Big Money Selling to City Government: How to Land Government Contracts by John K. Perez is a comprehensive “strategy guide” about how to market to cities with the aim of winning annual contracts and purchase orders.
If you find yourself asking, “How do I sell something to the City of New York or the City of Los Angeles?” Or, secondly, “How do I find out who buys products and services for the City?” This book will enlighten you and your sales team about how to effectively bid on annual contracts for the supply of goods and non-professional services.
This guide takes you through the intricacies of the competitive process known as the Request for Bid. It provides the reader advantages and advanced strategies for a successful bid outcome. It delves into annual contract research techniques, public information gathering, and provides winning strategies for getting that big annual supply or service contract. It also provides several marketing strategies for existing city contracts.