Beyond the Bid: Janitorial & Custodial

Welcome. Welcome. Today is our webinar for beyond the bid, industry insights that win. And today, we're gonna be focusing focusing on the janitorial and custodial business. Hot topic, especially over the summer. Lots of contracts that are coming up for expiration. We're gonna go over a lot of amazing things for you all today. If you are not part of the janitorial custodial industry, that is a hundred percent okay. Everything that I'm gonna be showing everybody today is repeatable, scalable, replicable across all industries, regardless if you're in janitorial, custodial, or not. That's why I love this series so much because it's the same thing every week. However, we dive a little bit deeper on the opportunities available in those specific markets to make sure that it really resonates to those in those industries. My name is Paige Mokler. I've been with GovSpend for many years. And if you've attended any of our other webinars, you know you're in for a real treat when I show up. I like to keep these sessions engaging and collaborative, so I may ask a few questions. Please note that there's a little chat function at the bottom. Please go ahead and click that when I ask questions. Wanna make sure that the session today is resonating with everybody. If you see anything today that you're like, oh, I want that in my account. I want you to put that search in my account. Or if you are a prospective client looking into GovSpend in the janitorial custodial market and you want that lead for later, please go ahead and email. Hopefully, I'm pointing in the right direction, but email or call our support line. Let's get started. Let me go ahead and share my screen and go over our agenda and industry insights. Alright. Beyond the bid, industry insights that win, janitorial, and custodial. Before we begin, we have to address there's some crazy trends happening right now. With the data in gov spend, this is what the data is telling us. What are the industry trends occurring, buying patterns, buying signals within the public sector? Schools, transit, state department, higher education, city, municipals, what are the buying trends as it pertains to custodial and janitorial? Well, first and foremost, we've seen a huge emphasis on green and sustainable products in conjunction with that sustainable or green certification, whether it's EPA certification, product or EPA certified products that you're using as part of your business, services or selling as in conjunction with LEED certification that your business is sustainable. This is happening across the coastal states a lot with our public sector clients that are looking into those. We've also seen a huge jump, a huge increase even post COVID with specialized custodial contracts for schools, hospitals, transit, specifically for any AI of, like, robotics, surface technology, cleaning that includes UVC, UVC. Those I don't know the difference. Maybe you guys could tell me, but UV hyphen c and UVC. We're seeing both of those. Maybe they're interchangeable. We're also seeing an increase in partnerships between facilities management vendors and custodial janitorial vendors. We want to you know, if you're a facilities management vendor and you're orchestrating the service needs of an agency, and you service a lot of agencies or maybe that agency has multiple locations and multiple sites, it's a lot for one janitorial vendor or one custodial vendor. So you have to develop that partnership. So maybe multiple people or multiple businesses collaborating on those opportunities. So big increase in, those partnerships that are occurring. We're also seeing an increase in cost savings for, like, bundled packages and volume pricing. It seems like a trickle effect, especially given with low, product volumes occurring in certain areas. So a lot of agencies are now specifying on those bids and RFPs, like, what is a bundle package, or be sure to specify if there's a pricing difference in the volume of pricing. Like, what are those pallets, truckloads? What what does that pricing look like? And then last but not least, an increase in cleaning frequency. I will show you in, towards the end of this session when we dive into meeting intelligence, all of the agencies that are planning, voting, budgeting, discussing an increase of cleaning frequency. Maybe their vendor doesn't offer, more frequent cleaning services or more frequent shipments. You never know. Let's let's dive into it. So those are some of the industry trends that within GovSpin, what it is that we are seeing. Now within this session, here are some prospecting problems that we hope to solve that each and every one of you may be experiencing. But before I continue, if you can go ahead and use the chat icon, I would love to know, in your role specifically joining this webinar today, would you say that you are more of a responder to bids and RFPs, or are you more of a hunter? You're prospecting business development, or maybe you do a little bit of both. I wanna know what does the audience say? Let's go ahead and throw that in there. Okay. We got a hunter. Oh, a little bit of both. Okay. Awesome. You're everybody's gonna love the session