Category Archives: Government Marketing

Selling to Government Buyers During Spending Cuts

A California Contractor Dilemma

On November 5th, California Governor Arnold Schwarzenegger ordered massive spending cuts across all state departments. Due in part to the burst of the housing market bubble, California’s deficit for 2008 is projected to be as high as $10 billion. In efforts to combat the rising deficit, agencies have been directed to cut budgets by 10 percent across the board in preparation for January’s new spending plans. These cuts will affect all California state programs.

As state economies constantly adjust and re-adjust to the myriad factors that influence them, occasional spending cuts like the ones recently enacted in California are inevitable. That doesn’t make it any easier for a California contractor who may have been counting on state contracts as a source of 2008 income, though. In times of budget cuts, protecting your market share becomes more important than ever. So what is a California contractor to do? Read more…

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4 Ways to Grow Brand Awareness

Selling Your Brand

Building brand awareness is an important part of any marketing or PR strategy. It can be frustrating to do, since unlike a more direct lead-generation campaign, it’s difficult to measure return on investment. The real value of brand awareness comes from differentiating your business from the herd. Your RFP response will carry more weight if readers are already familiar with what you have to offer. In the end, your efforts to build brand awareness will help your marketing efforts in both the public and private sectors.

Many businesses invest in costly print or radio ads to build their brands. If your company isn’t ready to lay out that kind of money, here are four alternative branding strategies: Read more…

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Tailor your Marketing Tools to Government Buyers

How are you handling marketing in the private sector? If you’ve been focusing your efforts on marketing of late, you’ve probably come up with some dynamite sales collateral – brochures, fact sheets, white papers – showing off your company’s value proposition. These tools can be used to market to government buyers as well; the hard work you’ve put into developing them can be used toward winning more government contracts as well as private ones. Before you toss your existing brochures into an envelope and send it off to your list of government contacts, take a moment to consider some changes. Read more…

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Rebid Possibilities after Contract Termination for Default

If the competition happened to slip past you and they won a contract you were pursuing, a contract termination rebid is possible if the winning contractor defaults and fails to perform the terms of the contract. A default termination is what usually results if the contractor fails to perform in the interest of the government. Read more…

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Cone of Silence Restrictions and Agency Communication Rules

A client recently brought up a good point regarding agency communication rules and agency communication restrictions – such as cone of silence restrictions. Considering how important it is to network with agencies to generate interest in your services, you should know about the agencies’ communication rules and parameters (if any) and how to uncover the best way to communicate with them. Read more…

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