SEATTLE, Aug. 21, 2012 /PRNewswire/ -- Government agencies are having to do more with less amid budgetary constraints. As a result, term or recurring contracts have become the purchasing choice of an ever-growing number of agencies as a way to cut costs and increase efficiency. But are vendors equipped with the strategies and tactics that will enable them to take advantage of this trend and win more revenue from term-contract awards?
That's the subject of a new white paper published by Onvia, a leading provider of government contracting opportunities and business intelligence to U.S. companies. Entitled "Term Contract Strategies and the Value of Partnerships" and available for download here, the white paper examines the varieties of term contracts currently being used for agency procurement and the marketplace intelligence that vendors need to acquire before competing for them. It then outlines the tools and strategies that a vendor should deploy in pursuing term contracts and how a technology partner can increase the vendor's chances of winning awards and unseating incumbent vendors.
"As we've learned from our clients and our research, vendors who are reactive with term-contract opportunities are not as likely to win awards," said Onvia product manager Aubriana Ard, who co-authored the white paper along with enterprise account manager Rebecca Collins. "To be successful in this arena, you need to be proactive in building agency relationships, identifying and targeting renewing contracts years before they expire, and learning as much as you can about the incumbents, the agencies, and the contracts themselves. It's only then that you can make smart decisions about which term contracts to go after and then establish yourself as the vendor of choice when they renew."About OnviaFor more than 12 years Onvia (NASDAQ: ONVI) has been delivering the data, analytics and tools companies rely on to succeed in the government-contracting market. Onvia tracks, analyzes and reports the spending of tens of thousands of federal, state and local government agencies, giving companies a single source for conducting open, intelligent and efficient business with government. Along with providing an exclusive suite of integrated business tools for a wide variety of industries, Onvia offers DemandStar, an automated e-procurement system that streamlines agency procurement processes. For information about Onvia, visit www.onvia.com.