today. Let me get a couple more responses. Okay. A lot of both. Gotcha. So we're gonna do a little bit of both today. Actually, a lot of bit. A lot of bit of both. So when you are hunting for opportunities or responding to opportunities, AI, we get a little stuck in our ways where we might be a little too reactive. We might wait for that opportunity to come to fruition. We wait for the bid to come out, and then we realize it's already spec'd towards a particular vendor or a particular product that we don't supply. So in that case, you know, that know, that's a prospecting problem. How do we get ahead? How do we prevent that from happening? Which we will uncover today. The opportunity flies under the radar. Maybe it doesn't not go out for bid. Maybe they're not purchasing in the bulk amounts. Maybe they're just doing little ones and twosy transactions here and there to avoid the bid and RFP process altogether. Fun fact that you'll hear a lot of GovSpend reps share with you is that only twenty percent of government spending goes out for bid. And that's why GovSpend is so powerful because it helps you capture not only the twenty percent that goes out for bid in our bid and RFP module, but also the eighty percent that's going through piggybacking, purchase cards, credit cards from these agencies, or just driving traffic to ecommerce if you are a business that has an ecommerce site. In our prospecting, sometimes it's a little too early to determine, hey. Is this is this an agency that, you know, I want in my pipeline? Is it real? When I go to my sales manager, am I gonna tell them, oh, yes. This is a fire agency. We're gonna get them. Or am I a little too early in the process to determine if it's something that I wanna commit to in my pipeline? Sometimes we're a little too late. Maybe it's the opposite. We're too late, and they're already under contract or have just made the purchase. Call up the city of, I don't know, Hinsdale. Hey, Hinsdale. Wanted to talk about, you know, your repurchase of both toilet paper that we have for you that we do quarterly. Oh, come to find that they already made another transaction with another vendor. We were a little too late to that one. Maybe the budget has been set or as we're seeing across the board funding cut. We're trying to be a little bit more conscientious with spending tax dollars wisely. There's been a lot of scrutiny in the news of how government agencies spend their money. So everybody's a little bit, you know, holding their pockets close to their chest, making sure that they're spending wisely. Maybe sometimes we need a little bit more discovery. Maybe before we wanna respond or reach out to that agency, we wanna know what is it that the AI that they're paying? Can I even compete for their business? If I have a competitor or if they go direct to the manufacturer for bulk items, I can't compete with those prices. So how do I make sure I'm following up on the viable opportunities? And last but not least, this is across all all industries no matter what type of industry you're targeting or agencies, commercial, your point of contact goes to you or there's employee turnover. That person's no longer there, and now you have to scramble and find your new point of contact. Well, each and one of these prospecting problems that naturally occur as a salesperson or business development in any regard naturally happen. However, since each and every one of you have access to GovSpend, you are able to overcome these obstacles quickly and effectively or plan your pipeline accordingly to be able to pivot when any of these situations arise. And that's what we're gonna go over today. Because our goals are to elevate and enhance your current pipeline with GovSpend. We're gonna fuel and maintain your pipeline using the data and strategy in GovSpend. We're gonna save you time, save you money on marketing dollars, you know, make sure we're not marketing to people who are locked in already, using our resources effectively while making you money. Right? You can't get a return on your investment unless we're winning those opportunities or closing those deals, and become ten percent in maximizing ten percent better in maximizing your GovSpend subscription. Or if you're not a GovSpend subscriber today, you know, what could be the impact if you did choose to move forward with GovSpend? So we're gonna talk about how to don't worry. We'll get into GovSpin in just a moment. This is our last slide. Gotta build the suspense. Right? Got a lots of exciting things, and materials prepared for each and every one of you today. Create value driven proposals. How do I develop a compelling proposal that addresses that agency's very specific needs while highlighting my value propositions as a vendor? How do I allow the filters and GovSpend to do the prospecting for me? So I have an amazing lead list where I can just, boom, rinse, repeat my talk track and and go through that, list and build relationships, meaningful relationships with those agencies or partnerships if you are more in a partnership business model. How do I utilize the data and analytics? You just saw on my first slide, those are trends that we obtained from GovSpend. Those are