How to Sell to the State of California

Strategy 1: Build your knowledge about how to sell to government organizations, where to go for assistance, and how to get on bidder lists.

Tools:

  • Doing Business with the State. This website hosted by the Department of General Services (DGS) provides a wealth of information on bid opportunities and how to become a vendor with the state, how to access Cal eProcure, and how to find government agency customers and get on their bidder lists.
  • Cal eProcure. DGS and the Financial Information System for California (FI$Cal) maintain Cal eProcure, the procurement system of record for the state. The system is the buying, selling, and small business component of FI$Cal and includes access to bidder registration, bids/solicitations, and purchase history. See Portal Overview for instructional videos on how to use Cal eProcure.
  • California Multiple Award Schedules (CMAS). This program offers a variety of commodities, non-IT services, and information technology products and services at prices that have been assessed to be fair, reasonable, and competitive. Suppliers may apply for a CMAS contract at any time – no bids are required. The use of these contracts is optional and is available to state and local government agencies.
  • Doing Business with the California Department of Transportation (Caltrans). This webpage describes how to navigate this department’s procurement process.
  • Caltrans and Recycled Transportation Products. This webpage explains how to market recycled-content products for use in Caltrans construction projects.
  • Doing Business with the California Department of Corrections (CDCR). This website provides resources on the Small Business and Disabled Veteran Business Enterprise (SB/DVBE) Program and how to contact SB/DVBE program advocates in the Department of Corrections. SB/DVBE advocates provide contact information to the business community to help suppliers seeking business opportunities with the department. The CDCR is structured with SB/DVBE advocate liaisons to represent each of the 33 CDCR facilities, institutions, and programs to provide additional business services and support throughout California.
  • King County, Wash., Environmental Purchasing Website. This site offers links to environmentally preferable purchasing (EPP) tools and programs, including those provided by leading local, state, and federal government agencies. Governmental entities with EPP programs often show a preference for products made from recyclable materials.
  • Various Training Programs, Conferences, Workshops, and other Events. DGS and other organizations offer training programs, workshops, and other networking and marketing opportunities for businesses interested in buying or selling recycled-content products or other environmentally preferable products to government customers. In addition, there are events geared toward Disabled Veteran Business Enterprises (DVBEs) and small businesses.

Strategy 2: Understand historical agency buying patterns to help determine future procurement plans.

Tools:

  • Cal eProcure. DGS and FI$Cal maintain Cal eProcure, the procurement system of record for the state, which includes purchase history. See Portal Overview for instructional videos on how to use Cal eProcure.

Strategy 3: Take advantage of available state funding, incentives, and assistance to support product marketing.

Tools:

  • CalRecycle Recycling Market Development Zone Program. Recycled-content manufacturers located or planning to locate in a Recycling Market Development Zone (RMDZ) are eligible for a variety of special assistance. The RMDZ program can assist with:
    • Locating manufacturing materials (feedstock)
    • Streamlined permitting
    • Siting facilities
    • Loans
    • Finding markets for products
    • Providing current market conditions/trends
    • Evaluating technology and equipment
    • Providing geographical data on demographics, waste streams, and economics
  • CalRecycle Grants and Loans. This page lists grant and loan programs including RMDZ programs and those for tire-derived products.
  • How to Grow Your Business. This page provides additional information on state financial and market development assistance programs.
  • CalRecycle’s Recycled-Content Product Manufacturers List.
  • Department of General Services (DGS) Office of Small Business and DVBE Services. If they are eligible to be certified as a California Small Business or Disabled Veteran Business Enterprise, companies have access to an array of preferential procurement services and incentives. (Procurement Division Central Reception: 800-559- 5529.)
  • The Governor’s Office of Business and Economic Development (GO-Biz). This office serves as California’s point of contact for economic development and job creation efforts. GO-Biz offers a range of services to business owners, including attraction, retention and expansion services; site selection; permit streamlining; small business assistance; assistance with state government; and more.
  • California Business Portal. Sponsored by GO-Biz, this website provides links to a number of resources for starting, growing, financing, expanding, or relocating a business in California. These resources are provided by public and private sources, from state and federal agencies to local private nonprofit organizations, all of which are accessible through the portal’s webpages.

Strategy 4: Increase credibility by documenting product quality and performance in accordance with customer documentation needs.

Tools:

  • Demonstration Projects, Laboratory and Field Tests, Third-Party Validation, Life Cycle Cost Analysis, and References. Hard data, assessments, and references from credible sources build customer confidence in product quality and environmental performance. Documentation of product performance and recycled content is essential for marketing to LEED-related projects and meeting Environmentally Preferable Purchasing program standards with state and local governments.
  • Caltrans Materials Engineering and Testing Services. This webpage provides information on the Caltrans process for evaluating new products for use in the construction, maintenance, and operation of the state’s transportation system.

Strategy 5: Promote your products to target state government customers using product literature, company websites, presentations, and trade show exhibits.

Tools:

  • Cut Sheets and Product Literature. Develop cut sheets specific to supporting criteria for state buildings that are/will be constructed as LEED-certified.
  • Exhibit Products at Green California Summit. Green Technology is a nonprofit initiative designed to inform government efforts toward sustainability and provide a forum for government officials to communicate with those in the private sector who are developing and distributing green technologies. Green Technology hosts the Green California Summit.

Strategy 6: Identify key customer contacts and develop a professional relationship as a trusted product supplier.

Tools:

  • Information Sources Identified Above. Arrange meetings with the appropriate customer contacts; listen to their needs and concerns; and provide information to specifically address them. Provide demonstration project results, customer references, technical data sheets, etc.

Resources

For more information contact: State Agency Buy Recycled Campaign, SABRC@calrecycle.ca.gov