Beyond the Bid: Police & Fire

Hello. Hello. Happy Friday. Welcome. Welcome. We're gonna allow some folks to trickle in here this Friday afternoon, Friday morning for some of you on the West Coast. Awesome. Have a lots of exciting use cases, scenarios, different examples, of action items of to take advantage of GovSpend, the data that we AI, and go even beyond the bid. Kinda get stuck in that bid AI, very reactive. But what are some tangible takeaways, some action items that I can bestow on each and every one of you today in the police, fire, law enforcement industry? Let me go ahead and get those slides open. And, again, this should be a very exciting session today. I see lots of, cool open opportunities for everybody to take advantage of. AI. First and foremost, my name is Paige Mokler. I've been with the company for many, many years here now. If you've attended any of our previous webinars, I I may be familiar. And if not, welcome. I hope that you attend more of our webinars. Today, we're not going to be focused on search building. So if you were hoping for any search tips and tricks, I recommend going to GovSpend dot com backslash webinars. Tons of amazing resources for you to become that much more knowledgeable in GovSpend in building your reports. The purpose of today's session is how do I, from the bid, use all of the other information AI is available at my fingertips inside of GovSpend to have some awesome action items. How do I look at this information that my AI manager or my GovSpend support person curated for me and run with it. So we're gonna talk a lot about sales. We're gonna talk a lot about marketing. We're gonna talk a lot about emails, strategy, those action items to really tap into, you know, building our growth in those markets. So exciting. Before we begin, I always love to kinda highlight that I love to engage with our participants. So please go ahead and answer any of the questions that I ask. First and foremost, I would love to know from everybody on the call today, go ahead and throw in the chat, what are you hoping to, you know, get out of today's session, or what are you what motivated you to join today? Right? I wanna learn a little bit more about what prompted you to join this session and kind of what is your background? Police, fire, mix of all of the above. Go ahead and click on the chat icon in the bottom and type in your answer. Let's take a look. Oh, nice. First responder sales strategies. That's a good one. We're definitely gonna cover a lot of that today. Anybody else? Oh, get some new insights. We've got a couple of campaigns running. How can we enhance those campaigns with GovSpan? How can we get targeted with those campaigns? We're we're gonna cover that topic as well. I'll wait for one more answer, and then we'll get started. Oh, uniform and footwear. We definitely I actually have a couple of examples today. We're gonna talk about turnout gear, boots, all of that amazing safety gear. Awesome. Well, let's get started. So beyond the bid, industry insights that win, police, fire, and law enforcement. What are some things that we all experience? Hopefully, some of these items resonate with you all on the call today. But what are some kind of prospecting sales problems that we experience in this industry or in in many industries, I should say? Sometimes we're a little bit too reactive in this space. We kind of wait for that opportunity to be posted and, shucks, it's already spec towards a a specific vendor or specific brand or model that we don't carry and not an applicable opportunity. Maybe we're too early in the process to determine an opportunity. Maybe we don't know enough information. And whether you're in sales or marketing, we gotta do a little bit more discovery, a little bit more fact finding if this is a target that I wanna go after, an agency that I wanna build a relationship with, or kind of take a pass on. Maybe they don't have enough employees at that fire department or enough fire department locations or police departments. Sometimes it's also too late. Maybe we're a little bit late to the game. Maybe we weren't aware of an opportunity. And when we're reaching out to that agency, they're already under contract. So if you're in, like, police or fire or EMS software sales, we're gonna be covering a little bit, you know, when is it when is the right time to reach out to these folks? When are those contracts coming up for expiration? Wink wink. And I'm sure you've seen it all over the news. There's there's a lot of budget that and funding that's being cut. How do I navigate that or am aware of an agency that I'm working with or have a relationship with isn't giving me the cold shoulder because they're afraid to tell me, hey. Their budget or funding has been cut. Back to needing more discovery to price and compete. One of my favorite stories to share is I actually have a colleague a few years ago, that I worked with, as an account manager many, many years ago who was trying to write a compelling proposal for a bid. They knew that they were the more affordable option and sometimes the cheaper option, and they didn't wanna come off as like, they wouldn't they weren't able to provide the same great quality and service as their competitors. So what we did is some research, and we actually increased the price a little bit while still remaining under their competitors' pricing, being able to increase profits and win