Robert Jones

My selling strategy modernizes the government sales process, consistently producing double-digit growth across multiple industries. Repeatedly, year after year. 

Automation tools are used extensively in creating buyer awareness of your
company and its products. They are very effective in business development and managing monthly marketing campaigns.

Selling to the Government
I bring to the table years of contracting experience and the most comprehensive collection of government procurement resources in the business. My portfolio of strategies and selling tools produce results at a level of certainty you can rely upon.

Winning Contracts Funded by the Infrastructure Bill
A $1.2 Trillion dollar investment in America's infrastructure and competitiveness. Prime Contractors must have at least 35% subcontractor participation. I register clients as a subcontractor with all of the Top 250 Primes and start winning contracts within 30-days.

Identifying Relevant Buyers
The buyers who matter most are those who buy your products. I maintain a database of 60,000 unique Federal and Public Sector buyer contacts. The database is updated daily and captures a buyer's prior day purchase activity. This allows me to cross-reference a client's Business Line against the database.

Matching records represent the most relevant, accurate list of buyers who have historically purchased your products in the last 12-months. I offer this valuable sales asset at no charge to my clients.

Creating Buyer Awareness
All clients are provided a list of every government buyer in the country who purchased their Business Line over the past year. The very first task I complete is introducing my clients to that highly targeted list of buyers. It's the first step in creating buyer awareness.

Sustained Market Awareness
I have achieved nearly 95% market coverage of all government procurement activity in the United States, including everything related to my clients' products as well. This is key to sustaining market awareness.

• Improving contract win rates with better, more effective proposals.
• Data sourced from highest value procurement content for sales pipelines.
• 95% Market Coverage of Public Sector Procurement, estimated $4.5 Trillion.
• Authorized access to more than 50,000 Annual Agency Spending Forecasts.
• Agency Spending Forecasts rated highest value procurement content.

Complete Sales Fulfillment
From identification of opportunity to proposal generation to winning new contracts, I do all the work.

     I only ask for 3-items:
          1. Selling Prices
          2. Technical Content
          3. Contract Fulfillment

Professional Qualifications
• Business Development
• Capture Planning
• Contract Management
• Customer Relationship Management
• Government Contracts
• GSA Schedules
• Proposal Writing
• Revenue Growth
• RFP Management
• Sales Automation
• Sales Strategy
• Sales Training
• Team Building
• Vendor Agreements

Government Procurement Resources
Public Sector Procurement
Cities, Community Colleges, Colleges, Counties, Independent Public Schools, Municipalities, Special Districts, State Governments, Townships, Trade Schools, Universities, Vocational Schools
• 95% Nationwide Coverage of Public Sector Procurement
• Pipeline Import: $4.5T Dollars Annual Spending
• Pipeline Import: 30,000 Unique Buying Agencies
• Pipeline Import: 50 State Government Procurement Offices and Departments
• Pipeline Import: 3,000 Counties, Boroughs, Parishes
• Pipeline Import: 36,000 Cities, Towns, Municipalities, Special Districts
• Pipeline Import: 12,000 Public School Systems
• Pipeline Import: 2,500 Higher Education Institutions, Trade and Vocational
• Pipeline Import: 45,000 Public Sector Buyer Contacts, nearly 100% Capture

Federal Procurement
Civilian Agencies, Executive, Legislative, Judicial Branches, DoD, Military Branches
• 100% Nationwide Coverage of Federal Procurement over $25,000
• Pipeline Import: $800B Dollars Annual Spending
• Pipeline Import: 1,800 Procurement Offices
• Pipeline Import: 15,000 Federal Buyer Contact Records, nearly 100% Capture

Government Procurement Contacts
• Pipeline Import: DoD Small Business Specialists
• Pipeline Import: Federal Buyer Contacts by NAICS Product Code
• Pipeline Import: Federal Buyer Contacts by FSC Product Code
• Pipeline Import: Federal Buyer Contacts by SBA Small Business Category
• Pipeline Import: Federal Small Business Specialists
• Pipeline Import: Prime Contractors Buyer Contacts
• Pipeline Import: Prime Contractors Small Business Liaison Officers
• Pipeline Import: Public Sector Buyer Contacts by State
• Pipeline Import: Public Sector Buyer Contacts by NIGP Product Code
• Pipeline Import: Public Sector Small Business Liaison Officers

Advanced Government Sales Pipeline
High-quality sales pipelines require high-value procurement content.

Pipeline Import: Procurement Content Sources
• 42,000 procurement data sources are harvested daily for RFP opportunities.
• 60,000 procurement buyer contacts imported to Sales Pipeline.
• Agency Spending Forecasts are imported to Sales Pipeline.
• RFPs, active contracts, and purchase history related to Company's products.
• Contracts relevant to company product lines are imported to Sales Pipeline.
• Customized lists of highly targeted agency buyers and decision makers.
• Customized reports for contracts expiring in 6 months based on product codes.
• Agency profiles are updated annually and imported to the Sales Pipeline.

Pipeline Import: Agency Spending Forecasts
• Government agencies publish annual spending forecasts.
• Rated highest-value procurement content available for Sales Pipelines.
• Reports imported from 3,500 Public Sector and 500 Federal agencies.
• Over 50,000 requisitions are forecasted annually.
• Relevant leads are monitored and tracked from discovery to contract award.
• Your company is registered as a Vendor of Interest on all relevant forecasts.

