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Marketing Programs Consultant
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| Five Myths about Selling IT Products and Services in State and Local and Education Markets |
3. The RFP does not say how many they are going to buy so it must not be worth much.
Term contracts in the state and local rarely have dollar figures attached to them, but, they tend to be ones that are worth
more since all the state agencies within a state government buy from them.
4. Now that I have a contract I won’t have to keep bidding on projects.
Most contracts are awarded to multiple vendors so you still need to compete among contract vendors for the big IT projects.
Sharpen your proposal skills. A salesperson with no proposal skills or support is like trying to plant a daisy in the middle of
a monster truck rally.
Term contracts in the state and local rarely have dollar figures attached to them, but, they tend to be ones that are worth
more since all the state agencies within a state government buy from them.
4. Now that I have a contract I won’t have to keep bidding on projects.
Most contracts are awarded to multiple vendors so you still need to compete among contract vendors for the big IT projects.
Sharpen your proposal skills. A salesperson with no proposal skills or support is like trying to plant a daisy in the middle of
a monster truck rally.