that opportunity. So that's that's one of my favorite stories to share. Because sometimes we need to do a little bit more discovery. We gotta get the the lay of the land, the scope of what our competitors are doing in that space. Sometimes the opportunity isn't viable or our product and service is not compatible with their current infrastructure or the hardware that they currently have. Some of the capabilities aren't compatible. Maybe we don't have the certificates. Maybe they're looking for a service disabled veteran owned small business, and we're a large business or a woman owned business, but we happen to be a small business, not women owned. You know, sometimes there's requirements. And then my my favorite I know we've all experienced it. If you're a sales professional or marketing professional, hey. AI point of contact at that agency ghost me, or there's a brand new chief of police or a brand new chief of fire, and I need to build a relationship with them or be aware of when those changes take place. So these are all prospecting problems and pipeline problems that we all experience in the sales world in some way, shape, form, or another as it pertains to the public sector that I am going to cover today of how GovSpend is gonna help you with each and every one of these activities. Hopefully, we're excited. So it's a tall promise to provide, but I promise I have some awesome secrets to share with you. Who wants to break that cycle? Am I right? We wanna break that cycle. We don't wanna experience those those pushbacks or those lulls in our pipeline. We wanna push through and secure the pipeline and get the bag. Let's get those wins. So what are we gonna cover today? Well, today, we are going to create value driven proposals. I'm gonna show you exactly how with the use of GovSpend's new AI tools. AI like to call her Gia, GovSpend Intelligence Agent. How Gia is gonna help us write compelling proposals to these opportunities with leveraging the historical information. How can I allow the filters in GovSpend? So in our in our search building, when our relationship managers or GovSpend team is curating that lead list for you, how are we allowing the filters to do the prospecting for us so that we can quickly action that list? Utilizing the data and insights. Sometimes, gov spend can be very overwhelming. We have contracts. We have purchase orders. We have meetings. We have quotes. We have bids. We have grants. We have contacts. So much information. How can I simplify it AI I'm not getting analysis paralysis? I wanna make sure I'm I I have a steady stream of opportunities and a steady stream of opportunities that I am actioning with my team. Also talk about enhancing follow-up strategies for my marketing folks on the call today. How can we enhance our BDR, SDR sales teams by driving that pipeline, bringing those leads to the surface, and building lifelong partnerships with these agencies In addition to getting ahead of those RFPs, how do AI identify early buying signals? Is it maybe if you're in the vehicle outfitting space, is it getting an alert when an agency makes a new vehicle purchase? Is it when, you know, a meeting intelligence takes place in a meeting, a public meeting of a police chief explaining how their body worn cameras are expiring warranties and the battery is not lasting long enough anymore, and we need a tech refresh? How How can we get ahead of those? Right? So we're gonna be covering all of those today. And if I have a goal, these are my goals. You know, we gotta hold each other accountable. Right? It's not all about you leveraging GovSpend. It's also me. My goal for today is to help elevate and enhance your current pipeline planning with GovSpend, fuel and maintain your pipeline using data strategy. Because data is great, but what you do with the data is what's gonna make you different and succeed. I wanna help save you time. I wanna help save you money on resources while making you money using GovSpend. And there's always that joke, that that quote that everybody shares. Hey. When you're attending a class, a seminar, usually you only retain about ten to twenty percent of what you, you know, listened in on. And if I just can help you retain ten percent of the information I share with you today, if there's one key takeaway, then I can walk away happy today. So that's our goals for today. I'm gonna hold myself accountable. I'm gonna hold you accountable. Let's go ahead and get right into it. So beyond the bid, we can't get anywhere without looking at the bid. Hold on. Let me go ahead and escape. So first and foremost, I wanted to make sure that what we're looking at is relevant to everybody. I have a mixture of products, services, equipment, fire, police. I have a plethora of keywords in here to pull in a wide variety of opportunities specifically allocated towards police, fire, emergency responders, first responders, all of that great information. And when you're looking at bids and RFPs, the number one thing to be mindful of of what makes GovSpend different is that we're scraping about thousands and thousands of different websites. It could be the agency's direct website. It could be the third party that they're using to host such as Bonfire or Ion Wave or the state procurement site. So you're gonna get a lot of opportunities funneled into one location. If you feel like you're missing anything, I would encourage you to work with the GovSpend