Beyond the Bid: Consumables

Alright. We have transportation, more leads, and contact information. Wow. Thank you. Payments. I wanna learn how to better utilize GovSpend. Awesome. Before they come up for RFP. Great. We got lots of stuff in store. Now today, we'll have a focus on consumables. However, every single one of these strategies can be replicated across all industries. Right? How do we not only set up the best alerts to be alerted of all of those open opportunities that gov spend provides, but what are what are ways that we can leverage gov spend to get ahead of that bid in RFP, have influence, and identify maybe AI what we think is an opportunity going out for bid in RFP is actually flying under the radar. Fun fact. Did you all know that only twenty percent of government spending goes out for bid? Only twenty percent. So each and every one of you is tackling that other eighty percent that's not through our strategies today. So welcome welcome to beyond the bid, industry insights that win, and today's industry that we're hyper focusing on is consumables. But, again, even if you're not part of the consumables industry, each and every one of these strategies can be leveraged, for your individual. Awesome. Awesome. Alright. Let's continue. So what are we what are we experienced today? We're in sales. We we are engaging with these public agencies. These are probably some things that you experience yourself. Sometimes we are a little bit too reactive. We we wait for the magic to happen. We wait for that bid opportunity to come out and, shucks, somebody else already influenced it, and it's already spec'd for somebody else. Opportunity flies under the radar and does not go out for bid. Maybe it's piggybacking, maybe it was soul sourced, or maybe they just used a agency credit card to make that purchase, kind of cut through the chase in that entire process altogether. Or on some occasions, maybe we're just too early in the process to truly determine if it's an opportunity to be added to the pipeline. You know, maybe there's too much unknown. Is it or isn't it? Are they aren't they gonna spend the money? Do they have the money to allocate? Is now the time? Are there any outside influencers, that are affecting, whether it's the weather? I saw some transportation, folks on the call today. I'm sure weather plays a huge influence into those buying cycles, or the timing of when those transactions happen. Your busy seasons are probably not the wintertime unless you're in the snowplowing business. Maybe sometimes it's too late. They're already under a contract. But I always argue with my not argue with our clients, but I always like to share that just knowing who we should not contact, those that are locked into a contract already, is just as important as knowing who we should be focusing our outbound efforts. Because at the end of the day, you're gonna be saving some time and money there, with your marketing efforts. But, yeah, sometimes when we're prospecting, it's we're too late. We were we were a little too reactive waiting for the opportunity to happen, especially in the food industry as it applies to k through twelve nursing, nurses, nurses' stations within k through twelve with the Department of Education and everything happening. Lots of budget cuts right there. So that may be a huge influencing factor. Maybe we need to do a little bit more discovery. Maybe the opportunity or potential opportunity, that we hope to tackle, maybe we don't know what their price point is. We don't know what their budget looks like or who the incumbent is. Who are they currently working with today, and how do I stack up? And then, of course, my favorite, you know, the the point of contact ghosts me. Maybe there's, like, a new chief of procurement, new chief of IT, new procurement director. You know, sometimes that that happens. Just like in our own companies, people get promoted, people move on to other and bigger things. And in this situation, when you're working on agency opportunities, same thing applies. There's a lot of turnover at public agencies. But those are some of the problems. And, you know, I wanna ask this group, who wants to break the cycle today? I wanna break that cycle. I wanna help you break that that vicious cycle of prospecting issues because each and every one of you is gonna learn how to overcome all of those obstacles today on this session. So let's go ahead and talk through what that means. How can I avoid that process? How can I avoid going down that rabbit hole? Awesome. Love the engagement. So here's our agenda. Today, we are going to focus on going beyond the bid, but that starts with a bid. So we're gonna talk about how we can, with the use of GovSpend, create value driven proposals. How can we develop and craft compelling proposals that address the specific agencies' needs to highlight clear value propositions? What sets you apart from all of their options? How do we allow also the filters in GovSpend to do the prospecting for us? You know, whether we're actioning a list or building relationships with those agencies, how can I have the filters, bring those golden nuggets to light and quickly action? We can also talk about how to utilize the data and analytics to analyze trends and spending patterns. What that means is identifying buying signals. What are transactions or maybe spoken conversations that agencies are that we can be alerted on to let us know, hey. This agency would