MunicipalMailer closed a deal for $160k

This deal took me 2 and half years to close , although the RFP process was just 6 months from release to contract signing.

I first met the main decision maker at a conference golf outing. When I got back, I told my manager, "that guy is an asshole" to which he responded, "you need to get to know that asshole." And so I did.

For the next two years I worked to be in his sphere at conferences, regional meetings, and even just stopping in to say hey at his office from time to time. 2 years after that first golf tournament, they went out to RFP. Long story short, we won the RFP and as of 2 months ago, have them under contract. We were not the closest geographically, and we were not the lowest priced vendor. However, we have a great reputation in the market, our pricing wasn't too far off, and I spent that last two years becoming friends with the top decider for this contract. And by the way, not an asshole.

This was a long sell, however I have now been able to use this County as a reference with others, and in the last six months, I have landed 3 new Counties in the State, which is a direct result of this single win.