team and make sure that we have all possible keywords that matter to you. Now I'm just gonna pick a random one. Let's see. Let's find one that has a little bit more time. Oh, City of Holland, Michigan. So fire department turnout gear. This is an opportunity. I'm gonna go ahead and click on it. We have our due date, the agency that is requesting the bid, the title of the bid, the description, any documents that are available, the number, and the location. If I click on the title of the description, it's gonna pull open that bid. I can see a lot of yellow in my bid. This means that multiple keywords match the criteria, and that's why this bid is populating in my alert. This is due in six days. I can see that it was posted to GovSpan on the first. There was an amendment or an update made on the second, and it is due on the fifteenth. Here are the files. But I don't have time. I have about five hundred other bids to go look at. How am I supposed to prioritize all five hundred of them if I can't read through every single nook and cranny of the opportunity? Well, that's a great question. I now have this neat little snowflake called GovSpend dot ai. Each and every one of you should have access to it today. This is a brand new feature, and I cannot wait to show you this. When you click on it, there are AI tools in place that are going to take this information and spit it out in a beautiful summary. So now if you need help, whether you are a bid coordinator or you are an OEM working with channel distribution and resellers or partners or working on a construction of a new police department and you need to partner with other folks or collaborate internally with multiple individuals, this is the tool for you. When you click on it, it brings you these prompts. I can ask for an overview of this bid. I can see what products are being requested. Who do I contact for this opportunity? Where do I even submit a response? Are they old school and wanted in a sealed envelope, or is there a procurement site that I need to register if I'm not already? And what are the specific requirements? I hear all the time, Paige, these are all really great opportunities, but there are certain specs and scope of work that once I get through the paperwork, I'm not able to provide it. Well, here. I can click on this, and now it's gonna take all of my specific requirements. Hey. This is bids are irrevocable for thirty days. This is for fire services division. They are asking for sealed bids for the manufacturer and delivery of minimum. Here are some of the certifications and requirements, the sizing, the color, not comfort trim. I don't know about you, but I know I'm specific with my clothes. I don't want anything fitted. I want it to be comfortable. So especially with those turnout gears, we gotta make sure that that we're in line with what it is that they are requesting. They want military style. So what a really great way to understand the requirements. And even better, I can just click this little copy text and add it to my email summary and pass it along to my technical bid writer or whoever you're working with. One of my other favorite tools that are in prompts right here is generate a sales brief. Now I have all of the key details right in front of me. Of course, if I need the technical requirements, I can grab that too. But here's a summary of that opportunity. I can even interact with this AI tool. Similar to ChatGBT. If you're if you haven't been playing around with ChatGBT, that's okay. This is a nice dip, toe in the water into the AI pool. I can say, AI an email for me introducing Paige's safety products and letting them know I received their request and am diligently working on their needs. In the meantime, here is my capability statement, and I look forward to assisting with your procurement needs. Wow. Now it is taking my email, what it is that I'm working at, my business name, who I wanna reach out to, and is now writing an email for me to that procurement professional. So cool. And that's just one piece of some really cool AI capabilities that you can take advantage of. Now I'm gonna take a pause right there. With this new AI feature, I wanna I wanna make sure that these the folks on the call today, does this resonate? Is this something that you can see leveraging in maximizing or increasing your bid responses? Go ahead and click on the chat and answer that question. Is this something that's gonna save you time? Awesome. I see some folks typing. Yes. Perfect. That was the goal. We have a lot of clients here at GovSpend that probably fill out two hundred bids a year manually, sometimes more, sometimes a little less depending on your industry and niche. And that requires a lot of collaboration. And after showing them this tool, they were just mind blown. Oh my gosh. I don't have to write the summaries anymore. I don't have to write the technical requirements. I can copy and paste and send it out and have my team actioning the bid within a matter of minutes. Awesome. Love it. So now that we have the bid, we have the requirements, we know how to collaborate. We just saved a ton of time. But now we need to take it to that next level. And this is the number one piece that is often missed in GovSpend is that when you come back to your list of bids, let's go ahead and look at all of our opportunities, you'll notice that some of them are listed in blue and some of them are gray. The