What influences an agency to take action, to launch new programs, to do more training, to buy your products?  Agencies act for many different reasons including but not limited: response to presidential directives and initiatives, congressional mandates, inspector general reports, technological change, trade association meetings, and articles in the media.  I encourage all my clients to routinely review media that focuses on Federal business (See FedBiz: Stay informed via Federal Magazine).

Marketing  leads to sales, and sales drives revenue to company coffers.   But where should you focus your efforts?

Developing Federal business (FedBiz) starts with knowledge, and keeping up to date with the direction and initiatives of agencies of Federal agencies is essential to any federal marketing program. A number of websites and magazines cater to Federal agencies and Federal employees and are well worth reviewing on a regulat basis.  Some, like GovExec, allow you to subscribe to their various email newsletters to stay informed. Many others offer email alerts and RSS feeds to help you stay on top of Agency programs. many allow you to read most content online without subscription. 

Fed Initiatives Mean Promising Opportunities for the Savvy

Small Business Marketing Ideas

Government marketing involves many things, and meeting face to face with agency personnel is always a good idea. Federal agencies often sponsor and participate in events that enable them to meet with small busiensses and prime contractors.  Various agency OSDBU's (i.e., small business offices) have already planned to attend several evnts in 2011. 

GSA's Southeast Sunbelt Region Office of Small Business Utilization is conducting a free conference for Veteran Owned Small Businesses (VOSB) and Service Disabled Veteran Owned Small Businesses (SDVOSB) that will focus on marketing your GSA Schedules contract.  It is an opportunity to network with other small businesses and government contracting officers to learn how to market your business and to identify and compete for opportunities.

Contractor teaming agreements allow two or more GSA contractors to get together to respond to an RFP/RFQ that they might not be able to respond to going it alone due to a lack of specific capabilities or adequate resources. And a team of small businesses can band together to compete effectively against much larger firms.  Agencies benefit because such a team can provide them with a total solution and they can enjoy far higher achievements against small business contracting requirements.

Federal buyers contend that they rely on the internet more than ever to research vendors.  For this reason, it is essential that your web site provides all of the information that a Federal buyer might need,.  It does not take much to accomplish the bare minimum, and I suggest you modify your web site to include information about your GSA Schedule and how your firm can help solve Agency problems and challenges.