spending patterns that we identified in the data to help you effectively time and plan your pipeline. How can I replicate that for my business? We're gonna talk about that today. And how to enhance follow-up strategies. How do I not only open the door, but maintain that that direct communication with that agency for the individual that is directly involved with making those transactions or seeking approval to obtain those funds for my services and products? And then last but not least, get ahead. How do I go beyond the bid for to identify these buying signals to know when is the time to talk to these agencies and when is the time to strike? So these are all gonna be uncovered today. And before we get into the screen share, go ahead and click on that chat icon. I would love to little know a little bit more about, the industries. Are we in janitorial services? Are we in janitorial cleaning supplies, cleaners, degreasers? Are we in specialized custodial, whether that's biohazard waste, hospitals. Okay. Paper products. Okay. Gotcha. Software, janitorial supplies. And then it's it looks like we're we're more in the product side than we are in services. Do I have any service services on the call today? Alright. There we go. SaaS janitorial. Okay. Awesome. Lake management, that's part of cleaning. Awesome. We got a little we got a little mix here today. And remember, just because this is beyond the bid industry insights that win with a focus on janitorial and custodial, I promise you everything that I show you today is replicate oh my gosh. I cannot say that word today. Repeatable and scalable for your own specific industry. Whether you're in SaaS or product or services, you can do the exact same thing across all industries. So let's dive into it. Now the title of our webinar series is beyond the bid. So that means we gotta start with a bid. Right? A bid has to exist for us to go beyond that bid. So So let me go ahead and pull open GovSpend. Now right here, I have I'm currently in the bids and RFP section of the GovSpend module. So within here, I have a a variety of keywords. Don't worry. We're gonna do services, products. We're gonna play around with some of these examples today, but we gotta start somewhere. So I just threw in a couple of service projects to highlight the bid opportunities. Now based off of the keywords that I'm seeing, I I typically, most commonly, will use titles and descriptions. However, if you are in the product industry or partner with a lot of facilities management, then maybe we wanna expand to documents because those brands AI Windex, Gojo, Scott toilet paper, two ply, those types of keywords and phrases are more commonly on, like, the spec or scope of work within the documents, not necessarily the title or the description of that bid. Because you have to remember, if they're purchasing if they're submitting a bid just for toilet paper, they have to be spending at least ten thousand dollars or more on toilet paper for it to be required to go out for bid. So that's why if you're focused on products, best practices are gonna be, inclusive of AI, subscriptions, and documents. That's a quick tip. Now for this particular example, we're gonna look at services. Now I have the due date. The bid is due. I have the agency name that is requesting that, service, the services that match our criteria, and a brief description. Now any one of these, you could click open or sometimes you'll see a sole source notice. Right? Like, any public notice that's posted out there for the agencies that we partner with, we're gonna go ahead and give you everything that that has been publicly posted and available to GovSpend. That way you can at least be aware of the opportunity, even if it is a sole source notice. When you log in here, you can click on any one of these. I'm gonna pull open oops. One second. Let me go ahead and refresh. Let's see if it wants to be nice to me today. Let's refresh one more. There we go. Forgive me. I think I might Internet we don't have com or I have Comcast, and we're still installing fiber. So one day. So right here, I'm looking at NASA. This is the sole source. Let me pull up a different one. So this one is for Washington State University. This is kind of more on the niche AI, where they're looking for athletics premium seating janitorial services. I can sit here and look through all of the nooks and crannies of the details that have been provided. I can look at all of the documents. However, you don't even have to do that. We have this cool little snowflake looking figurine over here. It's called GovSpend AI. It's a brand new enhancement, and if you're not using it, you're wasting a lot of time. This is gonna save you so much time and get you directly to the details and summarize it quickly. When I click on this little AI, fun little feature right here, GovSpin dot ai, what it's doing is it's taking all of the information and serving it to you whether you want it as a sales brief. When I click on sales brief, now it's gonna give me a summary of all the key important details and what it is that they are asking for. This is specifically for the seating facility on the south side of the field at this university. And if I