agencies that are listed in blue signal that we have other information on file for that agency. So how amazing is it? Do I not only know the technical AI. I know what it's gonna take to win. I know the specific layout of that agency's request. How do I write a compelling proposal? Who did they use in the past? What a great question. Let's go find out. So when I come up here, I have these three dots. Everybody should have access to this. So right within your bid alert, you can actually click on this three dots and select open in spending. So all of the same great criteria that I am searching for bids and RFPs, I now just opened into my spending and purchase orders module and can see what it is that that agency is spending money on, with whom, how much, who's the incumbent, who am I potentially going up against, who do I need to price competitively against when I am drafting that proposal. Now, of course, this is a wide range and variety of transactions, and I wanna stick with the example of how to go from a bid to an opportunity. So what I did is I just copied in some fire department, vendors right here so we can live it in on what city of Holland is spending money on. So now that I'm using my template and I plugged in some fire vendors, I can just come in here and type Holland. I wanna show you how easy it is. When I click on agencies within my spending report, I have this filter at the top. So not only is it gonna show me all seven thousand agencies that are populating in my alert or in my report, I can type in Holland. Oh, look. City of Holland. Remember, that bid was for turnout gear, and I'm looking at turnout gear turnout gear vendors. I can see that a couple of years ago, they purchased from Apollo AI Equipment for turnout gear in the quantity of thirteen. Each turnout gear package was three thousand eight hundred dollars for a total purchase order price of forty nine thousand dollars. So if you are in the fire equipment turnout gear space, I hope you're familiar with kind of what your competitors provide and don't provide and what your value proposition is. But now you have exact pricing of what they paid in the past, how many, and this AI, they're requesting thirty three instead of just thirteen. So that's really how you can come full circle and go beyond the bid and leverage that historical information and take advantage of it. Just a quick poll. How many of you on the call today are directly involved on bids and RFPs? Let's call them hunters and gatherers. Are you are you gatherers of bids, or are you hunting for new business? Hunting means, like, new business, lead generation. Oh, we got a lot of lot of both and new business. Okay. Awesome. Because now we're gonna switch gears. We're gonna switch gears from, you know, gathering those bids and RFPs and kind of researching the historical information. And now we're gonna get into hunting new business mode. Right? So what does that mean? So we've gone over bids. We went over city of Holland, the bid AI tool. I'm just looking at my list here to keep me on track. And we went through the spending of Holland. Now let's switch it up. Instead of turnout gear, let's talk about buying signals. Okay? What is a buying signal? A buying signal is maybe in your industry, it could be a subscription or a contract coming up for expiration. That's a signal that they're going to be purchasing again, a tech refresh. It could be maybe a recent vehicle purchase if you're in the vehicle outfitting space. I have a lot of clients in the the accessory space that when they come into GovSpin, their first initial response is to type in vehicle outfitting. But if you're selling vehicle outfitting or selling that product, knowing who's recently purchased it or just purchased the outfit of those vehicles isn't gonna help you AI new business. This is a really great competitive report to see, you know, hey. Who are those agencies purchasing outfitting from, and what type of vehicles are they outfitting? Right? But this isn't generating new business. So with that in mind, what would be question for the group. What would be a great way to identify a buying signal for vehicle outfitting? It wouldn't be the purchase of vehicle outfitting, but if we reverse it, the purchase of any takers? Oh, nice. Warranty. Yes. A vehicle. It would be a purchase of a vehicle. I love this group. You guys are smart. So what we're gonna do is we're actually gonna come over here into spending. I have this search already created. And if you would like any of these searches to replicate for your own industry, your own products, your own service, please let us know. Our team is literally on standby right here. If you wanna chat with them and say, hey. I'm watching this awesome webinar with Paige. I want you to build a report exactly like that. We'll also share all of the saved search links as well so you could duplicate, replicate, play around with it. And forgive me. I'm a little under the weather, so my voice is starting to go a little bit, but I'm gonna do my best to kick it off the the second half. So here are recent vehicle purchases. Now I need to know if I'm a vehicle outfitter, I need to know the make and the model. Right? Or who are they purchasing from? So right now, I'm using my power of three. I'm layering three filters. I have Ford, Chevrolet, Dodge. Let me add Chevy because, you know, the agencies love to abbreviate. They have their own little alphabet