Joseph Szobody, ReproConnect
By Ed Avis
Reprographics companies have long been known as plan printers, and consequently have often had to fight price battles to stay alive. During the 2025 IRgA Workshop in September, Joseph Szobody suggested that repro companies should change their focus and maximize their digital services sales to public agencies.
“Serving the public sector requires a mindset shift,” said Szobody, president of ReproConnect. “You need to move from being a commodity supplier to being a solutions provider. There is a big gulf between focusing on general contractors and focusing on public agencies.”
So what does Szobody suggest as services for public agencies? Among others, he feels that public bid management, branded portals and easy-to-use digital archives are services that repro firms can profit from.
Why Public Agencies?
A full house listened intently to Szobody's presentation.
Szobody offered several reasons why public agencies can be good clients for repro firms.
Key among them is that public agencies have lots of regulations that they must follow, and if you can help them meet those regulations, they will be extremely loyal. For example, the bid process for a public project is more complex than that for a private job and must meet requirements regarding privacy, accessibility and accuracy.
“You need to show the public agencies their pain points and how you can relieve them,” Szobody said. “For example, they don’t want to reject bids because the bidder didn’t have the correct set of plans. When you can show them that your system ensures that every bidder has the correct set, you help them maximize the number of bids.”
Another reason public agencies are good clients is that once you get your foot in the door, they will remain clients. Szobody called it a “sticky relationship,” meaning the agencies don’t easily switch providers.
And the public agency market is repeatable: “Once you get the first one to become a client of yours, others will fall like dominoes,” he said.
Serving Them Well
Naturally, Szobody was highlighting the services ReproConnect clients can provide, but his guidance on public agencies would apply to any repro firm serving that market.
In addition to setting up a bid process that meets the regulations, public agencies like bid systems that are easy for them to operate and access. They also want to make sure that bidders can easily access exactly what they need, and that they get the appropriate updates automatically.
The day of the actual bidding also needs to be carefully managed. The rules that applied when all bids were done on paper and in person still apply – everything needs to be sealed and delivered exactly on time.
“All of the effort drives towards a successful bid meeting,” Szobody said.
Creating a branded portal is another way to serve agencies well, he added. A custom portal that makes it extremely easy for employees to order print products or plans expresses the idea that your firm is a partner rather than a service provider. And branded portals are like golden handcuffs – they become so easy for customers to use that they never want to switch.
And of course creating a great document archive that gives easy, full access to an agency’s legacy documents – and updates them as needed -- is another key service.
Challenges
Breaking into the public agency market is not easy, Szobody stressed.
“It’s hard to get started, because you’re not on their radar,” he said. “You need to prepare for rejection.”
He said that successful ReproConnect clients cast a wide net for agency clients, and dig deep for smaller agencies such as park districts, school districts, library districts and other agencies that are not as high profile as cities or towns. One way to meet potential clients is to exhibit at conferences that procurement professionals attend, such as those held by the National Association of State Procurement Officials or events in your local area.
Another key point: Public agencies are forbidden to “play favorites” with print providers, so you may want to start a DBA that has a different name, such as XYZ Bid Management Co., if you want to break into the market.
A final tip: Start by asking your existing AEC clients if they can introduce you to the appropriate contacts at agencies. They may already know the right people and an introduction can be invaluable.