be or spending money on something that would be complimentary or is a signal to us that they may need our services or our products. We're also gonna talk about how to enhance, follow-up strategies. Hey. For the agencies that are spending money on the things that I wanna contact, who at that agency should I talk to? How can I have relevant conversations and get past the gatekeeper and not sound like everybody else? We have to remind ourselves, all of the agency contacts, their information's public. It could be on a contract. It could be on a bid. It could be on a purchase order. You could imagine the spam and emails that they get. So what we can we do using GovSpend to set us apart, make us different, to get our foot in the door? And then most importantly, get ahead of the RFP. How do we identify early buying signals to swoop in and control the conversation? So those are all amazing items that we are going to go over, today. AI? So our goals, elevate and enhance the current pipeline building with GovSpend, fuel and maintain your pipeline using the data, help save you time and money and resources while AI making you money, wink wink, helping you win more opportunities, increase your win ratio, and, of course, become ten percent better in maximizing your GovSpend subscription. If you retain any information or knowledge that I dropped today, if you can absorb at least ten percent, then that means you're gonna be ten percent better in your endeavors. So let's get started. So first and foremost, in order to go beyond the bid, we need to have bids. And so right here, I have because today's session is focused on consumables. Again, this could be applicable to anybody. All of these tactics, can be applied to any industry. But right here, I have bids in our piece for general consumable bids. This could be for medical supplies, nursing supplies, gloves, food, canned vegetables, catering, office supplies like printers, toners, ink, paper plates, cups, pens, all of those various materials. Now with these, I have titles right here because we're spanning across so many different things. So I wanted to hone in on the types of opportunities. Currently, we are sorted by relevance. But if timeline plays an important role in what you bid or do not bid, you could always sort it by due date. Wanted to call that out there because a lot of the times, the default is relevance. But if timing is a huge factor, definitely wanna make sure that you don't have to scroll to the bottom of the list for a due date. You can sort it by due date. Now right now, we're looking at six hundred and twelve current open opportunities across two hundred and ninety six agencies. There are two hundred and ninety six agencies that are asking for these products materials some way, shape, or another. And so I'm just gonna click a random one in the middle. Ector County. They're looking for office supplies, toner, and ink cartridges. Because it is an RFP, I know that they're probably spending in bulk. If they were just purchasing toner and ink, they would not be required to go out for bid unless it was for a large volume or a long lengthy contract. Now rather than me spending all the time to read the files, learn about what it is that they are asking for. You'll notice when you log in to the GovSpin platform, and if you don't see this just yet go ahead. Oh, so sorry. Somebody's at my house. We'll have to ignore them. One moment. Right here, we have the snowflake where if you click on it, it opens up what I like to call Gia, GovSpend Intelligence Agent. She's powered by AI. And now Gia, GovSpend dot ai, can go ahead and tell me what I need to know about this opportunity. If you're a big coordinator or somebody that is managing a lot of the opportunities that are filtered through GovSpend, This is a really great way to get a quick general sales brief of this bid. I have all these amazing prompts that I can take advantage of. Yep. I can show you one more time where to find that. So right now, I have generate sales brief for this bid, and I got here simply by clicking this little purple snowflake. We let our product team let us, let them know that maybe we wanna have it, like, bounce or or have it be a little bit bigger so it's easier to see. But you do have to open a bid opportunity in order to access it. So when I leverage this, this is where I can see, again, these prompts and take advantage. Hey. Are there any specific requirements? If I am in an industry where requirements are a make or break for whether I'm going to respond to this opportunity, I I need to make sure that I can quickly access that. Alright. One of my favorite things is, hey. Who do I contact for this bid? Who who's in control of this? Well, Lucy So to is my person. Now accessing these little prompts aren't the only thing that I can leverage AI with. I can even talk to it and engage with it. So for an ex perfect example Mhmm. Of how to go beyond the bid, Rather than just looking at this opportunity and responding, there's a couple of things that I could do, a couple of steps before submitting my response to increase my chances of being selected as a vendor. First and foremost, making an introduction. Hey. If I don't win this bid or if I'm not gonna respond to this opportunity, at least I know who is in control of those types of transactions. I'm gonna save Lucy's contact information. So I'm gonna tell GovSpend dot ai draft an email for me to send to Lucy informing her I