Gary Massey, President of Government State & Local Partners, LLC, discusses the value of government contracts and shares his expertise on successfully working with government agencies. Watch the webinar here: http://www.bidsync.com/resources/webinar/2012-09-14-tips-and-tricks/

1. Tips and Tricks For Doing Work With
The Government
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2. Agenda
!! Welcome and introductions
!! Keynote speaker: Gary Massey (GSLP)
Government State & Local Partners LLC
!! BidSync demo
!! Q & A
!! Award winner of the Kindle Fire

3. Today’s Keynote Speaker
!! Gary Massey, President of GSLP:
Government State & Local Partners LLC

4. Overview: Government Business
!! $1.5 trillion dollars are spent every year by federal, state and
local governments on IT services, engineering services,
printing services, architectural services, office supplies, food
services, capital projects such as highways, bridges and public
buildings, not to mention hundreds of other service areas

5. Tips & Tricks:
Example of Government Spending
!! Top 10 state IT budgets (2012) : CA $4.9B, NewYork $3.7B,
Illinois $2B, PA $2B,TX $2B, FL $1.9B, OH $1.7B, MA $1.6B and NJ
$1.4B.
!! TXTop 5 agency IT budgets (2012): TX HHSC $702M,TXDOT
$417M,TX DEPT OF AGING & DISABILITY $206M,TDCJ $142M and
TX DEPT OF HEALTH SERVICES $139M.

6. Tips & Tricks:
Gaining an inside track to
government work…
!! 1. Know your products & services
!! 2. Prior & present knowledge - RFP, RFO & RFI
!! 3. Opportunities: visit agency purchasing
departments.
!! 4. Help draft & create: RFP, RFP or RFI
!! 5. Tack: purchasing department websites
!! 6. Acquire: bid otification service that monitors
agency daily bid solicitations & alerts you of them.

7. Tips & Tricks:
Know what you have and what they
want…
!! Assess what aspect of government
contracting you are targeting to go
after
!! Understand specifically what the
government is actually putting out to
bid
!! Governments put out 90,000 bids any
given month
!! Internal tracking versus a bid
notification service

8. Tips & Tricks:
Become a known entity
!! Register your company with
each state, county,
municipality, and school
district.
!! For example: If you are inTexas visit with
TX Dept. of Information Resources (DIR)
and your 24 regionalTexas Council of
Governments that you wish to conduct
business with.

9. Tips & Tricks:
Relationships matter
!! Until a relationship is forged, one bid response is just
as good as another; when a company is known and
trusted, it has more weight.
!! Get to know key agency players & internal agency
champions.
!! Join state procurement associations.

10. Tips & Tricks:
Quality Counts
!! A professional, well-written
proposal with the right
information will stand out. Be sure
to include everything requested
and if there is a budget, stay
within. Look at other prior bids.
Ask purchasing for proposals they
deem were the best.

11. Price is important
!! Government agencies are under increased scrutiny
because of increased demands for transparency as to
how much—and on what—they are spending
taxpayer dollars.
!! Quality of solution, coupled with references &
reputations are critical.
!! Pricing is paramount!

12. Tips & Tricks:
Leverage transparency
!! Go to an agency and find out who has won similar bids
in the past, what their prices were and how the bid
responses were written. Most states offer sites which
show where the money goes as it relates to spending
by agency, category, detailed purchase code, payment
to vendors & department of transportation payment
expenditures.
!! Example: ww.texastransparency.org/moneygoes

13. BidSync Links
!! BidSync has contracted with hundreds of various agencies to be the sole
provider of their bids.
!! We match the bids to your company’s specifications and send you email
notifications.

14. Links Registration Demo
!! Please stay tuned as we
demonstrate our free Links
service.

15. Daily Links Plus Bid Notification
Email

16. BidSync Links Plus
!! We monitor over 90,000
agencies for new public
purchasing opportunities every
day.
!! As new bid opportunities are
posted on the web, BidSync
sends you a daily report with
links to access the bids.

17. Links Links Plus
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18. BidSync Stats
!! Over 28,000 Links Plus subscriptions sold
!! More subscribers than any other bid notification company
!! Industry leading retention rate
!! Over 90,000 agencies monitored by our extraction software
!! BidSync is on track to release over 1 million bids this year

19. Package Options

20. Q & A
!! Thank you for attending!!