Government and Education Online Buying Trends
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Transcript of Government and Education Online Buying Trends
©2009 Yeoman Technology Group – All rights Reserved
Government and Education Online Buying Trends
Originally broadcast as a Webinar – Feb 2010
©2009 Yeoman Technology Group – All rights Reserved
AgendaOverviewRise of Online SystemsChange in actual purchase
Rise of non-bid purchasesRise of RFI
Core ChallengesMonitoringResponding
Next StepsQ & A
©2009 Yeoman Technology Group – All rights Reserved
About Yeoman
Slightly Different Approach to Sales and Distribution
Focus on entire webSegment into ‘channels’Match customer buying patterns
Manufacturing, Publishing, and Technology CreatorsRely on usage statistics to support any assumptions$1 rule applies
©2009 Yeoman Technology Group – All rights Reserved
The Big Myth – There is not “One Internet”
DirectMajor
E-TailersBid / Auction Supply Chain
SystemsReferral /Associated
Knowledge Centric Social Centric
There are groups of distinct sites and systems. Each has their own group of competitors, sites, and systems. They ARE NOT searchable or accessible from one spot.
©2009 Yeoman Technology Group – All rights Reserved
Traditional Sales & Distribution Model
Manufacturer
Distributor
Retail
Partners
OEM Consultant
Direct
Sales Team
©2009 Yeoman Technology Group – All rights Reserved
Internet Delivery not consistent
Manufacturer
Distributor
Retail
Partners
OEM Consultant
Direct
Sales Team
Direct
ETailers
Bid
Supply Chain
Referral
Social
©2009 Yeoman Technology Group – All rights Reserved
Gov / Ed Online Activity
Early Internet focused on home built systemsMost failed, except for FedsNew rise in relying on third parties for bids
Huge rise in debit card sub $10k purchasing
©2009 Yeoman Technology Group – All rights Reserved
Migration away from direct systems
DirectMajor
E-TailersBid / Auction Supply Chain
SystemsReferral /Associated
Knowledge Centric Social Centric
Bottom line: Switching to a third party vendor for posting and management lowers cost for organizations, but makes tracking opportunities more complex
©2009 Yeoman Technology Group – All rights Reserved
Who’s Online?
Federal Government
(>90%)
State Government
(>75%)
Large Cities (>75%)
Towns (<50%)
Universities (>60%)
Colleges (<50%)
NOTE: Based on Yeoman analysis of bid levels and activities
©2009 Yeoman Technology Group – All rights Reserved
Who’s OnlineFederal Government is most advanced
Notifications, Grants, and some submittalsEasy monitoring and tracking
States are varied100% have online posting27% have some type of online catalogOnly 43% have active City/Town usageMix of free and fee based access
Towns, Colleges, and UniversitiesNo consistencyWide variation within states and college groups
©2009 Yeoman Technology Group – All rights Reserved
Can’t There Be One System?
Highly UnlikelyFed Gov’t not allowed to mandate to StatesStates not allowed to mandate to Cities or UniversitiesCities/Towns not allowed to mandate to school DeptUniversities not allowed to mandate to individual departments
System Design and Control Public Input and
Local Rule
©2009 Yeoman Technology Group – All rights Reserved
Rise of Ecommerce / Debit Cards
Easier buying process
Many push limits way above $500 ($10k in some cases)
Helped by major player willingness to set up terms and custom sites
E-Taile
rs
•Great systems
•Multiple Brands
Direct
Sites
•Need to support CC
•Multi-quote limits
Auctions
•Question on quality
•Can’t accept gov’t terms
©2009 Yeoman Technology Group – All rights Reserved
Online Bid SystemsOver 100 different vendors
Public PostingVendor Registration & ManagementFull catalog systems
Plus suite of Monitoring optionsOnvia, Bidsync, Rfp.com, Schoolbid, etcNone can get all areas automatically
Too many variations and rules between systemsNo standard classifications or descriptionsNeed management process with human element
©2009 Yeoman Technology Group – All rights Reserved
All Levels of Sales Process Online
RFI / RFP
Pre-solicitation
Advance Notice
Bid
Short List
Sole Source
©2009 Yeoman Technology Group – All rights Reserved
Starting pointAssess current program
How do you find opportunities now?Direct or downstream partners
If you rely on downstream, audit their approachKey Elements of program
Complete monitoring for target customersDaily review of major systemsRegistration and certification in all relevant systemsTight tracking and reporting of opportunities and resultsTied by to larger sales operations
©2009 Yeoman Technology Group – All rights Reserved
Yeoman Online Bid Management Service
Online Gov / Ed Presence
Daily review and update of target
opportunities
Company registration and
certification
Monitoring of all major systems
Cost effective alternative to doing it yourselfManagement and Tracking of target marketFiltered opportunities presented to youAction step decision is yoursAutomatic Results TrackingFixed Monthly Fee
©2009 Yeoman Technology Group – All rights Reserved
Questions / Comments?
Thank you for attending
www.yeomantechnologies.com
800-667-6098