want to collaborate with a colleague or collaborate with a vendor partner, I can go ahead and just copy and paste that and send that on over. If I want to, you know, understand what are the technical specifications of this bid, it looks like there's multiple files that contain these types of information. So couple of terms and conditions that we need to look into to be mindful of. And then if I want to generate an outreach email, I could click on this template, but I like to make it a little bit more personalized. I can say, curate in email. So not only do you have these templates available to you to access the the meats and potatoes of this opportunity, you can also interact with this AI model, similar that you would with, like, Google Gemini or ChatGPT, and come in here and say, curate an email introducing myself as I have not worked with this agency before. Let them know I am working diligently on their quote request. And in the interim, here is a list of references and my statement my capability statement. Let's see what capability statement. Voila. Now oops. It's not gonna give me any contact information. Draft and email for me anyways. And now it's gonna say, hey, dear Desiree Urban or just any it doesn't have an email contact for Desiree. However, I can draft an email using the details provided. I'm sure her email is on the document itself. However, now it just saved me so much time. I identified an opportunity. I wanna let them know that I'm working on it. And in the meantime, wanted to introduce myself. Here's my references. I'm going to work on it. Please see attached. And we look forward to you know, thank you for your time and consideration. What a nice little touch. I can copy this. And if you like the response, you can actually interact with, hey. Was it a good response? Was it a bad response? Give it some feedback. It learns. So, ideally, this is to help you not only respond to bids quicker and faster, collaborate faster, read the scope of work, especially when there's something a little bit more lengthy, involved. And AI, I think somebody said that they were in SaaS or software. Technical requirements, that's gonna be a big key for you all to determine, hey. Is this something that is a go or a no go? So that is our new AI feature within bids. Going back to the full list of opportunities, be mindful that I'm looking at services. I not only use janitorial, I use custodial. I use cleaning. I use commercial cleaning. I made sure that I used a variety of keywords and phrases because what one agency calls tomato, another one calls potato. So we wanna make sure that we're using a variety of keywords to cast a wide net. Because, again, agencies are gonna label it how they wanna be labeled. Some are a little bit more descriptive than others. Then on the left hand side, this is where, again, I can allow the filters to do the prospecting for me. If I am focused on key states or AI have specific territories or regions, voila, I have a filter for that. If I only provide services to state and local, wow, I have a filter for that. Maybe I'm a local vendor, and I can only service a hundred miles. Maybe I'm a small business. And as much as I'd love to be nationwide, I can only service a hundred miles of my headquarters. You can really hone in on a lot of these opportunities and find that sweet spot to cherry pick the opportunities that are gonna be the most impactful or easiest to win based off of your criteria. So that is just a quick highlight of how to go not just respond to the bid, but go beyond the bid with the use of GovSpin's AI features and functions, as well as the filters to bring those, like, cherry picking opportunities to the top of the surface. In addition to cleaning service bids, I also curated a template for let me go ahead. Where did it go? I also curated a template for bid products, janitorial products, cleaning product bids AI here. So here, I put in a plethora of items. And remember when I mentioned earlier, sometimes you wanna expand to documents. They're gonna be asking for maybe janitorial services and consumable supplies and all of those things that are on these the documents. Now if I wanna make sure that I'm not receiving bids and opportunities, because I did notice that there was a lot of folks on the call today that are focused more on products than they are on services, how do we weed out services? That's a big topic I get asked all the time. Regardless if you're in custodial. If you're somebody that supplies products or something that also has a service industry, the best thing that you can do, and if you're gonna take any notes on bids today, this is a hot one. Go ahead and click add filter, Title. And I wanna remove anything. Service. Services. And I'm gonna change it to match none of these. So I'm saying anything that has service or services in the title, I want it to be removed. And now look at how beautiful our list is. Now it's full of supplies, equipment. There's still some noise in here, here and there, but that is a quick and easy way. We went from thirty thousand to twenty six thousand. Now if I only want these items, I I could go back to titles and descriptions. Those are gonna be a little bit more