received the RFP and am working diligently to craft the best proposal. In the meantime, please review my catalog and capability statement that sets us apart. Whatever makes us that special snowflake in the industry. And voila. Now it is crafting the perfect email to capture her attention and have our name, our brand, kind of be in the forefront of Lucy's mind when she does receive those proposals. Those little things are what's gonna make you different and have a much more warmer conversation when it comes time for the bid selection process. So AI to highlight some of the quick tips that our clients are leveraging today to maximize and take advantage of these features to help you go beyond the bid. And you'll notice that this little little AI feature isn't only in bids. It's also in other areas of the platform, which we will gather later today. Now that I have my opportunity and I know who I should be responding to, AI kinda I have all my documents. I know exactly what it is that they're looking for, a contract with the three year with options to extend for another additional three years, three years, year over year for Ector County. Now I wanna know what's gonna help me craft the most compelling proposal. And it's not just GovSpend dot ai. It's also using this little three dots right here. If you click on these little three dots, it's very hidden. So I wanna make sure that I call that out on the top right of your bid alert. When you click on this, it'll say open in spending. Now what I am doing is I am taking all of my keywords that were in my bid alert, and it automatically created a spending search for me. So now I am able to see what all of those agencies that have a bid out currently right now for the keywords and phrases I'm interested in. Who do they spend on previously? Because sometimes AI is all that it comes down to. And I don't want your pricing to be crazy off. I had a client the other day that before GovSpend, they were always four thousand dollars more than some of the competitors. And it wasn't until they purchased GovSpin and had access to the spending history that they realized that they were pricing themselves out of those opportunities. So right here, remember, I think it was Ector County. Forgive me if I forget the state. But while I'm in my spending search, I don't wanna look at everybody purchasing, you know, medical supplies, office supplies, or, food. I wanna look at Ector County. So I'm gonna go ahead and click on agencies and let that load. It's a lot of information, so we'll give it a moment to think. Let me do, like, last fifteen months And do Ector. Here we go. Ector County, Texas. I don't think it was the school district that we were looking at, or maybe it was. Let's take a look at that as well. And so right here, Ector County Independent School District, I can see that for office materials, they're purchasing through Amazon as needed. Right? Like, these are in dollar amounts that are not going out for bid. So if my industry has some items that are of a lower threshold, sometimes they don't always go out for bid. And this is a really great area to look. But Ector County, they wanted what did they want? What was the bid for? Office supplies. So if I look farther down, they wanted inks and toner. Let's see where inks and toners. Oh, here we go. The last time that they purchased toner and ink cartridges were from SUCO. Now I know exactly what color cartridges, how many, who are they purchasing. It looks like Valencia Lohrey and Lohrey UNSPSC code here. They're purchasing cyan, yellow, black, and here's a combo. And here's the price points of which they are purchasing. Is SUCO the only one that they're purchasing toner and cartridges from? And as I scroll farther down, it looks like in the same month, they also purchased from ODP business for a little bit higher of a price, but I can see that it was for a pack of three, not just for a single pack of one. Now I know the vendors that they have purchased from in the past, the price points of which they are spending dollars amounts, and what are they paying for the combo or the single color packs. What this is gonna allow me to do is come in at a compelling proposal. I know what brand that they're choosing. They're choosing AP or HP. I also see that they're purchasing HP from SUCO. So now I know the brand of, toner cartridge that they're looking for. I have to carry HP. And if I don't carry HP, then I'm probably gonna be less likely of a vendor to be selected for that opportunity. Maybe I need to partner with somebody. These are all questions that you can answer just by clicking of a button and selecting that or typing in that agency to look at their spending history and seeing who else are they spending it with. And it looks like, again, SUCO that goes kind of both back and forth. SUCO and ODP. SUCO, ODP again for some pens. So I can see that all the other areas where they're spending money. And all I did was click the three dots, open in spending, and type in the vendor. Now fun fact, when you're looking at the bids and RFPs, when you're looking at these opportunities in any of your bid alerts that you have currently set up, if you ever need assistance in creating the best bid alert, you have us. You have the GovSpin experts here to assist you. We work with many, actually, thousands of clients across various industries, and we have some tricks up our sleeve. Right? We have some tips and tricks. We're experts, but