Sales Impact: Benefits of Agency Spending Forecasts
• Over 90% of Agency Spending Forecasts convert to RFPs and Contract Awards.
• Early awareness of opportunity empowers sales teams and drives higher win rates.
• Obtain information about the incumbent contractor and how they performed.
• Request contact information on project managers and end-users.
• Influence pre-RFP decisions such as small business participation.
• Agency Spending Forecasts offer significant, competitive advantages.

Proposal Platform and RFP Content Library
Bid More to Win More
Submitting a proposal is the most important stage of the government sales process. My proposal strategy is able to respond faster, improve response quality, and win more contracts for my clients. The proposal process accelerates growth and mitigates risk.

Highest-Quality Proposal Generation
• Proposal strategy improves contract win rates with better, more effective proposals.
• Price and how the proposal is written are now weighed equally when evaluating bids.
• Experienced proposal writer with strong communication and technical writing skills.
• Trained by contract attorneys and well-versed in Terms and Conditions.
• Elimination of risk is required before proposals can be submitted.

Pipeline Import: RFP Content Library

• Extensive RFP Content Library with high-quality proposal content.
• Includes collateral material from prior RFPs and submitted proposals.
• Includes government marketing tactics, strategies, and best practices.

Top National Cooperatives
• 1Government Procurement Alliance
• Arizona Cooperative Program
• Assoc of Educational Purchasing
• Axia Cooperative
• Baltimore Regional Coop Purchasing
• Buyboard
• Capitol Region Purchasing Council
• Choice Partners Purchasing Coop
• Cooperative Educational Services
• Educational and Institutional Coop
• Equalis Group
• GoodBuy Purchasing Cooperative
• GovMVMT
• H-GAC Coop Purchasing Program
• H-GAC Energy Purchasing Corp
• Kansas City Regional Purch Coop
• Keystone Purchasing Network
• Kinetic GPO
• MiDeal - State of Michigan
• Midwestern Higher Ed Compact
• NASPO Value Point
• National Coop Purchasing Alliance
• North Texas SHARE
• NPPGov
• OMNIA Partners
• PEPPM
• Public Sourcing Solutions
• Purchasing Coop of America
• Sourcewell
• Southeast Florida Purchasing Coop
• Texas Department of Information
• TIPS Purchasing Cooperative
• Unified Purchasing Coop of Ohio
• Washington School Information Coop

Development of Cooperative Contracts Portfolio
What are Cooperative Purchasing Programs?
Cooperative purchasing is an arrangement in which multiple government agencies combine their buying requirements onto a single contract and aggregate volume to enhance their purchasing power.

Eligible Users
Includes any state, local, regional or tribal government, or any instrumentality thereof, including any local educational entity or institution of higher education.

Cooperatives Drive Growth

• Over 30,000 Public Sector agencies across the country have access to Cooperative Purchasing Programs.
• 30% of Public Sector purchases are now placed against Cooperative Contracts.
• Orders placed through Coops are projected to reach $70 billion in 2025.
• Coop contracts generate revenue for years and help sustain double-digit growth.
• We track all major Coops and respond to new solicitations related to your products.

Marketing Content Delivered Efficiently

• Email and voicemail continue to be the most widely used marketing channels. My marketing strategy is focused on increasing campaign effectiveness and improving outcomes. 
• Today’s government buyers expect relevant, personalized messages that address their needs in the moment.

Automated Marketing Campaigns
Email and Voicemail campaigns provide valuable benefits.

• The most effective method for reaching a national audience at affordable prices.
• Major factor in account penetration and building relationships.
• Automated marketing creates buyer awareness of the company and its products.
• Scheduled email and voicemail campaigns are launched every 30 days.

Email Campaigns

• Regularly scheduled campaigns result in better customer relationships.
• Click-through reporting records recipient’s areas of interest.
• Open rate of 40% on personalized messages.

Voicemail Campaigns

• Wall Street Journal claims 5 out of 6 business calls go to voicemail.
• Voicemail campaigns are a proven follow-up to email campaigns.
• A 45-second script that is purposely delivered to a recipient's voicemail.
• Perfect messages sent to many prospects within minutes.
• Open rate of 100% on voicemail messages.

EDUCATION
Bachelor's - Business Administration
Golden Gate University, Military Campus
Jan 1980 - Dec 1983

MILITARY SERVICE
United States Air Force, Honorably Discharged
Shuttle Program, Edwards AFB, California
Jan 1980 - Dec 1983

Over a forty year period I attended and was certified in the 
government training programs listed below.

U.S. General Services Administration

• Federal Acquisition Service Training

Graduate School USA

• Government Training and Professional Development curriculum.
• Audit Leadership
• Business Analysis
• Grants Management
• Federal Human Resources Processing Certificate
• Fraud Auditing and Awareness
• Leadership Certificate Programs
• Personal Property Management
• Management and Program Analysis (3 Levels)
• Project Management
• Business Competencies for Federal Acquisition Professionals
• Supply Chain Management for Contracting Personnel

The Protocol School of Washington

• Protocol Officer Training
• Speakers Training Camp
• Flags and Logos
• International: The Impact of Culture on Protocol
• Leadership and Legendary Service
• Logistics and Event Management
• Military Protocol 
• VIP Management

Graduate School USA

• Executive Potential Program
• Executive Leadership Program
• New Leader Program
• Aspiring Leader Program