simpler of opportunities and a little bit quicker and easier to respond to. But to make sure you're not missing out on anything, again, those mixed bag bids where I'm sure those folks in the product industry know what I'm talking about when I say mixed bag bids, where they're asking for literally fifteen different category items under one bid. It could be, women's apparel and janitorial supplies or cleaning equipment. It could be, janitorial equipment AI the floor waxers and scrubbers, like hard equipment, and the supplies and consumables. So if you're focused more on, like, the consumable product paper goods, then make sure that you're honing in on this filter right here. Now if I scroll farther down, I'm just gonna click on the first one as an example. So city of Pasadena, California, they're looking for facility maintenance equipment and supplies. Notice that how they're not asking for services. Again, I can use my AI tool and interact with it or use any of the prompts. I'm gonna say, please summarize the products this agency is pressing. And now it's gonna summarize all of the products and the specifications. You know, what are the counts? What are the sizes? So So that I can make sure that when I provide my quote, I'm providing exactly what it is that that agency is requesting. And if I don't carry that size, I can make sure that I provide that disclaimer and say, hey, I don't have it in the size that you are requesting. It's one centimeter off. Is that okay? It just shows how you're doing your due diligence. Now we played around with the AI tool. We know how to filter and refine to what it is that we're looking for for those silver lining opportunities. But another thing that I wanna highlight before we start looking at the historical information is this little business card. So dependent on your desktop, the monitor, the screen, sometimes it's gonna be a little bit bigger than others. So over here, it's on the left hand side for me since I'm zoomed in a little bit or zoomed out. This is gonna show you what GovSpend has on file. What other information do we have? It looks like we have there's one contract that's coming up for expiration. We've got tons of spending history. This agency has sixty seven current open bids, not just for products, but for everything. Right? And we also have thirteen hundred different contacts to filter and build a relationship with as well as public meetings to take a look. There's a lot of information here at my fingertips that I could take advantage of because I don't wanna just shoot darts in the dark. Right? I wanna make sure that when I respond to this opportunity, I am taking advantage of everything that GovSpin has to offer so that I can write a compelling proposal. And in order to do that, I need to know, I have some questions. I need to know who have they used in the past, What are the brands that they've used in the past? When was the last time they made this purchase? Who are some of my AI competitors that I might be going up against in this region? And what are the price points that I need to beat if I am going up against some of those competitors? All of those five questions that I just asked can be answered within the spending and purchase orders module. This is gonna be key. Now what I just did is I carried all of my same keywords, as well as some brands AI Kleenex and other items. I expanded that under spending and purchase orders. So we're moving from bids where they are asking and requesting for open opportunities. Hey. This agency is looking for quotes for these items to spending. What is that transaction history? Now I'm under items, and I'm looking in the last sixty months. In the last sixty months, what have these agencies purchased? It could be bleach. It could be Dial Soap, Scott toilet paper. They could purchase from multitude of vendors. It could be, Medline. It could be something like Staples. Right? Who knew Staples sold tape toilet paper? You all probably knew that. I did not. We even have mop toilet bowls, a couple of variety of things. Home Depot. My new Home Depot sold Clorox. But these are all just AI like little ones and twosies. I wanna know the big transactions. Where is City of Pasadena spending? So in this search, I also have my filters. So if you're focused on the state of California, you can isolate just for the state of California. But for this exercise, the goal is to answer those five questions about the city of Pasadena. When I click on agencies, it's gonna show all the agencies. However, I'm gonna type in Pasadena. And when I type in Pasadena, it's gonna show all of the agencies that have Pasadena. And if I remember correctly, which one was it? The one in California? Yep. The bid is for city of Pasadena in California. I can see that there are seventy two transactions spent across one point, almost two million, dollars for these products. Let's see who they're spending with. Now if I scroll farther down, this is where I can see, hey. What is it that they are spending money on? I see that they're spending money with waxy sanitary supplies, year over year, West Coast safety supply. I'm seeing a lot of things, a lot of variety. Right? When I look at spending history and