Cracking the Code: Selling to State and Local Government with Cooperative Contracts

This month’s Catalyst Conversations explored a high-impact topic for small business manufacturers: how to successfully sell to state and local governments using cooperative contracts. Hosted by Catalyst Consulting Group, the session featured two powerhouse guests—Tammy Rimes, Executive Director of the National Cooperative Procurement Partners (NCPP) Association, and Lisa Merder, Vice President at OMNIA—who brought deep insights into the evolving procurement landscape.

Here are the top takeaways from the session:

💡 1. What Are Cooperative Contracts?

Tammy Rimes kicked off the session by defining cooperative contracts as competitively solicited agreements that multiple public agencies can use. This procurement model saves agencies time and ensures compliance, while giving vendors streamlined access to government customers.

“It’s not about skipping steps; it’s about leveraging the procurement work that’s already been done efficiently and transparently.” — Tammy Rimes

🚀 2. The Vendor Advantage

Cooperative contracts are a valuable tool for small businesses seeking entry into the public sector. They provide:

• Instant credibility through the award of a national contract

• Streamlined access to buyers

• A competitive edge in a crowded market

But Tammy was clear: “Being awarded a contract is just the beginning —you still have to market and build relationships.”

🔍 3. OMNIA’s Innovation-Driven Approach

Lisa Merder shared how OMNIA, one of the largest public sector cooperatives, is pushing boundaries through spend analytics, AI tools, and digital platforms like OPUS.

“We’re bringing in tools used in the private sector—like detailed spend visibility—and putting them in the hands of public agencies and suppliers.” — Lisa Merder

She also emphasized that OMNIA offers dedicated support from category-specific subject matter experts (or as Michelle Warren calls them, “subject matter enthusiasts”), making it easier for suppliers to grow in targeted areas.

🌍 4. Technology Is Reshaping Procurement

From AI-powered sourcing tools to centralized digital marketplaces, the procurement world is becoming more technology-driven. OMNIA’s tech innovations are designed to:

• Serve hard-to-reach markets (like small or rural buyers)

• Empower smaller vendors

• Improve transparency and efficiency

These developments mean that even small or emerging businesses can scale faster with the right cooperative partner.

🛠️ 5. Getting Started with a Cooperative Strategy

Both Tammy and Lisa stressed the importance of strategy and follow-through. Their advice:

• Know the rules in your target states and localities

• Choose the right cooperative based on your category and potential market

• Educate your team – both sales and dealer networks - on how to communicate the benefits to potential buyers

• Use the cooperative’s tools—from training sessions to directories and digital platforms

👀 What’s Next?

We’re excited about two upcoming opportunities to deepen your public sector strategy:

📅 Catalyst Conversations – Aug 14th
Topic: Federal Myth Busters

Think selling to the federal government is too complicated, too competitive, or just not worth it? Join us on August 14 for Federal Myth Busters, where we’ll unpack the most common misconceptions about doing business in the public sector—and why many of them simply aren’t true. Whether you’ve been hesitant to engage or just curious about what’s real vs. rumor, this conversation will challenge assumptions and reveal new opportunities.

📅 Public Sector Decoded – Aug 21st
This virtual event is designed to demystify how government purchasing works. Whether you're just getting started or refining your approach, this session will break down key terms, purchasing cycles, and proven tactics to help you sell smarter in the public sector.

💬 Final Thought

Selling to the public sector doesn’t have to feel like navigating a maze. With the right partnerships—especially through cooperative contracts—and an informed, proactive approach, small manufacturers can thrive in this space. Catalyst Consulting Group is here to guide you every step of the way.

Stay tuned—and join us next month as we continue to build your public sector sales toolkit.