Top 5 Ways to Build a Better Pipeline in GovSpend

So, hopefully, we, all registered for the right webinar today. We are joining for the top five ways to build a better pipeline with GovSpend. This is one of my favorite topics. I AI your go to girl for government opportunities as it pertains to GovSpend data. Super excited to go over one of my passions, fueling, maintaining, and turning those open opportunities to some closed ones and how to, you know, continue to maintain that pipeline, making sure that we're constantly building that snowball with the use of GovSpend. So before we get started, what motivated you to join today? What are you hoping to gain from today's session? What are you hoping to learn? Go ahead and open up that chat. Type it in. Let's see some of those answers. Love it. More ways to utilize the tool. Oh, streamline processes, build leads, getting the most out of the tool. Awesome. Oh, yes. We're definitely gonna go over all of that today. Oh, I love that. Thank you, Jimmy. When you would attend a webinar, you learn something new. I love it. Yes. We all need some more pipeline. Awesome. I love the participation today. We got a lot of good folks on the call today. So why are we having this session today? Well, I meet with clients regularly. We have an awesome group of clients, thousands of clients, and here are some of the most common topics that we discuss as it pertains to some of the the the troublesome roadblocks that we experience when managing AI. Whether you are a sales leader, business development, individual contributor, managing a team, these are all pains that we all experience. And so some of those pains that we're gonna be discussing today is or overcoming today is, hey. Sometimes the opportunity it's too early in the sales process to truly determine if the opportunity should be added to the pipeline. You know, should we commit to it? Is it a viable opportunity? Is the agency or client that we're trying to sell, are they already under a contract or have made the purchase? Am I too late in the game? Have they made up their mind on who they're gonna move forward with in the bid and RFP process? You know, was that bid influenced in any way where it was a losing game to from the get go? The agency's budget has been set. There isn't any wiggle room. You know? Got it. Better luck next time or better luck next fiscal year. We need more information in discovery to appropriately price, quote, or compete for that opportunity. You know, maybe again, maybe it's just not a viable opportunity. It doesn't meet our ideal candidate. Somebody that is going to benefit from our products and services. Maybe we don't have the certificates. Maybe the way that this agency is purchasing this item or the requirements that that agency has or that state has, we're not aware of it. Maybe it's a learning opportunity for us if we want to expand into those states, or maybe it's a state that we don't even wanna enter because there are certain requirements or certain types of regulations that we're just not there yet, but we'll get there. The last two problems or, issues that a lot of our clients experience when managing a pipeline is relationship hasn't fully been established with those key decision makers. Maybe we're we're talking to some end users of the products and services that we offer or the consulting work that we do, and it's not the real people that are gonna be, you know, in procurement pushing it along and approving those funds. Or that deal fizzles out. We had a really great opportunity. We got the gang together. We're working with that agency. We're vibing. We feel really good that this is gonna come through. And then all of a sudden, just like in any industry, people move on. They get promoted, or they find another opportunity and that my main point of contact is no longer there. How do we keep those opportunities progressing or those relationships building in those instances through the use of GovSped? And so what are those ways? How can we overcome these obstacles through the use of the data in GovSpin? And we're gonna go over that today and discuss these key topics in no particular order. They're all gonna go hand in hand with one another, but we'll show you exactly how to over overcome those obstacles. You can learn from GovSpin how to navigate the procurement process. Maybe we need to learn and understand how that agency is purchasing your products and services. Maybe they don't ever go out for bid an RFP or maybe they only go out for bid an RFP because your product is above that that threshold. We can build strategic relationships. We can identify not only our end users or potential end users, but also the key decision makers and influencers at that agency through the use of Gutspin's contacts and the data that that Gutspin provides there or knowing which agencies are piggybacking off of each other. If I'm working with agency a and I wanna extend agency b the same great love and service that I'm providing agency a, that's another way that I can leverage that relationship and continue to grow that opportunity and fuel that pipeline. We could also, through the history, the spending history, our bread and butter, all of that data of all the spending trends and patterns, how to effectively time and plan our pipeline. Remember, one of those obstacles was, hey. Maybe