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6 Essential Marketing Steps for New Government Contractors

Discover six crucial marketing steps tailored for new government contractors. Learn how to effectively identify your customer, analyze current and future needs, and listen to their requirements to enhance your offerings. Master the art of communication by discussing what matters to your clients and positioning your services as the ideal solution. With practical insights on how to be better than their last experience, this guide will equip you with the strategies to engage effectively with potential clients and drive success in the government contracting space.

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6 Essential Marketing Steps for New Government Contractors

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  1. Small Business Solutions 6 Steps to Marketing for the New Government Contractor Christy L. Jackiewicz Outreach Program Manager

  2. Purpose • Provide 6 Steps to Marketing • Identify the Customer • Analyze the current and future needs • Listen to the Customer • Talk about what matters • Be the Solution • Be Better than their last experience

  3. #1 Identify the Customer

  4. Identify the Customer What are your questions? • Who is buying what you sell? • How much are they spending? • Where did they buy it from? • What is the current trend? • Where is the Procurement Data? • Who are the top spenders?

  5. Identify the Customer The Federal Procurement Data System provides: • Geographical Analysis • Market Analysis • Congressional and Presidential Initiative Impact • Socio and Economic Analysis • And more… https://www.fpds.gov

  6. FPDS Data Example – Top 10 Contractors Benefits of Data? Seeking Partnerships?

  7. Find New Customers • www.fbo.gov – Advanced Search • Pre-solicitation, Sources Sought, Solicitation/Synopsis • Classification Code • NAICS Code • Recovery and Reinvestment Act • Collect Contact Info Always • www.gsa.gov/smbusforecast - Forecast • NAICS Code • Title • State

  8. Find New Customers • Cold Calling • Authority to Purchase • Contact Information • Quarterly/Biannual Updates • Emails as follow-up only • Conference Attendance • Set Goals • Anticipate potential partners – not just buyers • Determine Needs • Network, Network, Network

  9. #2 Analyze the current and future needs

  10. Analyze and Anticipate • Current and future trends are the source of success • Current • Sustainability • Telework • Mobile Office • Cleaner and Greener

  11. Analyze and Anticipate • Current and future trends are the source of success • Future • What makes sense? How is the demand changing? • Mandatory Home Office? • Eliminate Toxic Sources • Better Tools for a Mobile Environment

  12. How to Analyze and Anticipate • Listen • Watch • What is the need now? • How has it changed? • Where is it going? • Successful companies are intuitive and move with the direction of the current.

  13. #3 Listen to the Customer

  14. How will your Customers Decide? • Past Performance • Price • Options • Warranty • Availability • Location • Buyer Discretion • 508 Compliance • Green Options

  15. Listen to your customer • What are their needs and challenges? • What is their pain/heartburn? • How can you be the solution? Be the solution to the problem!

  16. #4 and 5Talk about what matters and Be the Solution

  17. Solutions? • Determining what matters? • Customers Concerns • Customers Budget • Customers Support System • Customers Resources • Customers Vision • Customers Last Contractor Experience • What else matters? NOTHING!!! • Take care of the customer!

  18. Seeking Partnerships/Resources • Contractor Teaming Arrangements (gsa.gov/cta) • GSA Schedule Vendors ONLY • Total Solution • Paid Separate • Team Plans Process • Subcontracting (gsa.gov/subdirectory) • Any size prime • GSA Schedule Projects • Piece of the Pie • Mentor Protégé (gsa.gov/mentorprotégé) • GSA Schedule Vendors • Prime Directed Projects • GSA Approved • Subcontracting Agreement

  19. #6 Be Better than their last experience

  20. Business/Marketing Plans help! • How? • Blueprints of a Business • How do we make a difference? • Who does it better than we do? • Who will buy our products/services? • How will we get new opportunities? • Short and Long term goals • How much it will cost? • What are we missing?

  21. More Support 11 Regional GSA OSBU and SBTA’s www.gsa.gov/smallbizsupport OSDBU for all agencies www.osdbu.gov Procurement Technical Assistance Centers www.aptac-us.org Customer Service Directors www.gsa.gov/CSD

  22. Christy L. Jackiewicz General Services Administration Office of Small Business Utilization 1-855-OSBUGSA www.gsa.gov/osbu Small Business Solutions

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