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
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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
BlueStar’s Services
• FUSION – End-User Demand Generation Campaigns
• Dedicated one-to-one sales rep for each customer
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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
Government at BlueStar
• 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
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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
Leasing Options Through BlueStar
• 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:
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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*
Visit BlueStar at the Motorola Partner Expo!
Motorola Partner Channel Expo
Las Vegas, NV
Aria Resort
March 7 - 9
THANK YOU!
Government 101: Selling to the State
and Winning Grant Dollars
Jeff Webster
Senior Analyst
INPUT
April 7, 2015
© 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 conclusions
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State and Local Budget
Process
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Typical Budget Timeline
Executive Branch
JUL
AUG
SEP
OCT
NOV
Legislative Branch
DEC
JAN
FEB
MAR APR
MAY
JUN
Budget guidelines sent to agencies
Agency requests submitted to governor
Agency requests reviewed by budget office
Governor finalizes budget recommendations
Governor submits budget to legislature
Legislature holds agency budget hearings
Legislature adopts budget
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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
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
30%
26%
Note: The % has been provided over the peak year
for each vertical as a reference point.
% of Total Initiatives Proposed
25%
20%
19%
2007
16%
2009
14%
15%
10%
2008
10%
10%
9%
10%
5%
5%
3%
2%
0%
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: $1.3 billion
• Funding for technology, science and research,
infrastructure improvements, education, energy,
healthcare, and training
Mostly distributed via long-standing S&L grant
programs
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2008 S&L Spending vs. ARRA of 2009
“ARRA” = American Recovery & Reinvestment Act
2,500
2,015
S&L Spending (2008)
ARRA S&L Fiscal Relief
INPUT S&L ARRA Review
US$ (billions)
2,000
1,500
1,000
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.
500
144
247
0
Source: U.S. Bureau of Economic Analysis, Recovery.gov, and INPUT
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Estimated ARRA Spending by INPUT
Vertical
Total Allocation
100
80.6
$US (billions)
80
60
40
47.8
30.5
21.6
20
17.7
15.8
5.5
0
4.0
0.6
0.1
0.0
0.0
Source: CBO, INPUT
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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
“Cone of
Silence”
Negotiate Contract
Announce Award
Deliver Solution
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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
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Familiar with past contracts
Budget cycle
Study procurement code
Open records
Register
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Procurement of Technology Equipment and
Services
WA
VT
MT
ND
MN
OR
ID
NY
WY
IA
NE
UT
AZ
OK
NM
NJ
WV
MO
KY
VA
NC
TN
AR
DE
MD
SC
MS
AK
OH
IN
CO
KS
CT
PA
IL
CA
RI
MI
NV
NH
MA
WI
SD
ME
AL
GA
TX
LA
FL
HI
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
© 2010
SB = Small Business
MBE = Minority Business
Enterprise
WBE = Woman-owned
Business Enterprise
DBE = Disadvantaged
Business 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
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Grant Classifications & Sources of
Information
How does the federal grant process work?
Congress
authorizes the
funds
Granting federal agency
issues a Request for
Applications (RFA) or
Program
Announcement
Grant Classifications
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Direct
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Pass-Through
Further Classifications
• Competitive
• Formula
Potential Recipients
assure eligibility and
submit applications
Awarding Agency
Reviews and Score
Applications
Federal Agency
appropriates funds
to award recipient.
Sources of Grant Information
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© 2010
INPUT’s Grants Database
Grants.gov
Federal Register
Monthly Treasury Statements for
Grants Funding
Catalog of Federal Domestic
Assistance
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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 important
look for a variety of funding sources
Keep focused
Goal 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 goals
Short 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
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Federal Grants to State & Local Government
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.
Source: INPUT and Budget of the U.S. Government, FY 2010
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Grants to State & Local Governments by
Functional Area
Source: INPUT Budget of the U.S. Government, FY 2010
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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
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Questions?
Peggy Lane
800-354-9776 x3313
plane@bluestarinc.com
Tom Goldsmith
800-354-9776 x4217
tgoldsmith@bluestarinc.com
Kelly Luken
800-354-9776 x3293
kluken@bluestarinc.com
Matt McKinzie
800-354-9776 x3242
mmckinzie@bluestarinc.com