they're already in an agreement and it doesn't expire for another few years, or they're on a contractual obligation, or the budget has been set. Well, what is the timing of those items? What are the trends? How can I get ahead of it so that I am effectively managing my efforts to continue to fuel my pipeline? And the last two items is how do I create a value driven proposal? How do I make sure I'm not wasting any time on a bid opportunity or putting a proposal together if I know it's a losing game if they've already went and chose a competitor, or maybe it's a competitor I can't compete against, or somebody that I'm doing a product replacement over. So lots of great ways to dive deeper into the value and develop our value proposition across the competitors in that market. And then lastly, hand in hand with building relationships and leveraging go gov spend's contacts is, you know, those follow-up strategies. Not just saying, hey. I'm checking in or just following up. What are some ways to maintain momentum in our AI, building that lasting trust, and turning that open opportunity into a close one? So lots of great stuff. Now selfishly, these are my goals for everybody on the call today. These are my goals. My goal is to help elevate and enhance your current pipeline planning with the use of GovSpend. That's the goal today. We're also going to learn how to fuel, so continue to find those leads, identify opportunities, understand who our ideal candidate is to approach, to maintain our pipeline, and continue to progress them through the pipeline stages. Save time, money, and resources while making you money through the use of GovSpend. Hopefully, GovSpend saves you hours on doing that research or submitting public records requests on your own. A lot of that information exists in the GovSpend platform for you to, at your fingertips, pull that information up. And then, of course, as always in all of our webinars, become ten percent better in maximizing our GovSpend subscription. Alright. I love it. And, again, for those of you just joining, my friend Bailey is gonna be managing the chat. So throughout the demonstration, as we get into the screen share portion and start going through the various modules and strategies that I highlighted on the slide before, go ahead and post your questions in there. You can choose to share your question with everybody or just send it to Bailey, and have a private convo with Bailey as well if you don't feel like wanting everybody to look at your question. So definitely use that chat, functionality. And if you have any questions after the webinar today or interested in learning more or having your own session, go ahead and email or chat. Use the chat icon in the bottom left corner of the GovSpend subscription. Right here at the chat icon, we have many folks readily available to chat with you right away. Let's begin. Are we ready? Ready to dive into it? Awesome. So let me go ahead and expand, make sure we're the full screen. So right now, what I'm looking at yeah. Thank you, Patrick. I needed that energy. Does this support researching national stock numbers? So NSN numbers, when the agencies do record them, NSN numbers are searchable. Just know that it's not a AI, so not all of the agencies put the NSNs. But in either fashion, our team is here to help with those support requests or search requests as well. So let's dive into it. The first question is, you know, before I even plan my pipeline, I need to understand this major question. Are there any outside influences that are affecting my pipeline? And what I mean by that is is is timing an issue? Is location and territory a factor? Is weather a factor? So some of those examples is road salt. I love using road salt. Yes. Timing. I'm glad that this is resonating with some folks. I know that for our ed tech and software individuals, timing is of the essence. Schools, when they're in session, summer break, how long the school year is for that individual. And also for my MRO and landscaping and construction, weather, the weather and climate all have outside influences to our pipeline and opportunity building. So what better opportunity than to use road salt because both have an effect. Road salt, you know, the salt that the Department of Transportation and cities and counties purchase to lay on the roads during the snowy seasons. Currently, I am in GovSpend report builder. You can access the report builder by clicking new features. There's these amazing templates. And right now, I'm currently in the spending heat map. If you do not currently have access to this report builder, go ahead and use the chat icon right here and chat with a specialist while you're logged in, and they'll be able to turn that on for you. We have people waiting, to have access to those new features. So right here, I typed in road salt at the beginning. And under here, I have my states built out. I can see that the more spend is happening, so more money is being spent on road salt in the northeastern states than there is the southeast. Again, timing, location, climate, also population. These are more populate population dense in a lot more cities than up here in Montana and Idaho and Wyoming where it snows a lot, but there isn't that much population. There's a lot of open land there. Whereas in Illinois, Ohio, New York, Pennsylvania, they