The Company
Watts Corporation is a global leader in piping, flow control, and water quality solutions. Their US government sales team serves federal agencies (GSA Schedule holder), state departments of transportation, municipal water utilities, and military installations across all 50 states. They supply specialized brass, copper, and stainless steel fittings to public infrastructure projects, including water treatment plants, military base upgrades, and municipal plumbing systems.
The Challenge
US government procurement generates thousands of plumbing and piping solicitations every month across SAM.gov, state portals, and local government sites. Watts faced a unique filtering problem:
- Material specificity: 90% of piping solicitations specify generic materials (GI, HDPE, PVC) that Watts doesn't supply. Finding the 10% that specify brass, copper, or stainless steel required reading every RFP document
- Geographic spread: Relevant opportunities appeared across SAM.gov, all 50 state procurement portals, and dozens of municipal sites, impossible to monitor manually
- Specifications buried in CLINs: Material specifications were rarely in solicitation titles. They were hidden in CLIN tables, Statements of Work, or technical specification attachments on page 40 or 80 of RFP packages
- Low conversion from noise: The BD team spent 80% of their time filtering irrelevant solicitations and only 20% on actual proposal preparation
The Solution
Material-Aware AI Scouting
Bidovate's AI was configured with Watts Corporation's product catalog, including specific alloy grades, pipe diameters, pressure ratings, and fitting types. The system distinguishes between a generic plumbing solicitation and one that specifically requires brass ball valves or copper press fittings.
Nationwide Portal Coverage
The platform monitors 1,000+ procurement sources across SAM.gov, all 50 state portals, GSA eBuy, DIBBS, and municipal procurement sites. Solicitations are auto-classified by material type, allowing Watts to see only brass, copper, and stainless steel opportunities.
CLIN-Level Parsing
Solicitation Intelligence extracts material specifications from CLIN tables and technical attachments deep within RFP packages, matching line items against Watts Corporation's product range and flagging compatible opportunities with quantity estimates.
Results
Over 10 months:
| Metric | Before | After | Change |
|---|---|---|---|
| Solicitations screened | 200/month | 2,400/month | 12x increase |
| Material match accuracy | ~70% (manual) | 99.8% | Near-perfect |
| States covered | 8 | 50 | Full US coverage |
| BD team time on screening | 80% | 15% | Freed for strategy |
| Qualified opportunities found | 8/month | 35/month | 4.4x increase |
| Revenue from govt contracts | Baseline | +180% | Strong growth |
Key Takeaway
For specialized manufacturers, the challenge isn't finding solicitations, it's finding the right solicitations in a sea of irrelevant ones. Material-aware AI scouting turned what was a needle-in-a-haystack problem into a structured, automated pipeline.
"Before Bidovate, we had two people doing nothing but reading CLINs all day. Now the AI filters 2,400 solicitations and shows us only the 35 that match our materials. It's a different business." - US Government Sales Lead, Watts Corporation
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