Winning with AFI and Civic Marketplace

AFI, in partnership with Civic Marketplace, offers a smarter, faster way to do business with public entities. This guide is designed to help you, as a supplier, understand the value of cooperative contracting, confidently communicate that value to entities, and leverage your AFI contract to drive growth and impact.

Understanding AFI and Cooperative Contracting

• AFI is a non-profit association of local governments dedicated to fostering innovation, foresight, and collaboration across the public sector.
• Through Civic Marketplace, your AFI contracts are now searchable and accessible to numerous public sector entities across the nation.
• Entities can quickly purchase directly from your contract without issuing their own RFPs, saving them valuable time and resources.

Preparing for Success: Your AFI Sales Toolkit

1. Know the Landscape:
   
   • Review your contract Request For Proposal, awarded terms, and documentation.
   • Understand the sourcing clause and how additional entity-specific terms can be applied at the purchase order level.
2. Get to Know Your Tools:
   
   • Visit your Civic Marketplace Supplier Profile and ensure your profile is up to date.
   • Upload case studies, product videos, and service references to strengthen your digital storefront.
   • Familiarize yourself with the AFI participating entity list and how entities can join.
   • Request your personalized QR code to direct entities directly with your Supplier Profile! To receive your QR code, simply click here to request a HubSpot landing page with a QR code. Your personalized landing page link and QR code will be created and emailed back to you.
     
     1. For business cards: place the QR code on the back, lower right-hand corner, around 0.75" square for best results.
     2. For flyers: You can request printed flyers featuring your QR code! Just submit a request through the same form.

3. Develop a Sales Plan:
   
   • Break down your target customer verticals
   • Identify current customers you can convert to AFI purchasing
   • Target new prospects and regions where you haven't had visibility
   • Understand the timing of entities' budget and procurement cycles
     
     
4. Train Your Team:
   
   • Request contract training from your company’s management or Civic Marketplace to ensure your team understands and can speak confidently about AFI.

Strategic Selling: How to Present AFI to Entities

Before the Meeting:

• Create a AFI sales packet (digital or printed) featuring:
  
  • Your specific contract summary
  • Your Civic Marketplace storefront URL
  • An FAQ on the benefits of cooperative contracting
• Email materials in advance to give the customer time to review.
  

During the Meeting:

• Build trust and qualify the customer’s needs and pain points
  
• Ask:
  
  • "Are you familiar with cooperative purchasing organizations like AFI?"
  • "Does your entity policy allow the use of national or regional co-ops?"
• Share the benefits:
  
  • Saves time and money by avoiding lengthy RFP processes
  • Ensures legal compliance
  • Provides access to pre-vetted suppliers (like you!)
• Let them share how AFI may fit their process
• Invite them to join AFI at no cost or obligation
  

After the Meeting:

• Send a follow-up email summarizing key points
• Provide any requested information
• If a PO is issued:
  
  • Ensure smooth delivery, setup, and billing
  • Provide excellent post-sale support
• Request a testimonial or permission to reference them as a flagship customer
• Ask if they'd introduce AFI and Civic Marketplace to other departments or peer entities

Amplify Your Success

• Share wins with your team and Civic Marketplace. We love to feature case studies that highlight your success!
• Become a thought leader by presenting at regional or virtual events
• Help other suppliers understand and replicate your strategy