3 marketing tips for selling to government in 2018

By Rita Walston, senior director, marketing programs

Marketing to the federal buyer is all about knowing the right timing, methods and rules. The key to this is knowing where each opportunity is in the procurement cycle, who the primary influencers are in each phase and what information is most useful to each group.

At this year’s Government IT Sales Summit, we gathered former top-level federal IT decision-makers to give us answers. During a session moderated by Lou Anne Brossman, founder and president of the Government Marketing University, panelists shed light on how to connect with government agency officials; how to plan and execute marketing campaigns when budgets are tight; how federal buyers consume marketing information before, during and after procurement; and how continuing resolutions, the “new norm” in Washington, impact the federal IT community.

Here are just a few of the tips gleaned from the discussion. To hear more from this session, listen to the on-demand recording:

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The government’s latest move to reel in spending on mobile

mobility_121416Tom O'KeefeBy Tom O’Keefe, consultant

Earlier this year, the federal government’s Mobile Services Category Team released a draft roadmap for how agencies and departments should be acquiring mobile devices and services. The plan will eventually be codified much like previous category management efforts to eliminate buying redundancies and save money.

The federal government has been trying to pull back the $1 billion agencies spend per year on mobile devices and service contracts. Several policies have been adopted to reduce unnecessary mobile devices and services spending and better position agencies for leveraging the government’s vast buying power. The Mobile Services Category Team’s draft roadmap is the next step in the government’s plan.

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Baseball, Beaches, Budget

tim larkins small pic. 67x84BaseballBeachBudget_051116By Tim Larkins, Market Intelligence Director

If you’re fixed on baseball and beach weather, you need to switch gears. Pennant races and temperatures aren’t the only things that start to heat up come spring.
April, May, and June are prime budget planning months for federal agencies.

As you read this, program managers are working tirelessly to spend their FY16 money, to budget for the spending of their FY17 money, and make requests for FY18 money.

Which means it’s time to fire up conversations around requirements, unsolicited proposals, and unfunded requests. Getting an early foot in the door in the budget planning process is key to selling technology to the government, and ensuring that technology requirements align to your solutions is the best way to secure business down the road.

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