selling to the state & winning grant dollars
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Selling to the State & Winning Grant Dollars. Presenters: Peggy Lane, BlueStar Jeff Webster, INPUT. Agenda. BlueStar Overview Government Program at BlueStar INPUT Government 101: Selling to the State and Winning Grant Dollars. BlueStar Overview. - PowerPoint PPT PresentationTRANSCRIPT
Presenters:- Peggy Lane, BlueStar- Jeff Webster, INPUT
• BlueStar Overview
• Government Program at BlueStar
• INPUT Government 101: Selling to the State and Winning Grant Dollars
• BlueStar is a “dba” for United Radio, Inc, a Kentucky Corporation• Corporate Headquarters - Hebron, KY• Founded 1929, Privately held• 19 Offices serving the Americas• 300 Plus Employees• Primary Niche Markets
- Retail/Hospitality/POS- AIDC/Mobility/RFID
• Average Compound Growth of 28 % per annum since 1992
• FUSION – End-User Demand Generation Campaigns• Dedicated one-to-one sales rep for each customer• Online catalog and ordering at http://www.bluestoreinc.com• Same-day shipping• Online order verification and tracking
• Integration Services at BlueStar Warehouses- Hardware & peripheral configuration and testing- Loading/flashing of all software- One master carton repacking- “Open Me First” documents
• Unlimited Pre- & Post-Sale Support in English, French, and Spanish via Internet or 1-800 support lines
• Monthly Government ISV Webinars– Qualified and End-User validated ISVs showcase and demonstrate their solution to no
less than 75 partner at each webinar– Verticals include e-citation & code enforcement, K-12 and higher Ed, Security Screening
and Mobile Data Access, First Responder Accountability and Inspections and Maintenance
• Dedicated Federal ,S&L Business Development Resources– Contract Vehicle Consulting and Bid Support/Lookup– Bid Opportunities for all Federal, State and Local– Partner Coaching on best solution/matchmaking– Government and Grants 101 Webinar series
• Solutions Demo Pool– Large Demo Pool available through BlueStar– Motorola has a 70% Demo Program through BlueStar for its partners
• Marketing Support– Demand Gen webinars – Just signed contract with INPUT to efficiently search opportunities– Sales Books created detailing solutions offerings for qualified partners
• Our flexible and convenient leasing/financing solutions are designed to give our reseller’s end customers the ability to stay current with the most innovative technology solutions with no upfront costs.
• A variety of custom leases can be structured for our resellers including but not limited to:
– 0% Financing leases, with $0 down-Fair Market Value Purchase option*– $1.00 Buy Out Leases or 10% Purchase Options– Leases with Seasonal Financing– Deferred Payment Leases– Operating and Capital Lease Structures*Subject to credit, documentation and equipment approvals. 30% soft cost allowance*
Motorola Partner Channel ExpoLas Vegas, NV
Aria ResortMarch 7 - 9
© 2010
Government 101: Selling to the State and Winning Grant Dollars
Jeff WebsterSenior AnalystINPUT
April 20, 2023
© 2010
Agenda
State and Local Budget Process
Governor’s Priorities
Impact of the Federal Stimulus
State and Local Procurement Process
Selling to the Government
State and Local Grant Process
Best Practices and Tips for Applying/Using Grants
Grant Forecast
Market conclusions11
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State and Local Budget Process
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Typical Budget Timeline
JULJUL AUGAUG SEPSEP OCTOCT NOVNOV DECDEC JANJAN FEBFEB MARMAR APRAPR MAYMAY JUNJUN
Executive Branch Legislative Branch
Budget guidelines sent to agencies
Agency requests submitted to governor
Agency requests reviewed by budget office
Governor finalizes budget recommendations
Legislature holds agency budget hearings
Legislature adopts budget
Governor submits budget to legislature
© 2010
Total State General Fund Deficits Closed, FY 2009
-15.1% or higher
AL ($1.8B), AZ ($3.7B), CA ($35.9B), FL ($5.7B), ID, IL ($6.1B), MA ($5.2B), NV ($1.6B), NJ ($6.1B), RI, SC ($1.1B)
-10.1% to
-15.0%
CO ($1.1B), CT ($2.1B), DE, GA ($2.4B), NC ($3.2B), NY ($7.4B), PA ($3.2B), TN ($1.5B), UT, VT, VA ($2.3B), WI ($1.7B)
-5.1% to -10.0%
AK, DC, HI, IN ($1.2B), IA, KY, ME, MD ($1.5B), MI ($2.0B), MN ($1.6B), MS, MO, NH, NM, OH ($2.6B), OR, WA ($1.3B), WY
-2.6% to -5.0% KS, LA
-0.1% to -2.5% AR, OK, SD
No Deficit MT, NE, ND, TX, WV
14
National average = 8.2% Source: Center for Budget and Policy Priorities
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Governors’ Priorities
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Vertical Popularity Percentage, 2007-09
16
Source: INPUT
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Impact of Federal Stimulus
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Highlights of ARRA Impact on S&L IT
$205 billion in funding with allowable (not guaranteed) S&L technology spending• INPUT estimate: $5.7 billion in ARRA-driven S&L IT
spending
FY09: $0.9 billion
FY10: $2.25 billion
FY11: $1.25 billion
FY12 and later: $1.3 billion
• Funding for technology, science and research, infrastructure improvements, education, energy, healthcare, and training
Mostly distributed via long-standing S&L grant programs
18
© 2010
2008 S&L Spending vs. ARRA of 2009
19
Source: U.S. Bureau of Economic Analysis, Recovery.gov, and INPUT
“ARRA” = American Recovery & Reinvestment Act
2,015
144247
0
500
1,000
1,500
2,000
2,500
US$
(bill
ions
)
S&L Spending (2008)ARRA S&L Fiscal ReliefINPUT S&L ARRA Review
The stimulus represents about 10%-15% of one year of state and local spending, and its impact is spread out over 2 to 5 years, depending on the particular funding stream within the stimulus.