have a lot of cities. So there's a lot of spend. There's a lot of need for road salt. So if I'm planning my pipeline, I'm probably not gonna be targeting Montana, Idaho, and Wyoming. I'm probably gonna find my sweet spot and make sure that I'm targeting these agencies right here that are spending the money on the products and services that I support and supply. If you need the report builder, please, please, please go on the chat icon within GovSpend, not the Zoom app. Make sure you're chatting right here and click chat with a specialist. There you go. Thank you, Bailey. Now another area that we can look at is who is being awarded the most for road salt. Who is that? And if you scroll farther down, not only do we put it in a beautiful chart for you on the spending heat map, but we also have the vendors, who's being awarded the most in those states. So rather than having to export all of this raw data and put it into a pivot table or put it into your own type of spreadsheet, it automatically does that for you at the bottom right here. So I can see Morton Salt and American Rock Salt and Compass Minerals America. These top companies are probably my competitors if I'm selling road salt. These are who are being awarded the most in these states and who's spending the most. So that is our report builder. And, again, we're trying to identify what are those outside influences affecting my pipeline. Timing, location, population, AI. What are some of those outside influences so that I can appropriately plan my outbound efforts and build that snowball and making sure that if there are any peak seasons on when these agencies are spending these on these items, I can effectively, plan my approach. Now not only do we have outside influencers, such as time, climate, and all those items, but also market. Now what I did next in our next section is, let's say AI wanna understand my competitors. So right here, I switched it to product spending computers versus phones. This is just a template. I changed it to you know, a majority of us on the call today, we all use a CRM. A CRM such as Salesforce, Zoho, HubSpot. So those are some of the top three that I hear all the time that our clients use, and so I use this as an example. Now what it's doing right now is I'm searching for agencies that are purchasing Salesforce, Zoho, or HubSpot. These are or statements. And I'm looking at the agency spend over time. I am seeing two very big peaks. I'm seeing one around q two of twenty twenty three and q one of twenty twenty four. When I'm looking at this, I can see that these are the trends of when agencies are buying. And it looks AI, although there's a big peak in q two, maybe a lot of these vendors secured early renewals to maintain that business early because there wasn't another spike in q two, and we're currently in q two or entering getting more records for q two, I should say. But q one, it looks like there was that early shift. So now I can see the shifting trends. Agencies are purchasing the products and services I'm interested in earlier, and I should plan appropriately. So if I see that this has shifted to q one as the peak, I probably wanna make sure that I'm upping my efforts in q three and q four to get ahead of those transactions that are executed in q one of twenty twenty five. Now not only can I look at the spending trends and the peaks and the valleys, you know, when are those slow quarters or slow months, I can actually come down here and see, you know, who's being awarded the most and most often or compare those three? Right now, I have when you enter these items, it's automatically gonna select grand total. That's the default. That is the grand total. But if I wanna look at a a cross comparison of these competitors, I can click on this little icon right here, and it'll color code the three. Now when I select those three, notice how Zoho and HubSpot, they're not even a blip on the radar. So if I'm a CRM, I can I can understand? If I'm competing against these three businesses, I'm probably not gonna try and go after Salesforce clients. They're like the leading CRM in the industry. I'm probably not gonna compete against them. But I might have a fighting chance against these other two, Zoho and HubSpot. So if I remove Salesforce, I don't wanna look at the agencies purchasing Salesforce. I wanna look at the agencies purchasing Zoho and HubSpot. It zooms in, and it'll show me the cross comparison between Zoho and HubSpot. It'll change the colors, but I'll still be able to determine which one's which. So right here, I can see Zoho looks like to be the preferred CRM, and we have a couple of peaks, couple of valleys. It looks like we were we gained some business, that wasn't retained by HubSpot. HubSpot traditionally tends to be a more like a marketing tool. A lot of marketing individuals love the HubSpot tool, and Zoho tends to be a little bit more of a traditional CRM. Both of them still, you know, different accessories, learning the market. And and the overall purpose of this exercise is to highlight understanding what competitors you can compete against versus you cannot or where that low hanging fruit is will help me build a better pipeline because I am targeting not only right fit agencies, but agencies most likely to buy and meet me in the middle. They're interested or they're not spending on the