I see an agency that's purchasing from a multitude of vendors, what I see is that they're not they don't have vendor loyalty. Maybe it's price. Maybe it's the brand. Maybe it's whoever can give it to them at the best price at that time. So I'm not seeing any vendor loyalty. So if I wanted to go ahead and respond to City of Pasadena, I probably have a higher likelihood of winning since there is no vendor loyalty compared to maybe another agency. Just to pick an an example, let's see if there are any other agencies. Let's look at their spending trends. Let's look at this agency. I can see that they're purchasing from Spectrum Paper a lot. They're purchasing from Amazon a lot. So this AI, I can see a lot of vendor loyalty. Right? School nurse supply, Spectrum Paper again, credit card that they went to Walmart. I can see that they're using Bank of America purchase card or a p card, at these low thresholds. So it's not not anything crazy, but I'm seeing the trend. They just use a credit card. They're not really purchasing in bulk. And if they are, it's gonna be school nurse supply, or Amazon Capital. Now if I'm a salesperson and I'm doing some hunting, right, this would be a great opportunity to say, hey. I noticed that you're purchasing from Walmart on Amazon on this vendor and this vendor. Why don't I just give you the one stop shop if you're one of those vendors? Purchase from one central location, you can purchase on our website, and we deliver right to you. Whatever your value proposition is, but I just wanna highlight how you can take this historical information and see the spending trends within a single agency for the variety of products or services that you offer and how to position ourselves with a compelling proposal. Now let's take a look at another one. Let's do one more example. Let's pick another random one. Let's do city of San Francisco. Let's go with the California agency again. So city and county of San Francisco. I can see that they're purchasing a variety of products from AI Industries. Yeah. They've been doing this for a really long time since twenty twenty three. So is this an agency, city and county of which one? City and county of San Francisco. Is this one that I would target? Probably not. I would not waste any of my marketing efforts. If they went out for bid or they put out a quote, they're probably just gonna purchase from Medline again. So I'm gonna save my time and resources and focus more on some of the agencies AI City of Pasadena who don't have that vendor loyalty. Now quick question, because I saw some additional folks join. How many of you are in, like, a business development or sales development role? Go ahead. Raise your hands. Business development, sales development, how how to build a lead list. So we got a lot of raise of hands. Oh, man. Lots of hands. So lots of folks. So looking at this information oh, the hands keep getting raised. I love that. So with that being said, how can I take this type of report of historical information and curate a just being mindful of time? Perfect. How can I curate a lead list? How can I create a pipeline? So looking at this list, I can actually come over here to agency contacts. And under agency contacts, when I click on agency contacts, I can see the titles pop up. Now I'm not gonna call the teacher. I'm not gonna call the mathematics bus driver or any of those. When I click on contacts, I'm gonna come over here to the title filter and generate an amazing call list. So if I had to think about the titles of the people that I target, And even if you're not in janitorial, shout it out. What are some titles on the chat icon? Go ahead and throw in there, what are the titles that you target? Is it facilities maintenance? Yes. I will send out the recording. Great question. Okay. So we have IT, so information technology. What are some other titles of folks that we target? Alright. So procurement, AI. We got safety and security. Safety and security is a little bit broad, but, if I wanna do safety and security, what would be, like, a title? Would it maybe security director? And then, of course, with janitorial and custodial, we'll probably wanna do the facilities. Oops. Somebody read my mind. Facilities. Let me see. Am I spelling facilities right? Facilities. Manager. Director of safety. We can get really creative in here. And so what it's doing is it's searching for these keywords and phrases within the title of their position. So I also want to throw in superintended. Throw that in there as well. And now what I just did is for the twenty seven thousand agencies that are populating in my list, I now have the direct contacts. But I want to just call anybody. Right? We noticed that some agencies were purchasing, like, little small peanuts here and there. If I want to focus on the large transactions, those that purchase in bulk, I'm actually going to come over here to total price, not unit price. That's a common mistake that a lot of our clients make. Make sure you go over to total price. I want to see agencies that are spending fifteen thousand dollars or more on my products and services that I provide. And when I do that, watch how it reduced from twenty seven thousand agencies