EHS-International's CHALLENGE
One of the leading hazardous-materials management and environmental-consulting firms in the Pacific Northwest, EHS-International (EHSI) of Bellevue, Wash., pursues contracts with a wide array of potential public-sector clients. The firm’s work takes its hazardous-waste managers and environmental consultants to facilities ranging from schools, hospitals, office buildings and courthouses to military bases to wastewater treatment plants.
As one of the nation’s premier public-safety architectural firms, Stewart-Cooper-Newell Architects (SCN-Architects) of Gastonia, N.C., knows exactly the types of projects it wants to pursue: primarily, police- and fire-department facilities throughout the Southeast and Eastern Seaboard. And given its 40 years in the business, the firm is well-known in its home region for its design work and its track record of success.
Government business is a critical component of Bank of America's commercial-banking revenue stream. By finding out about upcoming government-contract opportunities, the bank is able to contact and build relationships with the decision-makers before the RFP process begins.
As one of the nation’s largest water and wastewater contractors, Kansas City-based Garney Construction competes for government contracts that have budgets in the tens of millions of dollars. So missing out on a required pre-bid meeting or an actionable RFP for a big-budget project could have a major impact on the company’s sales pipeline – and, by extension, its pipeline sales.
It’s a classic tradeoff: The more time you spend looking for sales leads, the less time you have to build relationships with the decision-makers – and, as a result, the less likely you are to win the business. That was the dilemma facing internationally recognized structural-engineering firm WSP Cantor Seinuk. 
Waterblasting.com wanted to expand its business beyond its home state of Florida and generate sustainable growth for its high-pressure water-blasting service, which removes striping and unwanted coatings from highways, runways and other paved surfaces. To achieve those goals, the company needed to identify contractors and airfield managers in new markets and reach out to them regarding its service's value proposition, so that the company wasn't competing solely on price for government contracts.
As a wireless and IT consulting and engineering firm, RCC Consultants has built its business on ensuring the speed, reliability and comprehensive coverage of telecommunications. And those three attributes are also vitally important to the first step in the firm’s revenue-generation process – finding requests for proposals (RFPs) from government agencies that match the company’s products and services.
Prosser Hallock is a professional planning and engineering firm that provides services in four primary areas: master planning and site engineering, transportation planning and engineering, parks and recreational facility design and construction management. Most of the firm's revenue is generated from the private sector, but the company actively pursues government projects as well. In order to stay competitive in the government market and make informed bid decisions, Prosser Hallock needed timely notifications of government RFPs and the ability to locate information on competitors, decision-makers, buyers, and awards.
Professional Service Industries, Inc. (PSI) is an industry-leading consulting, engineering, and testing firm with 125 offices across America. With lines of business that include construction materials testing/engineering, geotechnical engineering, environmental consulting, and industrial hygiene, PSI is well-suited for government contract work in a wide variety of projects, and it needed a comprehensive and time-efficient way to track leads for those opportunities by project type and geographical area.
As a full-service architecture, engineering and environmental services firm, Womer & Associates is ideally suited to compete for government design and construction contracts. In order to pursue these projects effectively, the firm needs comprehensive tracking and notification of government RFPs in its West Coast market area, particularly at the state and local level. The firm looked into several notification and business-intelligence services but couldn't find one that consistently provided information on state and local RFPs.