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."
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:
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:
NJSTART's Marketplace and associated vendor resources are designed to help buyers discover awarded suppliers and make purchasing decisions more efficiently.
Include the NJSTART logo on:
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.
When speaking with agencies, schools, municipalities, or cooperative purchasing entities, mention your NJSTART contract early in the conversation.
Examples:
Many buyers begin their research online before contacting suppliers.
Take time to ensure your vendor profile:
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.
Trade shows and government conferences are excellent opportunities to increase awareness of your contract.
Consider:
NJSTART has emphasized helping contract holders maximize visibility during conference and event participation.
Every member of your customer-facing team should be able to answer basic questions such as:
The more confidently your team can discuss your contract, the more effectively they can position your organization in the public sector market.
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.
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."
Add your QR code(s) to your email signature
Review and update your vendor profile
Update marketing materials with NJSTART messaging
Train your sales team on contract talking points
Promote your services/products at conferences and events
Visit the Vendor Resource Site (Password: NJSTARTpep2024!) for additional resources and tools.