Government sales are big business. At Flotron McIntosh, our team of government consultants help clients stay in front of government officials so that their goods and services get a fair evaluation. To date, we’ve helped our clients win over $1 billion in contracts with the state of Missouri under both Republican and Democratic administrations, and have grown the annual sales for numerous technology firms by double digits.
We can pursue new government contracts for our clients at federal, state and local levels, persuade agency bureaucrats to use our clients’ superior goods and services, and help them to look beyond the simple cost to see the true value of a product or service. We do this using a variety of methods:
Locating and creating contract opportunities
Many times our team of government consultants aid an administration or governing body in the development of an RFP. Other time, our connections let us know when big projects are in the works. And sometimes, we can help create opportunities simply by informing and educating administrators about the options available. We do this by:
- Developing strategies to expand and maximize the return on client’s political capital
- Taking the time to understand problems issues a government body is attempting to solve
- Meeting regularly with key department decision makers to ensure their awareness of client’s products and services
- Monitoring new decision items throughout state and local government
- Incorporating our clients’ interest into budget proposals from the executive branch
- Making recommendations for agency appropriations
Helping prepare successful bids
When a client has a product or service they would like to sell to the state, we work first to see if their products can be purchased without going through the full bid process, which can be lengthy. And if we know of an upcoming RFP, or there is an RFP on the street that a client is looking to respond to, we leverage the appropriate relationships within state government to help clients successfully respond. If an RFP is needed, we work with the department to develop an RFP that will be successful for both the state and our client contractor. We do this by:
- Finding alternatives to entering the full bid process
- Advising and assisting clients in the process responding to government RFP’s successfully
- Leveraging the appropriate relationships within state government to help clients better understand how to successfully respond to an RFP
- Helping to price and configure solutions so they are attractive to the prospect
- Meeting with elected or appointed officials, employees, departments, divisions, agencies, boards and commissions which may have an impact on client opportunities
- Arrange meetings between client representatives and state officials or legislators so that issues or concerns regarding legislative or budgetary proposals may be addressed
- Advising and assisting clients in creating a more receptive environment for their products and services
Defending awarded contracts
Our work as your government consultant isn’t finished when the contract is rewarded. We help our clients keep their contracts and maintain the best of relationships with their government clients. We do this by:
- Monitoring activities of known or possible competition pursuing our client’s contracts
- Continuing to meet with elected or appointed officials, employees, departments, divisions, agencies, boards and commissions which may have an impact on client
- Continuing to attend meetings and hearings of legislative committees and administrative agencies where matters which may affect client will be addressed or voted upon.
- Partnering with administrations to ensure successful rollout and implementation of contracts.