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If targeting state-level work, McAleavey advised contacting the capital or working backwards beginning with the actual end-user to discover the procurement loop and who is responsible for sending out the bidding list. "Then, distributors should pick the top items that they and their manufacturer partners are best suited to bid on," he said. "For a local municipality, one vendor may be sufficient, but two or three different suppliers may be required to service a larger state contract."
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