down to six thousand. I also want to make sure that I'm not looking at anybody who purchased AI months and months and months ago. I want to do maybe the last fifteen months. Who's purchasing? And in the last fifteen months, I now have a little less than three thousand. Still a lot of leads for me to tackle. This is would be for nationwide. If I am focused on specific states, let's peel the onion back another layer. Let's focus on California using our city of Pasadena example. Products that I supply in high volume with the titles that I care about. You can export this contact list. You can email this contact list. All that we ask is that you do not spray and pray. You can imagine that these public contacts, the number of emails and unsolicited, unprompted emails that they get. So all that we ask is that you approach it differently. Unprompted emails that they get. So all that we ask is that you approach it differently. Hey. Notice that you purchased last month fifteen thousand dollars worth of Scott toilet paper, and then insert your value proposition of why they should choose you. But this is how you can create not just a a lead list, but a warm lead list, agencies that match your ideal customer profile. Maybe we want to target population. Maybe we wanna throw population in there as well. I only wanna target agencies of a certain population. Let me go ahead and remove that. And when I go to the five thousand to one million range, I now have ninety eight agencies. I've hit the ultimate sweet spot. I've covered my population count for my region. I've got my state. I've got the dollar amount. I know that they're purchasing the products. I've got my titles. What an amazing lead list to be more effective in building my pipeline. And that's all in the matter of how long did that take us? Five minutes? Five minutes adding some of those filters? I now have a beautiful lead list. Is this type of activity resonating with folks on the call today? I I wanna be very clear that if this is a report that you would like to be curated in your own account or for your own respective territory, please go ahead and email support at gov spend dot com. If you tell us kind of what that criteria is, we can always put that in your account for you with the titles that you care about. The more detail, the better. The more that we can really tailor to your specific needs. But this is replicable across all industries for whatever it is that you sell into the public sector and layer in those filters. Next, very straightforward is gonna be our co ops and contracts module. Sticking with the janitorial custodial industry, we are now focused on services. Notice how I switch from services to products, services and products. Wanna make sure that we're getting a little bit of out for everybody. Under co ops and contracts, I have a variety. Right? It's I wanna make sure that we're getting all the various types of cleaning, how it would be documented on a contract. If I'm somebody if I think of my sales cycle, if I think of how long it takes for me to make that first initial outreach to then converting that agency to being a client of ours, it could be twelve months. Maybe you have a longer sales cycle. Maybe it's more like three years or five. When you come over here to the left hand side, again, allow the filters to do the prospecting for you. If that sweet spot is the next twenty four months, come over here to the contract end date and select nope. Not last twelve months. Next twelve months. I now have a beautiful list of agencies that have contracts coming up for expiration. What an amazing talk track. Hey, Missouri Department of State Transportation for the St. Louis District. Your contract at the Transportation Management Center for janitorial services with Deep Clean is coming up for expiration. Are you happy with that vendor? Are you looking to switch? Do you anticipate, you know, a change in cleaning frequency? Any AI those variety of items. Right? What a great talk track to build a relationship with and open up those doors. In addition to that, you can click on any one of these. When you click on the title, it's gonna pull open that contract and contract details. But you see my little handy dandy snowflake again? So here's my little AI tool that, again, has additional prompts. You can use these prompts, or you can interact with it. I personally like to interact with it. I'm a control freak. I like to, you know, persuade how I want the outcome to be. So let's say, write a summary on their specific cleaning frequency AI. And if it was not, estimate the cleaning frequency based on what is being requested. No. They don't have a cleaning frequency provided. But if they did, that's how you can quickly identify. I can also use my templates where it's contract brief key terms or list the parties involved in their obligations. What are the terminations and conditions and penalties? You know, are they able to get out of the contract? What are some other specifications? If I just do a contract brief and key terms, this is where it's gonna give me that summary. It's very similar to the bids and RFP section where we said generate a sales brief. That's basically what this function and