Once you become a Sourcing Alliance supplier, whether through an already-procured public sector master contract award or through a negotiated master contract, we partner with your organization to achieve profitable growth. How? By working closely together to:
- Attract new business through the master contract
- Retain existing business
- Reduce your cost of sales, thereby increasing profitability
Leveraging Sourcing Alliance’s Two Distribution Channels
Sourcing Alliance has two primary distribution channels for promoting our supplier partners and the products and services they offer through Sourcing Alliance: directly to public sector customers and through association partners to members of those associations.
Both markets represent massive sales opportunities and are under-served by group purchasing organizations (GPOs). There are more than 90,000 public sector entities nationwide eligible to join Sourcing Alliance and purchase through our master contracts. In addition, Sourcing Alliance provides its programs as privately-labeled member benefits programs to tens of thousands of private companies and non-profit organizations that are members of professional and trade associations.
In short, suppliers working with Sourcing Alliance are featured in targeted marketing initiatives customized to each supplier and directed to hundreds of thousands of public sector entities, non-profits, and private companies across the country.
Winning Public Sector Business with Sourcing Alliance
Public sector entities are subject to strict procurement guidelines for purchases of products and services over certain dollar amounts or spending thresholds. Typically, public sector entities are required to conduct a public bid or RFP process in order to select a vendor. The only way that public sector entities can bypass their required procurement processes is to piggyback on (or purchase through) contracts that were already-procured by another public sector entity.
Sourcing Alliance’s already-procured master contracts provide public sector entities with the opportunity to buy directly from Sourcing Alliance’s supplier partners without having to conduct a traditional stand-alone bid or RFP. From the supplier partner perspective, supplier sales reps can sell their company’s value proposition and capabilities AND provide public sector buyers with a legal and appropriate avenue to purchase from the supplier partner without the prospect conducting a bid or RFP.
Sourcing Alliance’s job is to help our supplier partners accelerate their public sector sales by:
- Training sales representatives on the unique pricing, terms, and conditions of the master contract and how to sell their products and services using an already-procured master contract vehicle.
- Developing sales tools that will aid in the sales process by addressing common legal and procurement questions. For example, we have developed state legal authority documents that summarize the legal authority of public sector entities in each state to purchase through Sourcing Alliance’s master contracts.
- Creating, implementing, and managing targeted marketing campaigns to jointly identified public sector entities across the country. These campaigns cultivate opportunities for business attraction, retention, and growth, and set the stage for supplier sales representatives to initiate the sales process with public sector entities for whom the master contract is a good solution for each prospect’s needs and requirements.
- Supporting the sales process. Public sector entities frequently want to validate the legitimacy of the procurement process that established the master contract with each Sourcing Alliance supplier partner. Additionally, legal counsels often have questions regarding the legal authority of their entity to purchase from Sourcing Alliance supplier partners through a master contract. Our team engages with public sector prospects to respond to these types of inquiries and provide the appropriate documentation.
- Providing legitimacy to our supplier partners and group purchasing programs. In our experience, Sourcing Alliance’s transparent procurement process in selecting winning suppliers and extensive documentation of that process enable Sourcing Alliance to serve as a neutral third party in the sales process. Our role is to explain why we developed the particular program, how we procured it, and why it is that we selected the winning supplier.
Our approach in working with supplier partners and public sector buyers is proven to increase sales, increase customer retention, accelerate the sales cycle, and reduce the cost of sales.
If you want to learn more about how we work with our supplier partners or how you could become a Sourcing Alliance supplier partner, you can request more information by clicking here or by telephone at 844.289.6728.
Selling through Sourcing Alliance’s Association Partners
Sourcing Alliance partners with various trade and professional associations in different parts of the country to provide a turnkey, fully-managed portfolio of “member benefits programs.” Member benefits programs are privately-labeled programs offered by associations to their members as a benefit of membership. Typically, member benefits programs feature pricing discounts, increased service levels, or other advantages that association members cannot typically achieve on their own.
Sourcing Alliance manages the member benefits programs featuring Sourcing Alliance’s master contracts on behalf of each association partner. Our role is to:
- Identify the Sourcing Alliance master contracts that are the best fit for each association partner.
- Secure approval from both the supplier partner and the association partner to offer the appropriate Sourcing Alliance programs to that association’s members.
- Develop a marketing strategy and plan for each association partner to inform the association’s members of the member benefits programs that are available to them through their membership.
- Privately label each member benefits program to feature the association partner and the supplier partner in all collateral and correspondence.
- Develop the appropriate collateral materials, communications, and correspondence for the association to distribute to its members.
- Implement the marketing plan and hold the association, the suppliers, and the Sourcing Alliance team accountable for their responsibilities.
- Measure and report out the purchasing of each association’s members through the member benefits programs and manage revenue sharing with the associations based on their members’ spending.
These member benefits programs provide Sourcing Alliance’s supplier partners with the unique opportunity to pursue public sector, private sector, and non-profit business at scale with a low cost of sales. Our turnkey approach makes it easy for associations to offer more benefits to their members, without the added cost of staff required to develop, implement, and manage new member benefits programs on behalf of the association.
At the same time, our association partners provide additional distribution channels for Sourcing Alliance’s supplier partners to have their products and services marketed to tens of thousands of potential buyers without having to build out their own infrastructure to pursue, secure, and manage association relationships on their own, one relationship at a time. We do the work for you.
If you want to learn more about how we work with our association partners or how you could become a Sourcing Alliance supplier partner for our association member benefits programs, you can request more information by clicking here or by telephone at 844.289.6728.
Sourcing Alliance also Offers Negotiated Master Contracts
In addition to the already-procured, competitively solicited master contracts that are a staple of Sourcing Alliance’s portfolio, Sourcing Alliance also establishes negotiated master contracts with selected suppliers. These negotiated master contracts are not created following the same formal public sector procurement process and are clearly designated as “negotiated” master contracts on our website and in our collateral materials.
What are the circumstances under which Sourcing Alliance establishes negotiated master contracts, rather than conducting a formal public sector RFP process to establish already-procured, competitively solicited master contracts? Here are some situations:
- When our members and our team determine that a particular spending category may not require a formal public sector RFP process under many or most state codes
- When the typical amount purchased by a public sector member is below a meaningful spending threshold that would trigger a formal public sector RFP process
- When there is typically no direct cost to the public sector member for the product or service
- When the product or service is a voluntary benefit that will be made available to and paid for by members’ employees and not the member itself (for example, our LifeLock Identity Theft Protection program)
- When the selected supplier provides a managed procurement service as part of the program and will conduct a procurement process that complies with public sector guidelines for individual Sourcing Alliance members (for example, our energy procurement management program with OnDemand Energy)
If you want to learn more about how we work with selected suppliers to establish negotiated master contracts, you can request more information by clicking here or by telephone at 844.289.6728.