number one product in that industry. And if you're that number one product in the industry, more power to you. Now are some of these examples resonating? I wanna make sure I'm not losing anybody. I know there's a lot of subscription service individuals on the call today, so I wanted to make sure that I highlighted the spending trends. And then with my folks that, how do we change the chart? Great question. You click edit report. Right here, tags query, that's where you wanna put in your keywords. So Salesforce, Zoho, and HubSpot. So whatever you put in the top field, you wanna add to your tags right here. And then I prefer the area. It defaults to the bar. Thank you for that call out. It defaults to the bar chart, but I personally like the area. And then I make sure that it's polychromatic and group label right here. So that's how you can really slice and dice it. Now if you're looking for something specific, I do recommend scheduling a one on one session with your relationship manager. And if you don't know who that is, just email support and we'll provide you with their scheduling link and you can pick the best time for you to connect and go over a report builder. Alright. Moving along. Now so far, we've gone over outside influences. Competitors, timing, location. But how do they buy? How are they making these transactions? How do I find that out? And one of my favorite examples to use is PopSockets. And if you don't know what PopSockets are, that's okay. I found a little Google photo for everybody. So these are PopSockets. They actually go on the back of your phone, and a lot of agencies and universities, they like to put their logos on it, cities, police, sheriff's departments. And so it's just another, like, apparel item. But you put it on the back of your phone, and it helps you hold it. But it's something so small. They're AI ten bucks here and there. Some of them are even a penny. So how are these agencies making these transactions? Excuse me. Now I typed in items, HopSockets, and now I'm looking at the date the transaction took place, the agency that is making the purchase, the company that is being awarded that business, and what it is that that agency is specifically buying. Now when I look at this information, there's a couple of ways that I can look and understand how that agency is making that purchase. If you are familiar with the bid and RFP, the process, you know that when an agency is required to go out for bid and RFP, it's because it's above that threshold. The average across the United States, they did a study, and across the United States, the average bid and RFP threshold is twenty five thousand dollars. Now some industries AI construction or computer and IT, they have a higher threshold since those items tend to be a little bit more expensive. But if your products fly underneath or around that twenty five thousand dollar threshold, you best believe that sometimes your opportunities and how you win that business is gonna happen outside of the bid and RFP process. And just to take it one step deeper, AI, looking at these transactions, the total price, these are all well below twenty five thousand. You know? Some are a little bit, you know, more bulk orders, but a lot of them are under twenty five thousand, that bid and RFP threshold, and even maybe the quoting threshold, which is even a less formal process than bids. And to take, that one step deeper, I'm actually gonna open this in our bid product. Right now, I'm in spending. I'm gonna click on these three dots in the top right and click open in bids. There are no bids currently open for PopSockets. But there has been in the past let's see. Let's take a look. Expired. They must have been purchased. Oh, yeah. Lots of units. Lots of units there. They have to be above a certain threshold. And notice that some of these are even quotes. They're RFQs, not RFPs. So sometimes we have to understand how are these agencies making this purchase. If I'm selling PopSockets and I'm only using GovSpend for bids, I'm not fueling my pipeline. I'm not building my pipeline because I'm not meeting or going where my agencies are making those transactions. So let's go ahead and go back to spending and pop sockets. Now another example that we can, learn from is industry trends. Now I have a question. Typically, whether you're selling through a contract or you're selling a product that has a a warranty or a shelf life, like, what is your industry standard? Go ahead and go in the chat and type in, you know, what is your industry standard? Is it typically a three year contract? Is it an individual transaction? There isn't any contracts. Like, what are your industry trends? Oh, ten years. That's they're committed. Three to five years, four or five year lease. Wow. You know, the longer I've been at GovSpend, it's really transitioned from one year contracts to multiyear agreements within agencies and industries. There's there's a lot of them, whether it's either annual or longer terms. It's interesting because a lot of agencies I think that the trend that's influencing there, and this is just me safely assuming working with agencies, is that they also want to build long time relationships. They don't wanna go out for bid every year for the same thing over and over again. They wanna find a solid vendor that's gonna be with them, give them