Government and education institutions of all sizes continue to migrate to the web, hoping to find better bidding and proposal systems. The early days of 'lets build it ourselves' has been replaced by heavy reliance on cloud vendors. The result is a mish-mash of options that may work for an individual state, district, or university, but leaves the seller with a slew of different systems that they need to monitor and manage. This presentation was from a 2010 webinar on the overall trends and what firms should do to revise their sales strategy.

1. Government and Education Online Buying Trends Originally broadcast as a Webinar – Feb 2010

2. Agenda Overview Rise of Online Systems Change in actual purchase Rise of non-bid purchases Rise of RFI Core Challenges Monitoring Responding Next Steps Q & A

3. About Yeoman Slightly Different Approach to Sales and Distribution Focus on entire web Segment into ‘channels’ Match customer buying patterns Manufacturing, Publishing, and Technology Creators Rely on usage statistics to support any assumptions $1 rule applies

4. The Big Myth – There is not “One Internet” There are groups of distinct sites and systems. Each has their own group of competitors, sites, and systems. They ARE NOT searchable or accessible from one spot.

5. Traditional Sales & Distribution Model

6. Internet Delivery not consistent

7. Gov / Ed Online Activity Early Internet focused on home built systems Most failed, except for Feds New rise in relying on third parties for bids Huge rise in debit card sub $10k purchasing

8. Migration away from direct systems Bottom line: Switching to a third party vendor for posting and management lowers cost for organizations, but makes tracking opportunities more complex

9. Who’s Online? NOTE: Based on Yeoman analysis of bid levels and activities

10. Who’s Online Federal Government is most advanced Notifications, Grants, and some submittals Easy monitoring and tracking States are varied 100% have online posting 27% have some type of online catalog Only 43% have active City/Town usage Mix of free and fee based access Towns, Colleges, and Universities No consistency Wide variation within states and college groups

11. Can’t There Be One System? Highly Unlikely Fed Gov’t not allowed to mandate to States States not allowed to mandate to Cities or Universities Cities/Towns not allowed to mandate to school Dept Universities not allowed to mandate to individual departments

12. Rise of Ecommerce / Debit Cards Easier buying process Many push limits way above $500 ($10k in some cases) Helped by major player willingness to set up terms and custom sites

13. Online Bid Systems Over 100 different vendors Public Posting Vendor Registration & Management Full catalog systems Plus suite of Monitoring options Onvia, Bidsync, Rfp.com, Schoolbid, etc None can get all areas automatically Too many variations and rules between systems No standard classifications or descriptions Need management process with human element

14. All Levels of Sales Process Online

15. Starting point Assess current program How do you find opportunities now? Direct or downstream partners If you rely on downstream, audit their approach Key Elements of program Complete monitoring for target customers Daily review of major systems Registration and certification in all relevant systems Tight tracking and reporting of opportunities and results Tied by to larger sales operations

16. Yeoman Online Bid Management Service Cost effective alternative to doing it yourself Management and Tracking of target market Filtered opportunities presented to you Action step decision is yours Automatic Results Tracking Fixed Monthly Fee

17. Questions / Comments? Thank you for attending www.yeomantechnologies.com 800-667-6098