Elucid8

?????? ?????? ?????? ???????????????? ????????-???????????????? ?????? ???????????? ???????????????????? ???? ??????????? Local government purchasing is designed to be risk-averse. And, that's not a bad thing. Nobody wants government's making risky purchases with tax-payer dollars. Unfortunately, risk-aversion makes it harder for new businesses to break into the space. Afterall, buying from a new business is inherently more risky than buying from an established one. So, if you want to break into SLED, you need to de-risk the purchase for your clients. There’s no one-size-fits-all strategy for this. The best approach depends on the situation. But one of the most effective things you can do is listen to your prospects and ask: ?? How can we de-risk this for you? This simple question does two things: ? Shows you understand their concerns. ? Demonstrates that you’re serious about working with local governments. If you want to succeed in this market, don’t just sell—listen, be creative, and understand your buyer's perspective. #LocalGovernment #SalesStrategy #PublicSector #GovSales

???????????????? ?????? ???????? ?????? ?????????????? ?????????????? ?????? ???????????? ?????????????? Our mission at Elucid8 is simple: help bring the best technology into state, local and education markets. Most tech companies develop their go-to-market strategies for private sector clients. When these same approaches target public sector buyers, returns diminish, causing companies to pull back investment in government markets, leading to: - Reduced pool of available technologies for public sector - Less competition and innovation - Lower quality technology in local governments This has a direct impact on people's quality of life. Road conditions, drinking water safety, reliability of the electric grid, and education all suffer when local governments have limited access to the best technologies. By realigning how technology is brought to local governments, we help enhance the critical public services that impact our daily lives. #GovTech #PublicSector #Innovation #TechnologyForGood #SLED

?? What is the best intent signal in SLED? A) ? RFP issued??? B) ? Keyword found by AI in budget, meeting minutes, strategic plan??? C) ? A government employee visited your website??? D) ? NONE OF THE ABOVE The best SLED intent signal is when the prospective government buyer tells you about the challenges they need to solve. SLED is and always will be a RELATIONSHIP-DRIVEN market. If you want to win in SLED, you need to EARN ?? TRUST. You don't earn trust by responding to an RFP without ever having had a conversation with the government agency beforehand. You don't earn trust by sending emails after someone spoke an AI flagged keyword in a city council meeting. You don't earn trust by cold-calling the government because an employee visited your site. You WILL EARN TRUST with government buyers when you... 1. Show up and meet GOV'T buyers IRL 2. Demonstrate that you are knowledgeable about their challenges 3. Show that you care about their community, and UNDERSTAND HOW GOVERMENT WORKS. Earn government buyer's trust and they will tell you their challenges. Help solve their challenges and they will tell their neighbors. ?? There are a lot of new technologies coming out that claim to SLED prospecting more efficient. But, SLED prospecting has always been efficient for those who understand the market and do it the right way.

Speeding up the #SLED sales cycle comes down to two things. 1. Asking the right questions 2. Earning the trust of your prospective clients #GovCon #TechSales

A big thanks to Vermont Green Building Network (VGBN) for including Glavel as a stop on their low carbon building materials tour with New Frameworks!

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"?? ???????? ?????????????? ???? ?????? ???????? ?? ??????????." This is a common refrain from SLED industry veterans. And while there's some hyperbole in that statement, there's also a whole lot of truth. I have never written a full RFP on behalf of a client, but I have helped prospective clients develop their RFP on many occasions. This happens most often during a discovery call. When a local government or school district realizes they may need to put out an RFP, one of the first things they do is contact vendors. WHY? Because the staff writing the RFP are not experts on the solution, they need vendors' guidance on technical specifications and requirements, implementation timeline, staff dependencies, maintenance schedules, cost, etc. As a business selling to the government, you should strive to be one of the vendors prospective clients call. How do you do that? By putting yourself out there as an educational resource about the issues and initiatives your solution addresses. Write blogs, host webinars, present at conferences, post on social media, record informational videos. Showcase your expertise, and governments will come to you to inform their RFPs. And guess what... Your likelihood of winning RFPs you helped write is much, much higher than it is for RFPs you found searching BidNet or any other RFP listing service. #SLED #Publicsector #govtech #govcon #governmentcontracting

???????? ???????? ?????? ???????????????? ?????????? We revamped our State, Local government, and EDucation go-to-market strategy guide. Reading this guide won't win you any government contracts. But it will help you lay the foundation for successful SLED marketing and sales campaigns. Download it here: https://lnkd.in/eHJcDhB6

We've turned our SLED Immersion program into an online course. Register now!

???????????????? ?????? ???????????????????????? ?????????????????????????? The rigid requirements of RFPs lead to lots of proposals that look pretty damn similar.?????? Keep in mind that proposals are judged by… ???????????? ?????? ????????????. Make your proposal stand out by showing that you are human, too! Add some humor, creativity, anything that conveys to the client - “??????, ????’???? ???????? ?????? ?????? ???????????? ???? ???????? ???????? ???????? ?????????? ?????????? ??????????????????” Of course, you still need to follow the proposal requirements, and you don’t want to drop a joke into your technical specifications. The letter of intent is typically the best place to lighten the mood. But firm introductions and staff profiles often work, too. ???????????? ?????????????????????? ???? ???????? ???????????????? ??????’?? ?????? ?????? ?????? ???????????? ????????????, ?????? ???? ?????? ???????? ?????? ?????? ???????????????????? ???? ?? ?????????? ??????????????????????! #GTM #SLED #RFP