the same great service year after year. They wanna stick with them. They like that vendor loyalty. Awesome. So some of those trends, you know, that's that's an industry trend. Like, what is the commonality in your industry? That also influences how we're building our pipeline. Who's coming off of a three year agreement? Who's currently in a three year agreement? And when do they expire so that I can plan my pipeline? Like, for example, if I'm selling PopSockets and I see that Florida International University just bought two hundred plus PopSockets, they don't have a need to buy PopSockets right now. But if this is the time in June when they typically purchase Popsockets, then I'll probably reach out maybe in two years and see if they wanna do it again or maybe in April, get a few months ahead of the June time period if they purchase annually. Depending on your industry standard, you'll know how to effectively plan to, plan your outreach to that agency based off of those trends. What would be another example? Warranties. You know, we can do Chromebooks. We can do warranties. There's a shelf life. Let me do AppleCare. Let me let me do AppleCare. I know for me, I just got a new phone. AppleCare has, like, a two and a three year option. So if I wanna look at agencies that have warranties AI. So I'm gonna type in AppleCare. Let's see what agencies sell. These are all of the products. They have four year and two year. If I wanna look at the two year option, two year, two year, I wanna see those that are coming off of those two years. Not recently purchased because this doesn't help me. They're locked in for two years. AI can plan that for two years in advance, but what I'm actually gonna do is I'm gonna change my date to last twenty four months. And the reason why I'm changing it to the last twenty four months is so that I can sort it descending or is it ascending? Bailey, I always mix this up. You and I were joking about this the other day. Ascending. Ascending. Now here are wow. These are twenty four months and these are two years. This is like shooting fish in a barrel. I know that these agencies have Apple products and some of them have a lot. Four hundred. There are four hundred devices for La Vernia Independent School District that have warranties that are expiring or AppleCare that is expiring. What this allows me to do is plan my pipeline effectively. Now it just AI. So maybe I can reach out to them and and call them and and talk about their devices and their plan for a tech refresh. Let's look into that. I can look at two year AppleCare. I see that the purchase order ending in is a hundred and eighty eight. So if I wanna use the contacts that GovSpend has for this agency, I can actually reference this purchase order and say, hey, Susie in procurement. I have purchase order ending in one eight eight in front of me. It's for a hundred and forty three thousand. I want to talk to the person that was directly involved with this transaction. And what even better way to strike up that conversation than to call from a place of knowledge? Notice how I'm not talking about how my AppleCare is better than somebody else or I'm saying I know you have AppleCare coming up for expiration. I just I genuinely wanna talk to the person that was directly involved if it's not explicitly written on the purchase order. It's how you turn that cold call into a warm call, but also know who your influencers are, your decision makers, the people that were part of this transaction, who are most likely going to be making that transaction again, who oversees those IT purchases for La Verne Independent School District. Another hidden topic, another hidden tip and trick that I wanna share with you all today, and it's not for every agency, but for the agencies that we partner with, there's a good chunk that do disclose this to GovSpend and we share it with our clients, is their fiscal year. You know, some agencies, you would be surprised some of their fiscal year is October or maybe they start in January. How do I stay on top of those budgets? But I can see that through here. I have this little business card. It was highlighted on the purchase order. I can see when their fiscal year is. Now I can get ahead of that budget conversation. You know, so many so many AI, I hear our clients say, I missed the budget. I missed the fiscal year. They already have it set. How do I get ahead of it next time? Well, here's a quick tip and trick. It's written right there on the agency profile. You can click on any of the agency names. And if that agency did disclose it with us, it'll be under right here on the tab. If it's not there, then that agency didn't disclose it with us. But it's a quick and easy way to identify how to plan our pipeline, how to plan our outbound efforts, and get ahead of that budget season. Alright. One way to search is to look at products related to products and services we're selling. Yes. So you can look at your products. You can look at your competitors. Right now, I'm looking at, transactions. So if it's something that you sell or a competitor, change the dates. You know, these are applicable to individuals that are selling products, but you don't have to just do products. You can also do services. Let's say, you know, there's there's certain, if you do vehicle outfitting, that's another example I like