agency see their future? • What does the agency value in a vendor/ contractor?

  7. Know your value proposition • What is your firm really good at? • Green procurement • Saving money • Diversity • Where is your firm not as competitive? • Check and adjust. • Help your customers connect the dots. We might not know how you can solve problems for us.

  8. Strategize • What resources might you benefit from? • Business and Diverse representatives • Procurement Assistance (PTAC, etc.) • Business Technical Assistance (SBDC, DBE supportive services, etc.) • Organizations and Associations (NAMC, etc.) • Specialized Programs (loans, etc.) • What will help you be more successful? • Collaborate • Business Diversity Subcabinet • Small and Diverse Business representatives

  9. SELL • Know your value and be focused. • Know where to target your efforts and your process for check and adjust. • Know your sales method will reach your customer and check and adjust. • Your 30 second pitch • Business Cards • Line Cards / Capabilities Statement • Communication approaches / techniques

  10. Thank you!!

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