we need your industry expertise and our GovSpend expertise to make an awesome combination to have a very powerful alert. And if you ever need our assistance, you can always hit the chat icon right here and have direct communications with us or your relationship management and success team. But I wanted to call out specifically that on your bid alert, you'll know if GovSpend has historical information for that agency because it'll be listed in hyperlinked in blue. So you can see that all of these hyperlinked in blue, GovSpend has historical information for them. So pricing, competitiveness is available at your fingertips. I'm hoping that this resonates. Are there a lot of folks on the call today that do heavy bid proposals? I wanna make sure that we're we're making it resonate. Go ahead and throw it in the chat, and let me know if you're somebody that directly responds to these opportunities or if you're one that's filtering and and sharing it with the bid team internally. Or if you're a salesperson, if you're a hunter, if you're not a gatherer but you're a hunter, we're about to uncover some really great tips and tricks. Go ahead and click on the chat icon. Now moving along, we have spending, hunter and gatherer. Thanks, Rick. Oops. Do it all. Alright. We got a hunters and gatherers, and we have folks that do it all wear many hats. I love it. I too wear many hats. So right here, I wanted to highlight when we're looking at consumables or a specific item that we sell, it's very important that we use what I like to call the power of three. The first layer of our filters in spending, and this is a nice little search tip and trick when you're looking at the history and buying patterns of an agency. Right now, we are currently in the spending and purchase orders module. So right now, I wanna use the power of three for gloves. If I'm in the medical supplies industry, gloves is a hot commodity. They're always consuming, disposable gloves. So if my I always start with my product or service as my first layer, and that's gonna be gloves. My second layer is going to be an adjective. My adjectives for gloves are medical, nitrile, latex, powder free, disposable. Now I'm honing into not just AI all utility gloves, welding gloves, suede gloves, leather gloves, firefighting gloves, all the various gloves, food service gloves. I'm looking at specifically an apples to apples comparison of my kind of gloves that I care that these agencies are purchasing. Now what you'll notice is that what one agency calls tomato, another calls potato. And just like if you were to take my notes compared to any of your notes, one of us is gonna be more descriptive than the other. So you'll notice that a lot of them don't have the specific quantity. And that's what I wanted to call out is in our third layer is the unit of measurement. So we wanna do product or service, our adjectives, and then the unit of measurement. How is this product or service sold? If it's a product, usually it's AI ounces, pounds, packs, pallets, tubs, gallons. If it's a service, sometimes it's per day. Timing is what the driving rate is. It could be, if you're doing, like, translation services, that's, like, per word, just throwing out some ideas there. So my unit of measurement for nitrile gloves is gonna be more AI pack or count or per box. So that if I needed to understand the exact pricing for these lump sums, I now understand that this is for the heating and management services field office at the New York City Housing Authority, and this is for disposable gloves. I have a size in here. I can also throw in some sizes if that has an impact. It is for latex and powder free, and it looks like they are a hundred a box. This gives me a better understanding of how many are we looking at and what is the AI, and I can kinda get an estimate of what Supreme resellers is spending or selling it at. Another example would be this one. Like, what one calls tomato, another calls potato. Disposable gloves, nitrile, pack of one hundred. If I wanna see agencies that are purchasing in bulk because if I look at these quantities, again, sometimes these items are not going out for bid. They are just going to the agency. They're just going to the vendor to make that purchase and fly under the radar. And using the spending and history information can help you understand which agencies are going out for bid and which ones are not. And an easy and quick way to identify that is by clicking the agencies tab within your search. If I'm looking at the agencies tab, I can overall get an estimate that if this agency spent two hundred and thirty two million across three transactions, they for sure bought in bulk. However, if I'm looking at something a little bit lower, like, let's say, seven point eight million at the city of San Francisco across five thousand transactions, more likely they're purchasing as needed, not in bulk amounts, not in annual amounts that aren't necessarily going out for contract. Those are the ones that are AI of flying through radar. Let's see if I'm right. Yep. Gloves, latex, they're purchasing from multiple various vendors, and all of them are below kind of, like, that twenty five thousand dollar threshold. So that is a really quick and easy way to understand not only what is that agency purchasing and the price point of which they're purchasing, but how are they more than likely making initiating that transaction? Is it through the bid and RFP