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How to Capitalize on Government Grants
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By Kip Nield
Director of Sales and Marketing
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It is exciting to see our resellers starting to make more significant sales! For many it has taken some time to get the ball rolling while some are moving right along and selling several websites a week.
One of the most exciting sales which we are highlighting in this edition of EZ-NetAdvantage is the Rexburg Chamber of Commerce (link to rexcc.com) website sold by our "fishbowl" company, RexburgOnline. This award winning website was developed by the ICServ Design Team. It includes many pages, detailed content, and it utilizes many of the powerful applications of EZ-NetTools like EZ-Directory.
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Government Funds Available
This website was actually funded by the State of Idaho. There are a variety of funds available through government agencies that your business can capture just as RexburgOnline did with the sale of this website for the Rexburg Chamber of Commerce.
For example, in Idaho there is a "bed tax" charged to those who stay in hotels within Idaho. That money is used to promote Idaho tourism. It is granted to organizations that present a solid plan to promote tourism. Funds are spent on brochures, magazine advertisements and … you guessed it… website development. Other governmental organizations also have grant money available which can be spent on website development projects.
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Positioning for Grant Money
Your local organizations like the chamber of commerce and other regional groups can apply for the grant money. It takes a good plan and a considerable amount of time to follow the processes required to appropriately apply for these funds, but it is well worth it! Many organizations are well aware of these funds and work hard politically to position themselves for this money. Then they must sell an appointed committee on their ideas. When these processes are followed and managed well, the grant money is awarded.
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After the Grant Award
After the money is divided among the different organizations they don't actually receive it. They will, however, know how much they will have to spend. Each time the organization wants to use the grant money, a specific process must be followed. They must submit a formal request known as a Request for Proposal (RFP) to receive quotes from area venders. They will be required to collect multiple bids for the work. This is the obvious place where you come into the picture but is it? No.
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Establish a Relationship and be Helpful
It is important to establish relationships with key organizations. Start with your local chamber of commerce and look for other state funded associations that would benefit from a website. As time allows, attend their meetings and show an interest in what they are trying to accomplish.As you explain that you are an Internet consultant or an EZ-NetTools website designer, they will eventually approach you to help them understand something about the Internet.Then, when the RFP shows up, you will be in an excellent position to bid for the work.
If you have established a trusting relationship with them, your assistance will be invaluable to them. This will benefit you in a couple of ways: First, you can help them establish project requirements for their website that match your strengths as an EZ-NetTools reseller. Second, you will already be familiar with the project at hand and have a huge advantage over the competition because you will already have insight into their core needs. Finally, you will be a trusted person to the people making the final decisions.
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Winning the Bid
Will a relationship ensure that you will win the bid? No, of course not. But it sure is important for them to know you personally. Relationship is the first step but it is also important to present a fair quote for services. You may even know how much the agency has to spend but if you can help them stretch their money, you have a great chance to win the job.
Perhaps the most important key to winning a governmental bid lies in the "in-kind match." This simply means that if you win the bid, you will provide additional products or services for free. So when you write your proposal, make sure to include at least 10% additional value in the form of an in-kind match.
When you have won the bid, we encourage you to request a non-refundable payment of ½ down and ½ upon completion like any other work you may do. Of course, this can be altered based on the scope of the work but is a good rule of thumb. This policy will help you get paid.
Collecting the second half can take more patience. They must check all of the requirements in the bid to make sure they have been done. The work will be checked by the organizations grant administrator and the grantor. It is audited and then the final payment is released. It is important to be persistent (but not a pest) to receive the final payment and only after you receive the final payment, do you make the site live.
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Conclusion
There are a lot of government and government related funds available to build websites, especially in the travel industry. Working with these agencies can prove to be lucrative. Since the ICServ Design Team did so well with the Rexburg Chamber of Commerce website we encourage you to use them if you feel like you need assistance in the website design and/or development.
Don't hesitate to call us for more information or if you need any help selling a website at (208) 356-8361. Since new fiscal funding has just been distributed for many governmental agencies, it's time to get jazzed about selling EZ-NetTools.
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