to use. I wanna research agencies that have rather than looking at old transactions, I I wanna look at recent. I can look at the last thirty days of, when an agency just made a vehicle purchase. You can use that same strategy on Chromebooks and tech. Maybe you sell accessories to technology. Maybe those Chromebooks you you know that k through twelve school district, they're just gonna toss those Chromebooks into their backpacks. A water bottle's gonna break open in the kid's backpack. They gotta have some replacements or refurbished devices handy for that wear and tear. Or why don't they make the investment on some cases? You know, there's your value proposition. I'm gonna save you money by covering those cases so that it'll withstand even long after that warranty expires. So lots of different ways to leverage these filters to hone in on those ideal customers, those ideal candidates of agencies that we wanna target. Thank you so much for, Kendra pointing that out. Hey. Products and services or either, you can use this strategy a multitude of ways. Alright. So far, we've gone over timing and location, competition, understanding AI is company name. Are they purchasing AppleCare directly, or are they purchasing it indirectly? The last example I will highlight on this topic is I know I have some EdTech individuals. If your product or service integrates with another product or service, that is another great way to identify either upsell opportunities to fill your AI, or maybe you wanna look at your existing customers. You can even look up your own business and see what your agencies that work with you have. Maybe you provide a multitude of products or subscriptions. If that agency only has one out of the five that you offer, again, that's another way to fuel, maintain, and upsell. For any of those account managers, if you're an account manager that is focused on retention of agencies and upselling agencies, there's another way that you can leverage this report by typing in your companies. So type in your company name, and just look at the list of agencies that are either our current or previous clients. Maybe we can learn how to win them back. Lots of great intelligence and so many different ways to leverage it. I know we're we're, halfway through today, but I wanna make sure that I'm making this res this webinar resonate with the folks that are on the call today. Any questions so far, on this specific scenario, though, using the last twenty four months, sorting ascending so I can see those warranties or subscriptions or services coming up for expiration depending on your industry standard. We don't only have last twenty four months. We also have last sixty months for those that have that industry trend of three years or four years. Alright. Moving along. So last few, items I have are Chromebooks. You know, how do I make sure that when I have an open opportunity let's say I'm selling Chromebooks, and the people I'm working with, they're great. I've got procurement in my back pocket. I have, you know, the end users. I got the superintendent of that school district on board. I'm good. I've got my pipeline going. I've committed to this opportunity. I told my director I'm gonna get this. I'm bringing this agency in by the end of this month. But then they start ghosting you or then you don't hear back. What do we do? How do we keep that opportunity progressing? And like I mentioned earlier, sometimes, you know, in any industry, we have people that get promoted or move on to other opportunities or, hey. I'm that's no longer in my budget. That's gonna be so and so's, But I don't wanna tell them how to spend their money. They're new in their role. I don't want you to bother them. How do I find those contacts? How do I maintain that? Well, what better way than to use GovSpend because we have contacts. So for an example, Chromebook, I can look at these agencies and I can see who's spending on Chromebooks, but also research the contacts at those agencies. Fun fact. At GovSpend, we do not discriminate the contacts that these agencies provide us. We ask for every employee at that agency, whether they're the janitor, teacher, custodian, not janitor. They're called custodians now, superintendent. We're asking for everybody's contact information. And when that agency provides it to us, we have it mapped out so you can filter based off of title, department, the school. You have their phone number, their email. So if there's a deal that's fizzling out and you need to find somebody so for example, we're using Chromebooks. Typically, those decision makers are, you know, head of IT, information technology. What is that? CIO chief information, chief technology. You know, what one agency calls tomato, another calls potato. So always gotta think of all the different titles that are gonna be most relevant to me. Now I have five hundred and eighty one contacts to can use at my disposal. I can even look at procurement. Maybe there's a head of procurement. Maybe there's somebody in procurement that's delaying my opportunity. And the person that I'm talking to keeps telling me, oh, it's in procurement. It's happening. It's in budget approval. It's already been approved. Now it's just going through just pick up the phone and call procurement. Right here, I I noticed that we had some construction people on the