process, or is it another part of that eighty percent that does not go out for bid? Now that I have a crisp, clean list, I'm gonna allow the filters to do the prospecting for me. I wanna see agencies that are purchasing in high dollar amounts. So let's say at least, you know, four thousand dollars worth of gloves, but nothing more than twenty five thousand, that bid and RFP threshold. Now I have a beautiful list of agencies that are purchasing in that threshold that I can go ahead and reach out to them, introduce myself, and offer what it is that I have to offer. But who do I reach out to? Who do I contact? Great question, Paige. Over here under agency contacts, this is now how I can use the filters to allow them to do the prospecting for me. I have my sweet spot of how much that is that they're spending. I know exactly what it is that they are spending on and they're purchasing in quantities. And over here, I can go and click on contacts. When I click on contacts, it's gonna show me all the contacts that GovSpend has on file for these agencies. Now I don't want the bus driver. I don't want guidance. Let me move my little filters over. And I'm gonna go to title. I personally like to change it to matches. I click on these three dots, and I'm gonna change it to matches. And this is where I'm gonna type in who's typically making these transactions. It could be procurement. It could be the nurse. It could be, like, the school nurse that is, you know, driving that transaction. It could be the office manager if I'm doing office supplies or one that is doing the those types of transaction. I'm getting a lot of nurses, so I'm gonna remove nurse just to highlight the power, of this information. And now I have a list of three thousand eight hundred and ninety eight contacts for the agencies that I know I should be contacting. I can even take it one step further and adjust it to my territories or my agency types. If I'm a salesperson where I only focus on k through twelve or local municipalities or public hospitals for the medical supplies industry, That is where AI get again, I can allow the filters to do the prospecting for me. AI? Moving along to the next item. I think the next item we have office supplies. I queued up a lot of these searches already. Now if I wanted to apply the exact same tactic to office supplies, I have my power of three. I have my products. I kinda have my my brands as well. I also have specified what it is, ink, toner, drum, ribbon, cartridge, cartridge misspelled because a lot of agencies have misspelled cartridge. We do not alter or manipulate the data that's provided to us. And right here, I can, exclude repairs and services. I just wanna see the goods that are being purchased. And for office supplies, usually, that's gonna be folks in IT. Let me go ahead and change this to matches. IT and information technology, CIO, CTO. And I can really let me remove IT. It's I don't want IT bus analyst. There we go. Let's clean that up. And now I have an amazing list of IT contacts to have that conversation with. Now the second most important thing that I wanna highlight as it pertains to contacts is, I think I mentioned it earlier, that these are publicly available contact information. They're agencies. They're government agencies, and their, by law, their contact information is public. So you can imagine the amount of emails and spam and catalogs that are sent to them that that are just kind of, like, pushing and shoving products at them. They get so many. So what's gonna set you apart is by referencing these transactions. Hey, Jim Bob at from Independent School District. I see that you purchased from Dream Ranch Office Supplies for HP toner packs, the the the one four seven a models. Are you the best person to have that conversation with who does the toner transactions for you guys? And what that sounds is I'm not I'm not going into my sales pitch. I'm not saying why they should choose me. I'm not talking about pricing. I am validating the person that I'm trying to get in touch with and confirming that. Are you a gatekeeper? Are you a decision maker? Who makes a decision maker for those types of transactions? And all of this is done by referencing their own transactions. I can even come in here and click on this description, and I can reference this purchase order number. Hey, Jim Bob. I'm calling in regards to purchase order ending in two six zero, or email him. I always suggest a phone call if the a phone number is available. I can say, hey. It was just purchased a couple of days ago, for a toner HP one four seven a. Again, are you the best person? And notice how we have over four hundred and thirty nine on tax for you to choose from. I also see that their fiscal year is July. Whenever you pull open a purchase order or look at an agency, if we have the fiscal year or when their fiscal budget begins or ends, you'll notice that right here. Take advantage of that. Now another example, again, you can apply this exact same process to any industry, to any type of search. Again, I know that our focus is on consumables today, but if you are not part of the consumables industry and you're in transportation, automotive, cybersecurity, k through twelve school district learning materials, you can do the exact same thing. I'm gonna put in my, you know, my power of three, my product or service. So for the food industry, I have canned vegetables. They're all canned. And then I have my unit of