Start With One Region (Then Dominate It)

I see this mistake all the time: contractors trying to chase opportunities everywhere and winning nowhere.

The better strategy? Own one region first.

Why Geographic Focus Wins

Municipal procurement is all about relationships. The same people who approve projects also:

• Write the RFPs
• Sit on evaluation committees
• Award the contracts
• Become references for your next project

When you focus on one region, you're not just winning projects—you're becoming the contractor everyone knows.

The Pip Makes This Easy

Pick your region. We'll tell you about every approved project that matches your categories.

Over 3-6 months, you'll be meeting decision makers across multiple municipalities in your region. Not cold calling—warm introductions based on projects they've already approved.

The Compound Effect

Here's what happens when you focus:

Month 1-3: Build Your First Relationships

• 5-8 projects discovered in your region
• Meet with 3-4 decision makers
• Win your first early-intelligence project

Month 4-6: Become Known

• You've now met 8-10 people at different municipalities
• They start referring you to each other
• "Oh, you should talk to [your company]. They helped us with a similar project."

Month 7-12: Dominate

• Decision makers call YOU when they're planning projects
• You're invited to pre-RFP consultation meetings
• Other contractors are competing. You're collaborating.

Then (And Only Then) Expand

Once you're known in Region A, add Region B. Now you can:

• Leverage your track record from Region A
• Use the same playbook that worked
• Scale with confidence, not hope

How to Pick Your First Region

Ask yourself:

1. Where do I already have projects? Start where you have momentum
2. Where can I physically show up? Relationships need face-time
3. What's the project volume? Use The Pip to see what's actually getting approved

The Math Works Better

Let's compare:

Spray and Pray Approach:

• Monitor 50 municipalities
• Respond to 20 RFPs
• Win 2 projects (10% win rate)
• Compete on price every time

Regional Focus Approach:

• Monitor 8-10 municipalities in your region
• Build relationships on 12 opportunities
• Win 5 projects (40% win rate)
• Command premium pricing because you're the known expert

Same effort. 2.5x the results.

Your Competitors Are Distracted

While they're chasing RFPs across three provinces, you're becoming indispensable in one region.

While they're competing on price, you're having coffee with the Director of Public Works about the project they're planning for next quarter.

While they're submitting bids, you're getting the spec sheet early to review and provide input.

Ready to Focus?

[Book a demo](https://thepip.ca/contact) and I'll show you what's happening in your target region right now.

Geography isn't limiting. It's leverage.