Up to Speed on NETCENTS-2?

Photo of Doug Gainesby Doug Gaines, Director of Corporate Development

Air Force customers released the first RFQs through the newly awarded NETCENTS-2 Products contract in January, and the last few weeks have shown a steady rise in activity. Is your team engaged and ready to leverage it?

In our discussions with clients and partners, we have found many to be surprised by the contract’s flexibility and ease of use.  For example: Read more of this post

New Data on How to Reach Government Customers

bphoto_Allan-Rubin_65x85y Allan Rubin, Vice President, Marketing

As today’s government shutdown clearly illustrates, it’s hard to get anything done when two parties are so far apart in their beliefs. Could the same communication breakdown be occurring between government marketers and our prospective customers?

At some point (hopefully soon), they’ll be back at their desks browsing the Web, opening our email on mobile devices, and maybe venturing out of the office once or twice a year to meet with industry face-to-face (assuming they’ve been given the proper hall pass). If we want to capture their attention, we have to follow their lead.

I was recently invited to review and comment on the results of an original research study by Market Connections and Boscobel Marketing Communications:

Connecting with Government Customers in an Era of Event and Travel Restrictions

The study identifies how government employees plan to obtain the information and training they used to receive from live events. Its aim is to give contractors current insights into their target customer base that will help them refocus their efforts to reach government prospects.

I’ve written extensively about the challenges we’ve encountered with live events over the past 18 months, and the study provides data that supports our concerns. It also gives recommendations on what to do about it.

An interesting part of the study highlights a potential gulf between the way we want to market to the government and how our customers want to find information. It’s summarized in the graphic below.

Different Opinions

This data held a few surprises for me:

  • It’s easy to see that contractors have shied away from print advertising in trade publications just from picking one up, but interesting that customers still rate them so highly;
  • Only 21 percent of contractors surveyed think government will get information and training online. Really? There’s this cool new thing called the Internet…
  • Apparently, we in the contracting community think prospects are much more interested in talking to us directly than they appear to be.

There are plenty of other nuggets in here that make it a worthwhile read. I hope you’ll check out the study!

New Research: Best BD and Marketing Practices of Winning Government Contractors

by Allan Rubin, Vice President, Marketing

With all of the news about tightening budgets, travel scrutiny, and possible ethics reform, there’s no doubt our business environment is going to be more competitive and restrictive over the next few months (and years).

As the market for winning new contracts and holding onto existing ones becomes more difficult, our friends at Market Connections are about to release some new research on the state of the government contracting community. The results of their new Government Contractor Study will be presented at an event on June 21, and we expect some of the findings to be surprising and informative for government marketing, business development, and sales professionals.

The study will explore what winning government contractors are doing to differentiate themselves.  Sample findings include:

  • How crucial is thought leadership marketing for contractors?
  • Are companies with higher win rates using more white papers or webinars?
  • Are winning contractors doing more speaking engagements or writing more bylined articles?

If you’re interested in learning the answers to these questions and more, you should register to attend the Government Marketing Forum’s 2013 Contractor Outlook Event.  Don’t miss this opportunity to learn what it takes to be a winning government contractor. immixGroup is proud to sponsor this event and support the Government Marketing Forum. We look forward to seeing you there.

Reserve your seat now.

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