Unless you’re selling a procurement-related product or service, odds are that the individuals in government who manage the purchasing process (“procurement”) are not the same people as the public servants who are your customers (“end users”). During the sales process, you’ll need to make sure you’re working well with both kinds of stakeholders. You need to sell to your end users and meet the compliance needs of their procurement counterparts.

“End users” are your customers - your goal is to sell. 

In most public entities, there are individuals who are the ones you need to sell to - your customers or “end users” - who will use the goods or services you provide in their daily work. End users understand what they need to do their work, but they are not usually experts in the procurement process. For instance, if you sell planning software, you’re likely working with someone in the planning department to pitch that individual on the benefits of using your software in his/her daily work.

Procurement professionals are experts in how to buy for their entity - your goal is to not get blocked by or stuck in procurement

Procurement professionals work either in a centralized purchasing entity, or embedded within a department as experts around completing the procurement process in a way that achieves the end user’s needs and meets compliance requirements. You will need to interact with procurement professionals, and your goal should be to work with them to navigate their compliance needs. One of the ways you can support procurement professionals is by sharing contracts that may help them work with your business in a compliant way. Pavilion can help you manage your portfolio of contracts, for free - get started today.

This guide was edited and reviewed by procurement professionals Kelly Mickelson, Karri Burgess, and Rita Parker, and Sharon Reed.