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Acquisition Hour: Tools and Resources to Use for Gaining a Better Understanding of Your Federal Customers
July 24, 2020 @ 12:00 pm - 1:30 pm
REGISTRATION FOR WEBINARS WILL CLOSE 24 HOURS BEFORE THE START
Determining customer value – Information needed for success. This webinar will explore the basic questions that should be asked and information sources that can be used by companies seeking to better understand their current customers and identify prospects.
Customers have varying needs and they often utilize a variety of contracting vehicles to purchase the goods and services necessary to support their operations. In fiscal year 2019, 2,725 contracting offices made awards classified under 1,140 different NAICS codes. Of the more than $589 Billion awarded, approximately 48% of the total was awarded using Delivery Orders and roughly 44% was awarded via Definitive Contracts. The implication is clear: not understanding your customer and their buying habits can potentially hinder a company’s chances for success. There are costs to Customer Acquisition and Retention. This is exactly the reason why each company should develop their own tailored Customer Evaluation tool.
As a first step, companies should ask a variety of questions such as:
- How do they buy – What procurement vehicles are used?
- What do they buy? Products/Services – MRO?
- How competitive is the market? – Number of offers
- How many contracts are awarded during a time period – what is their value?
- Is the market SB friendly?
Speaker: Marc Violante, Wisconsin Procurement Institute
This webinar is eligible for 1.5 CPE credits.