Citylitics Customer Profile
A prominent manufacturer of engineered products serving large-scale infrastructure projects across the United States.
The Challenge
The manufacturer faced a common challenge in the industry: reliance on RFPs (Requests for Proposals) for new business. This reactive approach meant they were often caught off guard, scrambling to respond to opportunities with limited time to prepare competitive bids. Furthermore, the RFP process often favored larger competitors with more resources, leaving them at a disadvantage.
The Solution
To overcome this challenge, the manufacturer partnered with Citylitics, an Early-Stage Sales Intelligence platform. Citylitics provided data and tools to identify, track, and act on opportunities long before RFPs were issued. Key features included:
- Detailed Project Information: Insights into project budgets, timelines, and key stakeholders.
- Advanced Filtering: Tailored searches to identify projects by type, size, location, and stage of development.
- Proactive Alerts: Real-time notifications for projects matching their criteria, enabling timely engagement.
By leveraging this intelligence, the manufacturer redefined their sales strategy to focus on building relationships early, gaining a head start over competitors, and targeting high-value opportunities that aligned with their capabilities.
The Result: $238 Million in High-Value Opportunities Identified
In just four months, the manufacturer achieved measurable success by implementing Citylitics’ platform:
- 150% Pipeline Growth: The company increased its pipeline from 35 to 90 qualified opportunities, significantly boosting their ability to focus on high-value projects.
- Strategic Targeting: Citylitics helped them prioritize projects based on budgets, timelines, and relevance to their expertise, including opportunities such as:
- $238 million road and highway initiative in Texas.
- $34 million highway project in Dallas.
- $3.6 million bridge rehabilitation in Pittsburgh.
- $2.6 million drainage project in Orlando.
- Proactive Competitive Advantage: Early insights allowed the manufacturer to engage with decision-makers and position themselves as a preferred partner well before competitors, improving win rates and reducing dependence on RFP responses.
“Citylitics has completely redefined how we approach business development. By identifying opportunities well before RFPs, we’ve gained a significant competitive edge and built stronger relationships with decision-makers.”– Sales Director
Proactive Data-Driven Sales Process
Key Benefits:
- Increased sales efficiency: Focus on the most promising opportunities.
- Improved win rates: More time to develop compelling proposals.
- Reduced dependence on RFPs: Proactive identification of new business.
- Enhanced competitive advantage: Early engagement with potential clients.
Key Takeaways
Citylitics’ platform fundamentally changed how the manufacturer approached business development by providing actionable intelligence that was far ahead of RFP deadlines. Unlike traditional tools, Citylitics focuses on delivering Early-Stage Intelligence into upcoming infrastructure projects, enabling clients to build relationships, influence project specifications, and shape opportunities from the earliest stages.
This proactive model is especially valuable in the Public Infrastructure sector, where early engagement with cities & utilities often determines which companies emerge as preferred project partners.
PRODUCT TOUR
Drinking Water
Engineering | Vendor | Construction | Violations
Wastewater
Engineering | Vendor | Construction
Stormwater
Engineering | Vendor | Construction
Metering
Vendor | Construction
Underground Infrastructure
Engineering | Vendor | Construction
Broadband
Engineering | Vendor | Construction | Reports
Safety
Engineering | Vendor | Construction