feature is. It's gonna give me the key dates. Looks like there's a potential final expiration date. That means that they may have an option year. So although the contract expires in October thirty first, that still leaves the door open for me to reach out to them. Here's the total value, a hundred and five thousand with net thirty payment terms. Here's a couple of documents and some other items, and here are some contacts to reach out to, not only from the, agency, but also the vendor. If you are in the cleaning products industry, if you don't provide services, what a great way to build a partnership. Right? If you're focused on partnerships and selling to commercial that support government agencies and large service contracts, you now can reach out to Deepak at Deep Clean and say, hey. I noticed that you are servicing this agency. These are their needs based off of your contract. Here's a potential AI, hypothetical quote, if you wanted to use our products on that project. Right? So great way to tackle it from both ends. Not not only from the agency side, but also from the partnership or selling commercial to those vendors that are supporting agencies. So that is our contracts module. I told you it's a little bit more straightforward. You type in the keywords of the title and description of those contracts that you would like to identify coming up for expiration using the filter for contract end date and leveraging the AI tool to help with effectively reaching out to that agency or getting ahead of that recompete. Now I saved the best for last. The best for last is our meeting intelligence module. So these are agencies discussing cleaning needs. The most common mistake that I see our clients do in meeting intelligence is they type in company names. Company names are great for when they're voting and approving or discussing contract terms, but what we wanna leverage meeting intelligence for is to identify and let us know when agencies are planning, voting, budgeting, or discussing their buying needs. Right? So I have over a hundred and fifty nine keywords in a variety of custodial staffing shortage, custodial contract expired, our janitorial staff is overwhelmed, we have a construction project that needs a deep clean once it's finished. I have so many different keywords and phrases. So in the last ninety days, we have a variety of conversations that are taking place. And right now, I have it sort by meeting date. I can sort by relevance. But right here, I can see, Truesdale County Schools just talked today, this morning, a variety of cleaning needs. It looks like, you know, we did with our custodial staff. It's a lot that month of June to get everything in that building cleaned up, get those nice and clean. They're talking about their cleaning needs. We also see town of Cornwall yesterday talking about some specialty cleaning. Looks like there's a lot that needs to be cleaned at the water treatment plant. We're allow shipping. We allow multiple shipping. So we left last month's meeting. I believe this board has requested for me to clean clean copy. So a variety of different things that are being discussed. But if I just wanted to click on the meeting, I can listen to all hours of this meeting, or I can just simply go to the transcript. Use my little AI tool right here and say, summarize the conversation surrounding cleaning needs at this agency. And now what it's doing is it's analyzing the conversation, and it's saying that the elementary school has also been undergoing cleaning and summer learning cap. They've been strategically placed to allow custodians to clean the floors. So a lot of lot of planning. They've already completed the wax and furniture is back in place. However, they had a custodian, retire from the middle school and, you know, some hiring differences. So it looks like these people hire in house, and maybe you have a new contact. Maybe now that custodian that you typically worked with at this agency is no longer there, and now we know why. Right? So all amazing ways to not only identify buying signals, cleaning needs, but how to not waste any time listening to the full meeting, reviewing all of the contracts, looking at all of the documents through the use of GovSpend's AI enhancements, really getting to those pieces, to go forth and do great things. So that's the last piece of our session. And the last of our series, I believe we're gonna do some additional industries, but wanted to say thank you for spending your lunch hour with me. And if you're on the the West Coast, thank you for joining us this morning. Hopefully, a lot of the strategies and the different scenarios resonate with each and every one of you. Again, if you have any specific requests or anything that you would like to be added to your own respective account, please don't hesitate to email or call support teams. We're here and happy to assist you. We don't want you getting lost in trying to replicate the searches, or we can simply share the searches with you. They are saved in the GovSpend account, and they can quickly put them into your account if you AI some of the results that you were seeing. So thank you so much, and have a great rest of your, afternoon.