How to Build Your Government Marketing Program

How do you eat the Government elephant?

One bite at a time.

In general, this is always good advice when considering bidding and/or marketing to the Federal Government. Fact: the Government now represents almost 50% of the Gross Domestic Product. Would you take your product directly to an entire B2B market that large? Most likely you wouldn't. Instead, you would find a market niche...someplace you could get a toehold and learn the ropes. You would think it through and take it a step (or bite!) at a time.

Federal Government Marketing and Prime Vendors

As you create your plan for marketing to the Government for contract opportunities, you'll note that there are different levels of Government marketing. There is marketing directly to the Government (B2G) and then there are Prime Vendors. Prime Vendors are all of the vendors that have existing contracts worth over $550,000 each. With over 60 Government Agenciesand over 100 Sub Agencies there is a great potential of increasing your revenue by marketing directly to the Federal Government. If you do not have prior experience with Government contracts it may be best to startby teaming with a competitor that has prior experience and is willing to team and subcontract. The Federal Government encourages teaming and subcontracting especially for Small to Medium sized businesses. Finding the part of the elephant to start eating is the key to your success. We lead you to the agency and teaming opportunities with the highest probability of success for your organization.

Here are the three basic steps to marketing to the Federal market

1. Find a target agency or department
2. Get a GSA Schedule to open the door
3. Create a targeted Government Marketing Action Plan

Analyze the Federal Government market

We have two reports available that will help you fine tune your search down to a target field or agency.

The free Government Contract Opportunity Report gives an overview of the entire Government playing field from 90,000 feet. Once you have reviewed this, you may want to get a Custom Target Market Research Report. This report highlights agencies that will buy your services, naming the competition, listing the contract volume and other key data.

The Government has a complex system for purchasing that can seem overwhelming. But, in the end, it comes down to a few key points: your product/services advantages; how easy you are to do business with; and how capable you are of building solid relationships. Another key point is to look for a Prime Vendor you can collaborate with as they are required to place 23% of their Government contracts with small, minority and disadvantaged businesses, preferably those with a GSA Schedule contract.

Know your Government contract competition

What are they selling to the Government? How do you compare to them in the commercial marketplace? Find out as much as you can about how they are winning Government business. In addition to using our services to do your Government market research know that there are many free resources online. You may want to speak with GSA Access Group about our Federal Government Marketing Plan of Action to get you started.

Create your targeted Government contracts marketing plan

Once you have accumulated the data, hone your plan down to one or two Federal Government agencies. Make sure that your plan has long and short term goals and strategies. It should also identify your strengths and weaknesses. Bear in mind that you will likely need to update your marketing materials to conform to Government stipulations. Ask about how our Federal Government Marketing Plan of Action can help.

Remember, you are entering into the forum that controls almost half of our economy -- put in the time and effort. And give GSA Access Group an opportunity to help you get started right.

Click here to Download your Free Government Contract Opportunities Report

Phone now on 1-888-GSA-8008 / 888-472-8008 for a Free Marketing Consultation.