soup. Dodge, we're seeing a lot of those, different manufacturers. And then over here on the left hand side, I don't want, like, accessories. I want the actual vehicle purchases. So I did crew cab, pickup, police use, vehicle, fleet, interceptor. I know interceptors are a big one. Challenger. Oh, there's no more challengers? Maybe I spelled Challenger wrong. I need to fix that. Charger, Expedition four, the big guys, those AI, vehicles, etcetera. And then I changed the issue date to the last ninety days. Because if they purchased a vehicle a couple of years ago, it's probably been outfitted already. So I specified the AI of which these vehicles took place. I actually can even shorten it to the last thirty days. Right? I can be super specific. And now I just limited from two hundred and twenty agencies to nineteen agencies with recent vehicle purchases in the last thirty days. To make sure I'm not getting vehicle parts and p vehicle services, oil maintenance chain, any of those, I put I thought about, you know, MSRP market, probably thirty grand for a new vehicle, and that created a nice clean list of recent vehicle purchases. And I can see that a lot of those transactions are going through GSA. Ohio attorney general just purchased a Dodge Durango from this vehicle or from this dealership, Capital Outlay, DPS vehicle. And I also have police, fire, EMS, emergency services specified. So even though it's City of Dalwetherington Gardens, I know it's for police use or fire use. Now this is a really great lead list because anytime an agency makes a new purchase for a new vehicle, you are going to get an email alert. Notify me via email when new results match this search. What an amazing hot lead. Right into your email inbox. Pick up the phone. Go ahead and call. Great. Let's get it done. Let's let's talk about that Ford Expedition Max that you just purchased that's gonna need to be outfitted for a AI in the back seat or have new rugged textbooks for the computer systems, all of that great stuff. So that is one of the ways that we can identify buying signals. I like to call that complimentary, or accessories or accessorize types of strategy when an agency makes a purchase of a product that you complement or that you accessorize. Another way to look at it is I think somebody already kind of hinted it, whether it is a warranty or a software subscription. I just put in very vague terms AI records management system, like evidence, license plate recognition. Again, these are very simple examples that you can expand or use your own industry key terms. But on the left hand side, I layered it in with renewal, agreement, twenty twenty seven, subscription, year. Here, let me add yearly. That's another good one. And you can expand. Again, these are just simple examples, but you could always expand beyond those. And from here, I can see that Middle Tennessee State is purchasing from end to end public safety. This is for the renewal of their ARMS police records management system that allows us to use the mobile platform for nineteen thousand two hundred and forty one dollars. If this is a renewal, I now know that if on an annual basis, they renew in April. So now I can plan my pipeline accordingly. But if this is an annual subscription or an annual term, I probably wanna look at maybe, like, the last fifteen months. And instead of looking at recent purchases, I'm gonna flip the script. I wanna look at what has purchased, you know, the last fifteen, or maybe I do wanna look at last twelve. Let's do last twelve. What is coming up for renewal? Let's do, sending. And right here, I can see here are annual subscriptions that so this one expires today if they have not renewed already. So city of Chattanooga purchased on the ninth, a year one law enforcement records management system for a hundred and thirty five thousand dollars on this date. So it expires today or is coming up for expiration. And we can continue to go down the list. All these annual subscriptions or through May thirty first twenty twenty five, city of Peoria with application data systems for a hundred and nineteen thousand. This is how you highlight and bring to the surface of the the pool of data that I'm looking at. What are the agencies that I should be contacting today? Which one should I be reaching out to today? And if you're on the marketing side or the marketing team, how do I market to these agencies or get them to book an appointment with our account executives? Well, I'm so glad that you asked because we have contacts right here. Under agency contacts, this is where you can have access to all of the contacts that we have on file for these a hundred and twenty six agencies coming up for renewal in that match our criteria. Now I'm sure that there are a lot of individuals in these contexts that we probably don't wanna talk to, so that's why we wanna filter to specific titles. I'm gonna change this to text. And in the chat, go ahead and shout out what are some titles that whether you're in marketing or sales that you target. Since we're kinda on, like, software and stuff, maybe maybe it's, you know, the technology director. Oh, I knew technology was coming up. Director, CIO, chief technology, CTO, fleet manager. I'm gonna I'm just gonna type in fleet because maybe fleet division's in there. And you can mix and match. You can play around with it. Maybe you have a contract specialist. Maybe you have, you