Turn Your Award Into a Sales Advantage: Lead With Your NJSTART Contract
You've Earned the Contract. Now Make It Work for You.
Securing a NJSTART contract is a significant achievement, but many vendors miss an important opportunity after award. Instead of leading conversations with their contract, they treat it as an afterthought.
The reality is that public sector buyers are looking for solutions that are easy to purchase, compliant, and readily available. Your NJSTART contract provides exactly that.
When you lead with your contract, you remove barriers, shorten purchasing timelines, and help buyers quickly understand why they should work with your company. Your State contract is a legal shortcut for them: under N.J.S.A. 40A:11-12 and N.J.S.A. 18A:18A-10, local contracting units and boards of education can buy from a State contract vendor without advertising for bids — a purchase can be made by simply issuing a purchase order after validating the quote. The Cooperative Purchasing Program (N.J.S.A. 52:25-16.1) extends the reach to municipalities, counties, school districts, colleges, authorities, and volunteer fire and rescue squads, and using a State contract also keeps buyers compliant with State regulations such as "pay to play."
What Does "Leading With Your Contract" Mean?
Leading with your contract means making your NJSTART award one of the first things buyers see and hear when interacting with your organization.
Rather than saying:
"We provide office furniture solutions for government agencies."
Try:
"We are an awarded NJSTART contract holder providing office furniture solutions to New Jersey public entities."
The difference may seem small, but it immediately tells buyers:
- You have already completed the procurement process.
- Your pricing and terms have been evaluated.
- Purchasing from you may be faster and easier.
- You understand public sector requirements.
Why It Matters
Government buyers often face tight timelines, procurement regulations, and limited resources.
When a buyer knows your solution is available through an existing NJSTART contract, it eliminates uncertainty and simplifies the purchasing process.
Leading with your contract helps:
- Increase buyer confidence
- Improve visibility within the public sector market
- Differentiate your company from non-contract competitors
- Potentially shorten procurement timelines
- Create more opportunities for engagement
NJSTART's Marketplace and associated vendor resources are designed to help buyers discover awarded suppliers and make purchasing decisions more efficiently.
Five Ways to Lead With Your NJSTART Contract
1. Find us on NJSTART!
Include the NJSTART logo on:
- Email signatures
- Marketing materials
- Sales presentations
- Business cards
- Website pages
- Social media profiles
- Event signage
Make it easy for buyers to identify your contract through a scannable QR code and understand how they can purchase from you. Visit the Vendor Resource Site (Password: NJSTARTpep2024!) for marketing templates.
2. Highlight Your Contract in Buyer Conversations
When speaking with agencies, schools, municipalities, or cooperative purchasing entities, mention your NJSTART contract early in the conversation.
Examples:
- "Our services are available through NJSTART Contract #XXXXX."
- "You can purchase directly through our NJSTART award."
- "Because we're an awarded contract holder, procurement may be simplified."
3. Update Your Vendor Profile
Many buyers begin their research online before contacting suppliers.
Take time to ensure your vendor profile:
- Includes current contact information
- Clearly describes your offerings
- Highlights key differentiators
- Reflects your latest products and services
Maintaining a strong vendor profile helps buyers discover your organization and understand the value you provide. Here is the Quick Reference Guide (see page 25). If you have any issues, please use the NJSTART DPP Support Portal.
4. Use Conferences and Events to Promote Your Award
Trade shows and government conferences are excellent opportunities to increase awareness of your contract.
Consider:
- Displaying your NJSTART QR Code prominently
- Including awarded contract information on booth materials
- Ensure your contract number on quotes
- Training sales teams to discuss NJSTART benefits
- Sharing examples of how public entities purchase through your contract
NJSTART has emphasized helping contract holders maximize visibility during conference and event participation.
5. Educate Your Sales Team
Every member of your customer-facing team should be able to answer basic questions such as:
- What is NJSTART?
- Which entities can use our contract?
- What products or services are covered?
- How can buyers purchase from us?
The more confidently your team can discuss your contract, the more effectively they can position your organization in the public sector market.
3 Common Mistakes to Avoid
1. Waiting Until the End of the Conversation
If buyers don't know you have an awarded contract, they may assume a full procurement process is required. Mention your award early and often.
2. Assuming Buyers Already Know
Not every buyer is familiar with every contract holder. Help buyers connect the dots by explaining how your contract can simplify purchasing.
3. Forgetting Existing Customers
Current customers may not realize they can purchase additional products or services through your NJSTART contract. Regularly remind them of the options available.
Final Thought
Your NJSTART contract is more than a purchasing vehicle. It's a powerful sales and marketing asset.
The vendors who see the greatest success are often the ones who consistently lead with their contract, educate buyers on its value, and make it easy for public entities to do business with them.
Every conversation, webinar, conference, email, and marketing piece is an opportunity to remind buyers of a simple message:
"We're an awarded NJSTART contract holder, and we're ready to help."
Quick Action Checklist
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Add your QR code(s) to your email signature
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Review and update your vendor profile
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Update marketing materials with NJSTART messaging
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Train your sales team on contract talking points
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Promote your services/products at conferences and events
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Visit the Vendor Resource Site (Password: NJSTARTpep2024!) for additional resources and tools.