© 2010
Estimated ARRA Spending by INPUT Vertical
20
Source: CBO, INPUT
80.6
47.8
30.521.6 17.7 15.8
5.5 4.0 0.6 0.1 0.0 0.00
20
40
60
80
100
$US (
billi
ons)
Total Allocation
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State and Local Procurement Process
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Procurement Cycle
Develop Business Case
Get Funding
Analyze Requirements
Develop and Advertise Solicitation
Evaluate Proposals
Negotiate Contract
Announce Award
Deliver Solution
““Cone ofCone ofSilence”Silence”
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Purchasing Process
Every State has Its Own Procurement Code• “How to do business with the State” document or website
Primary goals of procurement are to achieve best value through a fair and open competition.
Know your Customer• Familiar with past contracts
• Budget cycle
• Study procurement code
• Open records
• Register
© 2010 24
Procurement of Technology Equipment and Services
CA
AK
HI
WA
OR
ID
NV
AZ
UT
NM
CO
WY
MT ND
SD
NE
KS
OK
TX
MN
IA
MO
AR
LA
WI
IL IN OHPA
VAWV
KY
TN
MS AL
FL
GA
SC
NC
ME
NY
MD
DE
NJ
CT
RI
MA
NH
VT
MI
IT Division Agencies Central Purchasing
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Preference Programs
Set Asides• Defined by each state
• Some purchasing “set-aside” for special types of businesses
Bidder Preferences• Gives weight in bid
evaluations to vendors with in-state presence
SB = Small Business
MBE = Minority BusinessEnterprise
WBE = Woman-owned Business Enterprise
DBE = DisadvantagedBusiness Enterprise
HUB = Historically Underutilized Business
SB = Small Business
MBE = Minority BusinessEnterprise
WBE = Woman-owned Business Enterprise
DBE = DisadvantagedBusiness Enterprise
HUB = Historically Underutilized Business
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Selling to the government
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Focus and Replicate
You Can’t Be All Things to All Governments• Over 87,000 governments
Some responsible for specialized services
• Over 700 programs per state
Generally less for localities
State & Local Fortunes Built a Few Million at a Time• Look for project wins you can replicate from government
to government
Federally funded
Functions all governments perform
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State and Local Grants Process
© 2010
Grant Classifications & Sources of Information
29
How does the federal grant process work?
Grant Classifications• Direct
• Pass-Through
Further Classifications• Competitive
• Formula
Sources of Grant Information• INPUT’s Grants Database• Grants.gov• Federal Register• Monthly Treasury Statements for
Grants Funding• Catalog of Federal Domestic Assi
stance
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Best Practices and Tips for Applying and Using Grants
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Best Practices
Do not judge a grant by its title
Your project is importantlook for a variety of funding sources
Keep focusedGoal of project
Outcome of project
“Multi” projects
Grant management
Be realistic, clear, and specific
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Tips for applying
Get support from local officials
Read over previously awarded applications
Address goalsShort term
Long term
Place the most important information at the top of the application
Editing mistakes can be deadly
MEET DEADLINES!
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Forecast
© 2010
Federal Grants to State & Local Government
34
Source: INPUT and Budget of the U.S. Government, FY 2010
The Obama Administration projects that spending on federal grants to state and local governments will decrease to $638b in FY2014 from $652b in FY2010. Spending will spike and peak in FY2010 due to stimulus funding.
© 2010
Grants to State & Local Governments by Functional Area
35
Source: INPUT Budget of the U.S. Government, FY 2010
© 2010 36
S&L Market Conclusions
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S&L Market Conclusions
The business cycle is long and strenuous
Resources are stretched thin; agencies need help acquiring outside funds
The market is diverse and fragmented with a variety of different needs
The S&L market lags behind the Federal market when it comes to technology
37
Peggy Lane 800-354-9776 x3313 [email protected]
Tom Goldsmith800-354-9776 x4217 [email protected]
Kelly Luken800-354-9776 [email protected]
Matt McKinzie800-354-9776 [email protected]