measurement, which is ounces because that's you know, if I purchase the larger ounces, it's gonna be a higher dollar value. And then I'm gonna go ahead and throw in some contacts. And the people who drive the decisions on what is being purchased are the lunch ladies. Now what are they making this week? And so now I have cafeteria, lunch, cafe, food, and kitchen, and now you can see all the various relevant titles for that industry. I just showed you this exact same tactic across three industries, office, medical, and food. If you want something similar to this in your own account with the contacts that are most important to you, go ahead and shoot me an email or email support at gov GovSpend dot com and let them know that you want a contact report from a spending list. And you can as long as you send us the list or the criteria, we can whip that up for you. Alright. Moving along, there is also in the co ops and contracts, another way to go beyond the bid and get ahead of agencies that are executing these agreements through an annual or multiyear contract. The co ops and contracts module is going to be your best friend. I'm using the exact same general keywords for the office, medical, and food consumables that we were playing around with in all of these various examples. And what I'm doing is I'm looking at contracts that have an upcoming end date, a contract end date in the next ninety days. Now I have the next ninety days, but one of the things that you need to ask yourself to understand what is gonna be the best AI for you is what is my sales cycle? When I think of the first time I reach out to that agency to then converting them to be a client or getting ahead of that bid in RFP, I need to understand what my sales cycle. So if you have a longer sales cycle, more like three years, then maybe we wanna do the next thirty six months. If you have a shorter sales cycle, then maybe we wanna do next twelve months to get ahead of those annual subscriptions. But for our examples today, I'm just gonna do the next ninety days. In the next ninety days, we have over nine hundred and forty two contracts that are coming up for expiration for two hundred and eleven agencies. When I click on any one of these oh, let's see. I'm a little hungry. It's lunchtime. Let's take a look at what what they're purchasing for beverage and snack vending machines. I can see that the files are right here. I have the spreadsheet. I have the details of when it started and when it AI. And, oh, next month is when it expires. I also have my information for Seminole County Public Schools. Thirty five contacts to choose from. I see that their fiscal year is July, and I have these amazing links to take a look at their current and open opportunities, how to register as a vendor if I haven't done so already, and all of the other various data points that GovSpin has on file for this agency. I can see who have they purchased for other related materials beyond beverage, snack, and vending machines from Compass Group. I can also see other contracts, current meetings, all of the above, which brings me to my next topic, buying signals. Buying signals. There are no better buying signals than taking advantage of GovSpend meeting intelligence module. And I have three specially curated meeting intelligence module alerts today. If you don't have meeting intelligence currently in your subscription, I highly recommend that you add it as a brand new module that we launched, last year. So if you've been in a multiyear agreement with GovSpend, you may or may not have this, but I highly recommend that you take advantage of this. So when you're looking at meeting intelligence, what we're doing is we're aggregating all of the public agency meetings and putting it into one central location. With the enhancement of AI, we are transcribing the audio. So very similarly to all of the other modules in GovSpin, you are now being alerted on when agencies are talking about their meal providers, their emergency food, the food services, the, cafeteria contract, their meal provider or food services that they are currently using. And just as an example, I can go ahead and scroll farther down. These are meetings that are happening in the last twelve months. And if I hover my mouse over what has matched, I can see that North Wasco County School District food service, they just awarded that contract. If I wanted to know who it was awarded to, I'm sure I could click on it and learn a little bit more. Town of Southington, board of education in Connecticut. We had a quick conversation about the food service financials. Everyone at the National School Lunch Program provides one meal without publicly shaming. That means that they're in a debt right now. During COVID, they were providing a lot of meals for family at no fee. And with the National School Lunch Program, they continue to allow, individuals that need it to purchase it or not purchase it, but get it. But now this school, town of Southington, board of education, I think I was looking at it earlier, they have about nineteen thousand dollars worth of school debt student debt due to lunches. Either they need to figure something out or work through providers that have more affordable options. Now you'll notice when I click open this meeting, I have my little snowflake here too to take advantage of. When I click on it, I can ask it, give me a summary regarding who is talking about the school lunches and the