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Advanced Government Bid Strategies for Furniture Manufacturers
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Advanced Government Bid Strategies for Furniture Manufacturers

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This presentation covers advanced bid strategies for furniture manufacturers selling into federal, state and local government markets. While many furniture manufacturers passively let dealer networks …

This presentation covers advanced bid strategies for furniture manufacturers selling into federal, state and local government markets. While many furniture manufacturers passively let dealer networks grow their government sales channel, leading manufacturers influence bids in the budget and design phases, years before the actual projects ever go to bid. This advanced bid tactic allows manufacturers to earn a spot in the bid specifications, eliminating risk and allowing manufacturers to build sales pipeline years in advance.

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  • 1. 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
  • 2. 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
  • 3. 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
  • 4. Intelligence for winning more government business Bid Strategy #3 – Design Phase Opportunities 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.
  • 5. Intelligence for winning more government business Bid Strategy #4 – Agency Budget & Planning Phase Monitor agency spending plans and budgets to identify high value prospects years in advance of bids being published 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. Onvia’s database contains over 6,000 future building projects breaking ground in the next 3-7 years that will require furnishings; your teams can begin developing relationships and adding to your sales pipeline today.
  • 6. Intelligence for winning more government business Successful Influencing Earns Spec’d In Status Successful manufacturers engage with agency buyers in the budget, design and planning stages, reducing bid response costs and maximizing returns. Real Results: Early influence with agency buyers allows you to get your brand specified into project requirements in bid or RFP stage. Onvia works with top names in the furniture industry to help them identify stage-appropriate opportunities and grow their government business in the federal, state and local markets.
  • 7. 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