Stacey Hawkins is assistant managing editor of FORM Magazine. You must register in order to receive bid notices. This process allows you to designate the products and services you specialize in. Register with your resident city and county first, then expand to neighboring cities and counties within your state. Most government work is up for public bid, and pricing is competitive.
Manufacturers are more dominant at the state and federal levels.
Smart selling is rewarded. Use consultative selling to introduce new products, and you may be designated as an agency's sole vendor. Eventually, the application will be submitted for public bid, but after 6 to 12 months as sole vendor, you'll have an advantage over the competition. If your business is minority-owned, you should register accordingly to receive special bid notices. Mike Messmer, vice president and general manager, Nova Vision Inc., Bowling Green, Ohio.