2 Making the Most of Stimulus and Other Government Funding April 28, 2010.

Making the Most of Stimulus and Other Government Funding

April 28, 2010

4© Onvia, Inc. 2010 Confidential and Proprietary Information

Session Objectives

To provide an update on government spending activities

Review of : Strategies, tactics, and best practices for

winning new public sector business including: Targeting Contractor and vendor registration Direct and indirect sales and marketing Finding and making the most of public sector

opportunities


About OnviaOnvia is the leading provider of gBusiness solutions in the

United States 8,500 clients who sell to government, subcontract or supply Identify and qualify actionable business development opportunities DemandStar eProcurement Platform - 6,000 government users Largest public sector procurement database Primary markets served:

Energy/Environmental/Water Architecture/Design, Engineering, Construction (Infrastructure) Information Technology/Telecommunications Medical/Healthcare Vehicles/Equipment Professional Services Operations & Maintenance


Government Spending is almost 50% of GDP

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Why sell to the government???

• Dearth of non-government construction• World’s biggest customer• Buys virtually everything• Checks never bounce• ARRA is an entry point• Spends billions and growing

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Identify key trends and strategy targets

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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

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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

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What’s 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 800-333-0505 ext 0

• Tax ID number (TIN)• Acord Certificate

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Identifying opportunities

• Vendor fairs• Procurement notices• Contract awards• Supplier and subcontract leads• Professional meetings• Sales calls• Information services

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Direct sales leads: Materials


Direct: ARRA/Stimulus funded equipment


Direct: ARRA/Stimulus funded projects

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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

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Direct leads: Term contracts


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Indirect: Tracking capital improvement plans

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Indirect: Tracking capital improvement plans (cont.)

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Indirect: Planholders

Company Name First Name Last Name Contact Phone Company PhoneCompany FaxAddress Line 1Address Line 2City State Postal CodeADL Systems Incorporated-IN Gene Lamberson 7654045396 7654045396 2536798650 209 N Main StreetSuite 200 Monticello IN 47960Albin Carlson & Company Ana Carrasco 6307854000 6307854000 6307854001 745 S Rohlwing Rd Addison IL 60101Aldridge Electric Inc Kelly Clement 8472475274 8472475274 8476805233 844 E Rockland Rd Libertyville IL 60048Ambassador Bridge & Paving LLC Brad Waddell 6309200600 6309200600 6309201436 100 Tower DriveSuite 205 Burr Ridge IL 60527Area Equipment Incorporated Michael Sills 6308345908 6308345908 6308345931 150 E Hill St Villa Park IL 60181Black Contractors United Florence Cox 7734834000 7734834000 7734834150 400 W 76 StSuite 200 Chicago IL 60620Block Heavy & Highway Products Tom Fingello 7089239120 7089239120 7089239121 11950 S Harlem AvenueSuite 204 Palos HeightsIL 60463Chicago Minority Business Development Council Sheila Hill 3127558880 3127558880 3127558890 One East Wacker DriveSuite 1200 Chicago IL 60601Divane Bros Electric Company Kristine Gutierrez 8474557143 8474557143 8474515351 2424 North 25th AvenueFranklin ParkIL 60131Dunnet Bay Construction Tod Faerber 6305391200 6305391200 6305394171 115 N Brandon Dr Glendale HeightsIL 60139EA Lamberson Gene Lamberson 7654045396 7654045396 2536798650 209 N Main Monticello IN 47960Federation of Women Contractors Beth Doria 3123601122 3123601122 3126011122 5650 S Archer AvenueChicago IL 60638FH Paschen - SN Nielsen Bob Zitek 7734443474 7734443474 7736930064 8725 W. Higgins RoadSuite 200 Chicago IL 60631

Use to locate new suppliers, vendors

Track your competition

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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

Vendor Address City State Zip Phone Contacts

GOV. SUPPLIER INC 1722 SHENANDOAH RIVER LN BOYCE Virginia 22620(540) 837-2764 Contact List

H&E EQUIPMENT SERVICES, INC. 11100 MEAD RD STE 200 BATON ROUGE Louisiana 70816(713) 202-2728 Contact List

TIMBER TOM'S WONDERLAND, LLC 9790 N COUNTY RD #K HAYWARD Wisconsin 54843(228) 297-1946 Contact List

Are your sales managers aware of and bidding every appropriate opportunity?

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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, 314-331-8518 USACE

District St. Louis

Contract Awardee:John Milner Associates, Inc. http://www.johnmilnerassociates.com 535 N Church StWest ChesterPA19380-2303Allan H Steenhusen, Chief Executive [email protected]

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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

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Indirect: Review of bid tabulationsOwner: New York City School Construction AuthorityProject: Flood EliminationBid Results: Flood EliminationSummary Bid ResultsBidder Summary Bid AmountEMPIRE CONTROL ABATEMENT, INC. $1,045,000.00 POSITIVE ELECTRICAL ASSOC., INC. $1,173,000.00 ONE TEN RESTORATION, INC $1,260,512.00 FRITCH CONSTRUCTION CO., INC. $1,385,000.00 KG CONSTRUCTION SERVICES, INC. $987,000.00

LO SARDO GENERAL CONTRACTORS, INC. $1,057,000.00 CM & E CON, INC. $1,060,000.00 PERKAN CONCRETE CORP. $1,156,000.00 NJD WIRING & ELECTRIC, INC. $1,188,000.00 NEELAM CONSTRUCTION CORP. $1,265,000.00

DEBORAH BRADLEY CONST & MGMT SVS. $1,149,481.00 KANTA ELECTRIC CORP. $1,153,400.00 NORTHEAST RESTORATION CORP. $1,117,000.00

PADILLA CONSTRUCTION SERVICES, INC. $1,136,000.00 V.I.V. CONTRACTING CORP. $1,171,800.00

Review of competing bid tabulations---increase your intelligence!

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Indirect: Decisionmakers/Active BuyersMarketing to public sector “buyers” of your products/services

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Get out of the office!

• Involvement with professional associations---not just construction groups– SAME– AIA

• Involvement with constructability reviews

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Strategic Considerations for 2010

Competition/pricing pressure will vary in major metros vs. outlying areas

Higher volume of smaller dollar projects Local preference changes Importance of getting registered Many stimulus jobs going to firms with existing

contracts Differentiate rather than just quoting at lower margins Partner with minority-owned businesses Businesses must engage with government or be left

behind the Next Economy


Questions


Thank You

Irv AlpertEVP

Onvia, Inc. 509 Olive Way Suite 400

Seattle, WA 98101Email: [email protected]

Web: www.onvia.com

2 Making the Most of Stimulus and Other Government Funding April 28, 2010.

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