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RFP 6.1.B. - Page 24 <br /> 4.60 Prices quoted are for products/services delivered during normal business hours. Normal Business <br /> hours will be as specifically defined herein, defined through industry standards OR defined through <br /> statement contained in the purchase/work order issued pursuant to a Contract resulting from this RFP. <br /> 5. MARKETING PLAN <br /> 5.1 Internal Marketing Plan: An award of Contract resulting from this RFP is an opportunity for the <br /> awarded contractor to pursue commerce with, and deliver value to NJPA and NJPA Members nationwide. <br /> An award of Contract is not an opportunity to see how much business NJPA can drive to an awarded <br /> Vendor's door. Your internal marketing plan should serve to: <br /> 5.1.1 Identify the appropriate levels of sales management whom will need to understand the value <br /> of, and the internal procedures necessary to deliver this Contract opportunity to NJPA and NJPA <br /> Members through your sales force. <br /> 5.1.2 Identify, in general,your national foot print and dedicated feet-on-the-street sales force that <br /> will be carrying this Contract message and opportunity in the field to NJPA Members. Outline the <br /> sale force in terms of numbers and geographic distribution. <br /> 5.1.2.1 Identify whether your sales force are employees or independent contractors. <br /> 5.1.3 Identify your plan for delivering training to these individuals. <br /> 5.1.3.1 Will you have your sales force gathered at national or regional events in the near <br /> future?Does you sales force have the ability to participate in webinar or webcast events? <br /> 5.1.3.2 NJPA is prepared to provide our personnel in your location for sales training <br /> and/or on a webinar or webcast where sufficient efficiencies can be shown in reaching the <br /> appropriate groups within your employee base, and sufficient numbers of personnel <br /> trained. <br /> 5.1.4 identify your personnel involved in training. <br /> 5.1.4.1 NJPA can provide personnel to deliver training regarding the Contract itself, the <br /> authority of NJPA to offer the Contract vehicle to its Members, the value the Contract <br /> vehicle delivers to NJPA and NJPA Members, the scope of NJPA Membership, and the <br /> authority of NJPA Members to utilize our procurement contracts. <br /> 5.1.4.2 Your personnel will be needed to provide training regarding employee <br /> compensation and internal procedures when delivering the Contract opportunity, and how <br /> this Contract purchasing opportunity relates with other such opportunities available. <br /> 5.2 Success in marketing is dependent upon 1) the delivery of value as defined in section 1.4, 2) the <br /> delivery of knowledge of the program and its proper use and utility, and 3) the delivery of opportunity <br /> and reward which creates a personal commitment to the program. NJPA desires a marketing plan that: <br /> 5.2.1 identifies the value delivered in a competitively proposed national cooperative procurement <br /> contract by relieving both the NJPA Member and the Vendor/Vendor's sales staff of the <br /> responsibility for bringing and answering many similar and individual RFP's; and <br /> 5.2.2 identifies the appropriate Vendor personnel from both management and sales staff's who <br /> will be trained on the use and utility of such a contract and a general schedule of when and how <br /> those individuals will be trained; and <br /> 5.2.3 identifies in general how the reward system for the marketing, delivery, and service chain of <br /> 21 of 47 <br />