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Working with governments is open to all companies. Keepoint has identified the seven key habits for success.
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1- Stay alert: Keep a vigilant eye on the 350 to 400 new opportunities published every day in Canada. Let automated monitoring tools do the job for you, so you can easily spot your opportunities.
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2- Step ahead of your competitors: Discover indirect opportunities with long-term potential, before your competitors do. For example: Identify upcoming public projects (new buildings, relocations, IT needs, etc.) to which you could supply associated products, then contact the buyers directly.
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3- Keep your focus: Only select offers for which you’re qualified, so as to increase your chances of success.
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4 to 7: Sign-up to learn the other winning habits in our next newsletter!
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Interview: A Success Story
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We talked with Robert Gervais, President, and Pierrot Ferland, Director of Sales, at Zerofail, an outsourced IT infrastructure and hosting solutions company.
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How did you first start working with governments?
Two years ago, we asked Keepoint to help us find RFPs (Requests for Proposal) for our services because we didn’t have the time or the expertise to do it ourselves. We quickly identified a project where the opportunity was too good to miss! Thanks to Fabien and his expertise, we wrote up our first bid and won the contract to host the Canadian Forces’ website (www.forces.ca). This success reinforced our credibility in the eyes of big clients.
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What was your experience before this contract?
Zip! We knew we could not ignore an opportunity to win a mandate that had a guaranteed budget and would increase the credibility of our growing company. We hesitated and asked ourselves whether we were really up to it, but Keepoint helped us demonstrate that we were.
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Are you still responding to RFPs? If so, why?
Yes, because with Keepoint’s support we feel confident enough to do so. The expert who works with us helps reassure us about our decision to respond or not, based on our qualifying criteria. He knows how to make the process efficient and urges us to persevere. Without support, I think we would have given up due to lack of time and we would have missed out on several tens of thousands of dollars over two years!
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