current pain points this agency is experiencing. I don't have to sit there and listen to all two hours of this meeting. I can just ask AI to look at the transcript, read it for me, and answer the questions that I have. So right now, I understand that missus Mill is talking about the food service financials. She mentions that the meal counts are still below where they were last year, but they're still ahead of the pre COVID volume. She also says that they continue to struggle with the negative student meal debt, which is up to nineteen thousand. She mentions that they are still sending text messages and emails offering families the opportunity to fill out the free and reduced meal application. So for the families that haven't taken advantage of this, they're trying that's what they're trying to solve. They're trying to make sure that they fill the free and reduced meal application so that they can help reduce the student debt. It's a problem. Maybe you're part of a food coalition, and that's a buying signal. Another way to take a look at it from a medical perspective because you remember, you're you're not gonna put in your products. You're not gonna put in your company name unless you wanna know what agencies are talking about you. But you wanna think about when an agency is planning, voting, budgeting, or even just discussing a need for the products and service that you supply, what does that mean? I know for some of my folks in the transportation, accessories industry, a lot of them, as scary as it may be, love to know when driver accidents happen because that means that they need a dash cam for insurance, or they need to improve some of the accessories that are in the up feet up fitting or vehicle outfitting that isn't occurring today to keep those drivers safe or keep the situation safe for insurance purposes. But right now, I have medical supplies, health department purchasing, EMS resupply. And just as an example, again, I can hover my mouse. I can see which ones were truly talked about. And it looks like there were some mentions, but let's take a look. This one looks like three mentions. Alright. Saline County briefly mentioned there's about twenty thousand dollar increase in clinics for medical supplies. That's a lot of medical AI, medical supplies in general. Now I know that this agency has twenty thousand dollars to spend on medical supplies, and this was just a couple of days ago. What a great way to identify agencies that have money for the products and goods that I sell and can take advantage of. And then right here, if I want to, I can either click Saline County directly or click on the video and watch my apologies. My Internet is being silly. And if I scroll further down, again, I can see what contacts does GovSpin have on file. Oops. This actually has an August fiscal year. That's different than what we've been seeing. Usually, it's July, so that's interesting. That's probably why they're getting ahead of those budgets or the use it or lose it money. A lot of agencies are trying to spend what money that they have left because if they don't spend it, they lose their budget because they're like, oh, you've saved money. Maybe we need to reduce your budget for this because you came under. The last, example as it pertains to meeting intelligence for office AI, again, those buying signals. You wanna talk about, administrative purchasing, office consumables, ink toner contract, office supplies in general? What is it? And even the first one, just the other day, they're talking about, decrease in budget of four thousand for office supplies and furniture and fixtures. How are they gonna handle that? They're probably gonna have to choose a more affordable vendor or maybe have to choose a more generic brand if they're used to choosing the top dollar brands. That's a really great way to, again, identify those buying signals and get ahead of the bid and RFP. And if it's not gonna go out for bid and RFP, who's talking about that? Who's having that conversation so that I can build a partnership and a relationship with them and keep that deal or that opportunity progressing. So that's all of the examples today. Hopefully, it resonated. Again, this session is recorded and will be emailed out for any of those that have registered. We went over how to go beyond the bid, how to get ahead of the bid, what agencies aren't going out for bid for the products and services that I care about, how to get ahead of those recompetes before the bid is posted, when those contracts are coming up for expiration, how to identify those contacts, and really truly get some compelling pricing information to draft a compelling proposal. We covered a lot of stuff for our hunters and gatherers and those that do many, many wear many, many hats, and, of course, how to leverage those contacts and take advantage of the full quadruple or quintuple, I should say. One, two, three, four, five of GovSpend's product offerings. Hopefully, it resonated, and and there was some key takeaways that you intend to replicate in your own respective GovSpin accounts. And if you ever need any assistance, feel free to email support at GovSpin dot com or chat with us by clicking the chat icon below. Thank you so much for spending your lunch hour with me and becoming ten percent better in gov spend. I hope everybody has a fabulous holiday weekend. Take it easy. Enjoy, and have an amazing afternoon. Oh, thank you. You too. Happy Memorial Day.