Issue link: http://psai.uberflip.com/i/1029836
W EEKLY EDITION SEPTEMBER 19, 2018 The Art of Bidding: Understanding the Process KOS CONTINUED FROM PAGE 1 Finding the opportunities Once in a while a business opportunity will just fall in your lap. Most of the time, though, you have to put in the time to find potential customers, so it pays to get really good at systematic listening, observation, and learning. Event opportunities depend on what you know and who you know. Make a list of t he events in your service area that you know about. That's the easy part. Add to it by: • Google searches with your city and state using terms like "event," "fair," "expo," "tournament," "festival," "marathon," "parade," and so on. Try to find out who the or ganizers are. • Visiting city or county offices and asking to see records of event permits over the past three years. These are public records and – though you may get some funny looks – are open for review. Typically the permits indicate the size and scope of the event as well as the responsible planners. • Talking to people. Ask them what they do for fun – chances are you'll find out about things you have never heard of that might need your services. You may not personally play pickle ball, square dance, or r un in 5Ks, but a lot of people do and they'll enthusiastically tell you about it. Be sure to find out who is in charge so you can approach them for business. • Making friends with strategic people. It's helpful to have contacts in city and county offices, at the police department, sheriff's office, and other places where the staff is involved in event planning and execution. You can also ask cops you may know what events require extra police coverage and where they are getting off - duty time. A lot of what you hear may not be relevant, but you'll pick up a few ideas to follow up . Ethical public servants won't give you an unfair advantage in the bidding process, but they will make sure you are aware of things you need to know. Research companies within your mar ket area that may need or regularly contract for the services you offer. Contact the decision maker for each of the companies and events you qualified as potential contracts. Ask if they currently have or will have in the future, any need to contract for your company's service offering. Ask government contacts if they maintain a list o f potential event planners that they would forward a request for a contract bid when they need to obtain services. Request that they include your company on the list. CONTINUED ON PAGE 8 P AGE 7