know, utilities manager or vehicle manager. It could be or the chief of police. But let's go ahead and play around with those. Give it a moment. It's thinking. There we go. And now we have fifty two contacts. We have their first and last name, the title, sometimes the department if they specified it, the agency that they are with that match our criteria, and the phone number and direct email. Please keep in AI, these contacts are not opt in, so they did not subscribe to your catalogs. They did not subscribe to your newsletters. We highly recommend being, very targeted. And there's no better way to be targeted than using a report exactly like this. Hey, Joseph. I know that you have a subscription coming up for expiration in within the next couple of months. Are you the best person to talk to about this subscription? And if not, please point me in the right direction as I have some questions around it. You don't sound like just another solicitor. You don't sound like another person that's just spray and praying their catalog. You genuinely need to have a conversation with the person involved with that transaction. And that's, again, how you can be very competitive and compelling with your marketing efforts, your cold calling, all of that great information. Now let's go to our next example. Hopefully, this is resonating for my hunters out there or people who do a little bit of both. Now not only do you have access to the historical spending, but you also have access to co co ops and contracts. What are those contracts that are coming up for expiration? When you think about your typical sales cycle, you can tell the system, hey. If it takes me as a salesperson from the first phone call to that closing contract, roughly around six months. I wanna see contracts that are coming up in the next twelve months. Oops. Not last. I wanna do next. Twelve months. And I now have a beautiful timeline and pipeline of contracts that are coming up in the next twelve months. Let's give it a moment to think. There's a lot of data it's calculating. And from here, I can see that Pinellas County is purchasing county schools. Let's go to the files. Oops. I clicked on the wrong one. Let me go back. Uniforms. So this contract's coming up for expiration in March of twenty twenty six. It started in December thirty first of twenty twenty four. The initial term was three months. This is kind of the expected expenditure. They are purchasing from Galls. Here's some contact information, and here's the exact files. I have access to the PDF agreement, and this is actually a piggyback agreement. There's multiple agencies that are working together on this contract. I could see what discounts are being extended. I can see when the AI agreement expires. I can see signatures and who was directly involved with this agreement. Again, take advantage of this contract end date filter because it's great if I know everything that's coming up for expiration in the future, but I'm probably not gonna call somebody that's not up for expiration until, you know, next year. I wanna call some of these folks right here that have body armor or ballistic resistant products from these vendors that are coming up for expiration. Alright. We've gone over vehicle outfitting, subscription, and contracts for products AI body worn cameras, ballistic uniforms, all of that great information. Now let's dive into the last portion of today, which is meeting intelligence. Meeting intelligence is where we are aggregating public meetings and putting them in one central location, running artificial intelligence to transcribe the audio of those conversations so that we can be alerted on when agencies are planning, voting, budgeting, discussing your competitors' products or buying signals. One of my favorite buying signals is and ways to get as far ahead in advance as you can ahead of the bid in RFP is to understand when new fire departments or new buildings or new police departments are being built in it or expanded in the first place. So right now, I'm searching for the keywords or phrase building new fire department or building new police department. And now I can see just a couple of days ago, Lee County zoning board of appeals. I can now see what their commercial strategy and permitting and zoning regulations are to build that new fire department. I can click in on Lee County zoning. Oops. Forgive me. Let's go ahead and let that load. Let's do another one. We can see and a lot of times when they do a new building and the police department wasn't allowed off, I can see back in April what it is that this agency is discussing. If I click on it, it's gonna fast forward to that point in time. When they do a new building and the the police department wasn't, a lot of times they'll cool the floor in the air in order to keep that cool, and and then would have, backup systems. So I didn't know if there was a plan to have something of that magnitude in the future or and if that So here's a a budget public hearing. They're talking about kind of what are they gonna put into that police department and all of the other information. I see a question. Yes. The meeting slides and this call is recorded. It recorded. It will be sent out to everybody along with the links to the searches. Please allow our marketing team a couple of days to wrap it all nice and pretty for everybody. But, yes, it is recorded and saved so that if you're not able to catch the