call. If you wanna talk to construction procurement, there's so many different ways to layer and mix and match. But when you do titles, just change it to text. So that way it says field contained, and it'll show any variation of that in the individual's title. And, again, leverage those phone numbers, those emails to really progress that opportunity, maintain that opportunity in our pipeline, and see it all the way through. AI. Now we have a couple of minutes. I wanna leave it open for any questions or any additional examples to tie it back what we went over, you know, our goals. Remember, I wanna be everybody ten percent better in the GovSpend platform, but we went over how to navigate let me get this out of the way. Navigate the procurement process. How are agencies purchasing our products and services? What are ways that we can progress those opportunities and maintain those relationships? How can we leverage the trends and spending patterns? Although we went a little bit deeper into the GovSpend platform, a lot of these are you can go even deeper. So if you want a session to go over these strategies with your team specifically or go over your specific industry and examples, happy to do so. Just go ahead and reach out to support at GovSpend dot com, and they'll get you connected with your relationship manager. But wanna open it up for any questions in the chat. Go ahead and plug them in. We just blew everybody's mind, Bailey. They're just marinating and soaking it in. My thoughts exactly. I know. Lots of information. Can you do an NSN search? So let me just help show you really quickly. I mentioned this earlier, but in the procurement process, it is not like a state mandate or federal mandate for these city, state, municipals. The way that they record their purchase orders, they're not required to put in an NSN number, but some of them do. You can type in NSN. But just to show you, you know, we have roughly around nineteen hundred plus agencies that are recording it on their purchase orders in that way. You can also search for a very specific NSN AI this one has the NSN spelled out. And if I wanna see others that are like it, I can just go ahead and type it in. One moment. My copy and paste function is being a little slow today. There we go. And you can see other agencies that are recording it in that way. Yes. The recording is going to go ahead and send it out to you. You'll also have access to any of our other previously recorded webinars at GovSpend dot com backslash webinar. Bailey, can you put the link in the chat for everybody? There also will be an email going out with the slides and the recording. Is there a way to tell how long a person has worked at the agency? There is not. There isn't a way to see how long they have been there. We do refresh our contacts twice a year. So if that person is no longer there or they've been promoted, have a new title, we'll eventually get to it as part of our refresh cycle. How often are the co ops and contracts or spending and PO sections updated? We get new data every single day. There's new information added to the GovSpend platform every single day. It depends on that agency and the state that they are from, how frequently they provide us those updated records. But just know that each and every one of these modules get new information every single day. Yes. There is a way to focus on leases instead of just purchases. My recommendation is to under titles and descriptions contains, add the word lease or monthly, some payment terms so that on the purchase order or the transactions that you're looking for, you're focusing on leases instead of the purchases. Federal government contacts. Yes. That one's a little bit more tricky. We do not have as much federal contacts as we do on our state and local. But that is an area for growth on the GovSpend side, and we do have some amazing product releases that we hope to bring to you soon before the end of this year that will help with even more government contacts on the federal front. That if you have five or plus more competitors to look for, you could always plug them in all right here. Just type them all AI of them right there, but just make sure that you have root word variations turned off so you're getting the exact competitor. Alright. I got one more question before we close. Can you use the heat map on just one state versus the entire company? Yes. When you go into the spending, entire country. Yes. So when you go in the spending heat map, if I type in we'll use my Salesforce example again. Salesforce. People all over the United States purchasing Salesforce. But if I only wanna look at people in Texas, I can click on Texas, and now results for just one selected AI. And then now I'm looking at the results for just Texas, or I'm looking at the chart just for Texas AI here. Is alright. Perfect. And that's time, everybody. I love the questions. I love the participation. I hope that everybody is now ten percent better in GovSpend. And if you really enjoyed any of these strategies, I highly recommend reaching out to the team. We love connecting with our clients and going over these strategies one on one and or as an office hours or with your entire company, or any licensed users. Please give us a holler and a shout out. We appreciate our clients. Have an amazing Thursday, and build those pipelines.