Whether you are competing to work with Clark County or another government entity, it is important to truly know your customer. The more you know about potential customers’ needs and why they buy, the better you can demonstrate your company’s ability to provide the best product or service, while delivering the best value for taxpayers. So what
do
government buyers look for?
The following purchasing and contracts representatives took time out to share what they look for when seeking to hire local suppliers:
- Chetan Champaneri, Senior Purchasing Analyst - Las Vegas Valley Water District.
- Niki Gomoluh, Business Specialist - City of Las Vegas Diversity Program.
- Larry Silver, Purchasing Analyst II - Clark County Water Reclamation District
Here are their answers to our questions.
Q: What types of purchases are you/your department responsible for handling?
Champaneri:
Las Vegas Valley Water District (LVVWD) purchases a wide range of goods and services, including: engineering and construction services; fleet vehicles and parts; plumbing, electrical, mechanical and HVAC supplies/services; small construction services and equipment; hardware, tools and machinery; information technology, hardware, software and services; office supplies and equipment; printing services and promotional needs; general landscaping, cleaning and transportation services; and various professional services. A more thorough list can be found at the following link:
LVVWD
Gomoluh:
(City of Las Vegas) Purchasing and Contracts procures a variety of goods and services as well as construction and professional services projects. At any given time, we can be working on contracts to build buildings, fix streets, purchase sports equipment, office supplies, computer software and/or hardware - the list is endless.
Silver:
Mostly CIP (Capital Improvement Project) related and procurement involving (
General Purchasing Guidelines
outlined in) Nevada Revised Statute (NRS) 338, some NRS 332 .
Q: What are the main qualities you look for when considering hiring a small supplier for the very first time?
Champaneri:
One of the key factors would be customer service. Being available and responsive to calls, answering questions, responding to RFQ/Bids in a timely manner, resolving issues, and providing great customer services overall is essential. Another important factor is experience. Our customers, which the Purchasing Division supports, depend on us to assist them in sourcing dependable and experienced suppliers which are able to provide the goods and/or services correctly the first time around. In addition, as steward of taxpayers money, obtaining products and services at a competitive price is a necessity.
Gomoluh:
In addition to what product or service they are selling, of course, the ability to follow instructions, and being properly licensed by the City or any other applicable entity.
Silver:
Standard due diligence, like license and bonding limits. If they are an SMWDBE (Small, Minority-owned, Women-owned or Disadvantaged Business Enterprise) on a first time award for the scale and complexity, I make sure to take the time to go over the contract requirements, any reporting requirements, and help them along the way as their performance in successfully completing the work scope is critical for both the vendor and the District.
Q: What is one of the most common mistakes you see small businesses make when seeking to do business with the County (or City), and how can business owners avoid that mistake?
Champaneri:
The most common mistake that comes to mind is only sending an email to a buyer about your company. It’s critical that you follow up with a call to demonstrate your commitment to the services and/or products that you desire to provide. Another common mistake that happens frequently is suppliers failing to respond to solicitations which they have been invited to.
Gomoluh:
Two, actually - first, not following through - be responsive when contacted. Even more importantly, know and understand your own business capacity - don't take on more than you can handle.
Silver:
They may not fully understand the contract and all the complexities and are intimidated by it. By working with them, my hope is that they learn, grow and become more comfortable with doing business with the District, and will become a successful vendor in fulfilling their contractual obligations.
Q: From your perspective as a purchasing representative, what helps an exhibitor stand out from the crowd at a trade show such as the Clark County Small Business Expo?
Champaneri:
Providing a simple one page brochure/”line card” that identifies the products and/or services that you provide would be extremely helpful when we relay your capabilities back to our internal customers.
Gomoluh:
First, that their line of business is easy to identify, that it's a business that we may have a need for, and then how knowledgeable they are and the passion they have for what they're doing.
Silver:
Taking the time to learn the process, ask informed questions of the government entities and show they are willing to step up and learn to earn the business with those entities.
Q: What other helpful advice would you like to give local small business owners?
Champaneri:
It’s imperative that you register on the NGEM (
Nevada Government eMarketplace
) system, it’s a highly effective and efficient tool to utilize to gain access to solicitations issued by over 20+ entities within Nevada.
Gomoluh:
Be prepared, show your passion for your business, and build relationships. What we don't need today we may need tomorrow, or we may know someone else that needs what you are offering. The City of Las Vegas and other local governments are eager to give opportunities to small businesses but it is the job of the supplier to make sure we know you are out there, to earn the business, and deliver what it promises.
Silver:
Take the time to read any RFQ (Request for Quote), RFP (Request for Proposal), Bid documents and ASK questions during the open period. No question is stupid, ask because not all requests are perfect....doing so can be the difference in successfully being awarded a contract.
