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Researching Your Competition

Jun 13, 2018

We have all heard the saying “know your competition.”  It doesn’t matter if in business or sports, you need to know who you are going up against.  When pursuing state contracts this is critical.  This sounds like common sense, but businesses rarely do an in-depth review of the companies they are competing against.  Think of […]

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Cooperative Contracts: What are they? What’s in It for Me?

May 02, 2018

What is a cooperative contract? Cooperative contracts are most widely used in public procurement i.e.: state and local governments, however, you will also find cooperatives in both K-12 and higher education.  These types of contracts involve the sharing of contracts between organizations.   As defined in the American Bar Association Model Procurement Code for State and […]

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Bid Presentation: This could be Fun!

Mar 14, 2018

Occasionally, you will see this in a Request for Proposal (RFP), “Mandatory Oral Presentation”, sending you, and your RFP team, into a panic.  First, public speaking, even in small groups can be intimidating.  Second, you have a million questions; who will be there to evaluate and listen, who from the team should present, and what […]

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Vendor Debriefing: Learning from your mistakes

Jan 31, 2018

Winston Churchill once said, “All men make mistakes, but only wise men learn from their mistakes”. This is never more true than with the bidding process. No one likes to lose, especially when bidding on a large contract. However, the State does provide a mechanism for bidders to receive insight into how their bid failed. […]

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I Think Thou Protest

Dec 13, 2017

In the words of William Shakespeare, “Methinks thou dost protest too much.”  However, this is not true when protesting an award of a state contract.  Protesting is your right as a bidder during the solicitation process.  There are many misconceptions when it comes to filing a protest.  For example: I will be shut out from […]

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The “Know-Knows” of Procurement, Part 2

Nov 01, 2017

In the second post of my two-part series, we examine how invaluable knowledge and experience can be to the government procurement process. KNOW your product This seems obvious, but unbelievably there are companies that do not prepare their team to present their product to prospective clients.  Many companies have a government sales person.  This is […]

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The “Know-Knows” of Procurement, Part 1

Sep 27, 2017

In the first of a two-part series, we’ll examine the people side of state government procurement.  I’ll help you drive down the questions of who are you marketing your product to? KNOW your market Is your target market the public sector?  If you are targeting the public sector to expand your business opportunities there is […]

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Democratic Caucuses Introduce ‘Michigan Jobs First’ Legislation

Sep 15, 2017

This week, members of the House and Senate Democratic Caucuses formally introduced their “Michigan Jobs First” legislation.  The bill package gives Michigan companies preference when bidding on government contracts.  Details of the four-bill package include: Gives Michigan companies an 8% financial advantage when competing for state contracts Gives in-state businesses thirty-days to resubmit their bids […]

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