last half of the session, you will be able to have it. Thank you. Now if this conversation warrants outreach, wow. Do I have something for you? At the bottom of every meeting, it'll show you what other information does GovSpend have on file for this agency and their fiscal year budgeting. When does their new budget or new fiscal year start? And I can see that town of Wallingford is in AI. So that new budget is coming up. That's probably why they're having all of these conversations about budget allocations, rising asphalt costs, maintenance of Westfield fleet field and police department security equipment, increasing and exploring revenue sources. Now my second favorite piece of meeting intelligence, and I'm sure you guys see it. I'm heading towards it. That snowflake in the top right is GovSpend AI. I can go ahead and ask it to provide a general overview of the topics discussed. I can ask what improvements were discussed surrounding the police departments at this agency. And now it's summarizing. Hey. The purchase of Atlas one software for the police department was discussed as well as an alternative product that would be more cost effective. If you're part of Atlas one software, you better be having conversations with them because if you're not gonna reduce the cost, they're gonna go find a more cost effective solution. They're trying to save some money going along with getting ahead of those budget cuts. Right? I told you, All of those prospecting problems that we highlighted at the beginning of the session, I'm gonna give you tips and tricks and little golden nuggets to help you overcome every single one of those obstacles within GovSpan. I can even say were any specific projects were discussed in more vague terms. See if there's any projects that kind of correlate to the police department in addition to that AtlasOne software. They're asking for a police station tower. They're repurposing the tower, and trying to figure out if they're going to, you know, keep it within the town or sold to a private entity. So actually reducing a location. Let's get ahead of that. A couple of other scenarios that I have, because, again, we're tying it all back to those prospecting problems that I highlighted in the beginning. In every company, in every agency, there's turnover. People get promoted. People retire. So how do we stay in the know of the latest and greatest, newest chief of police or new CIO, etcetera? You can even be alerted on when there's new chief of police or new chief of fire departments or any of those titles that you're interested in with the use of meaning intelligence. So I just entered new chief of police. And just the other day, I can see that Santa Maria City Council for city of Santa Maria, California has a new chief of police. It's actually the city manager, Richard Williams. Ladies and gentlemen, I present to you our new chief of police, Christopher Williams. So it's a family affair, Richard Williams and Christopher Williams. If you have a partnership or relationship with Richard Williams, you now know that Chris is also related and really take advantage of that partnership. Expand it. The last example that I wanna highlight on meeting intelligence, again, is those budget cuts. How do I get ahead of budget cuts being taken place within these fire departments or police departments where they are being, challenged to find new vendors or challenged to find more cost effective solutions? If you happen to be one of those vendors that are those one stop shops, great. This is a perfect opportunity for you to, you know, consolidate and save that agency money if they're purchasing multiple products or multiple services, and you can provide it as one. Or if you're a business that is kind of like like a one solution, very niche, maybe this may warrant outreach to develop some partners, to develop some, relationships with some other vendors so that you can become that one stop shop or partner on these opportunities to stay relevant during these budget cuts. So, again, all really great ways to get ahead of the bid and RFP process, understanding buying patterns, buying signals, and going beyond the bid. Like, we're not everybody on the call today, you guys are go getters. Instead of spending time on your lunch or taking a break and a walk outside, you're spending time with me learning how to make more money with the use of the tools that your company is investing in, and you guys are go getters. And I'm excited for you to take some of these golden nuggets today, implement it, tell me what resonated, tell me what's working. I would love to know. Please email support at GovSpin dot com if if there are anything part of this webinar that you were like, that was really great. I'm so glad. I'd love to hear your feedback. And if there's any search requests or reports that you saw today that you would love to be shared in your own account, we're on standby. We're ready in here and happy to help. So that concludes our meeting for today, our webinar of beyond the bid for police and fire department. We're gonna continue this series across various industries. I believe next up is transportation, highway traffic, and safety. So if you're, kind of on the cusp of that niche, not only police departments, but also traffic and safety, I highly recommend following up on that one in two weeks as well. Appreciate your time with me, and, have a happy Friday and amazing weekend.