Updated Government Marketing Processes & Tactics

Marketing to Win Government Business

The government contracting world has experienced a seismic shift and the old marketing strategies no longer provide the measurable results necessary for success. Issues now include: fewer decision-makers with less time available; who are charged with managing tighter budgets and expectations of doing more with less while meeting goals of improved energy usage, lower costs, increased efficiency all while supporting specific agency missions.
It is a complicated market, but the federal government is still the largest spending customer of any entity in the world with over $500 billion anticipated in the coming year. Who will win those contracts? The companies who position themselves with the appropriate decision makers before the RFP hits the streets will own their share this developing market.
This intensive hands-on class is designed to meet the new normal of federal contracting through a specific, proven targeted marketing process and plan to position your firm to see success in the federal marketplace. Bring a laptop because attendees will access critical online government databases, review competitors, and complete tasks to improve the company’s positioning during the class.

Company Marketing Analysis

Every attendee receives at the beginning of the class a written individualized analysis of how the firm appears in the eyes of the government decision-makers including specific recommendations for improvement. This analysis will begin the actual class work and guide you through the entire day’s content based on your firm’s specific requirements.

Learning Outcomes

Create a lead generation funnel to rapidly validate products and/or services by:

Knowing when and why to use Google AdWords
Effectively using Twitter to spread their message
Leveraging their personal contacts list
Knowing the purpose behind and effectively using landing pages
Understanding the importance of autoresponders in an email marketing campaign
Validating their service or product offering by conducting live events

By the end of the class, you will have specific, individual recommendations, templates, guides and processes to improve your firm’s position and greatly increase your win probability.

Speaker and Presenter Information

Gloria Larkin

Gloria Larkin is President of TargetGov and a nationally known speaker, author, trainer and federal contracting business development expert. Her expertise has developed through creating TargetGov and helping large and small businesses nationwide win billions of dollars in federal contracts. Ms. Larkin has been interviewed on MSNBC, quoted in the Wall Street Journal, INC Magazine, INC.com, and TheStreet.com. She is an expert author with articles regarding federal business development published in local, regional, national and international publications. She is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business” now in the fourth printing! (book & Kindle) and the “The Basic Guide to Government Contracting: How to Sell Your Services and Products to the U.S. Federal Government”.

Sylvia Montgomery

Sylvia Montgomery, CPSM, Senior Partner & Account Director, Hinge Marketing, brings over 25 years of experience to the Hinge team, including over a decade of experience of working in and with the A/E/C industry. As a senior partner and account director at Hinge, she combines her visual communications training with marketing planning and execution, running Hinge’s A/E/C practice, developing new business, and creating marketing and branding strategies for clients. Sylvia’s leadership positions include Director of Marketing for two civil engineering firms and Director of Marketing Communications at Rubbermaid Commercial Products. She has also led marketing teams at many technology and consulting firms and has served as an adjunct professor at both Trinity College and the George Washington University.

Terry Dunlap

Mr. Dunlap founded Tactical Network Solutions to provide military units, the intelligence community, and law enforcement agencies the means to collect, analyze, and exploit data from 802.11 wireless networks for actionable intelligence as well as the ability to conduct low-profile computer network operations in high-risk/denied areas.

Mr. Dunlap heads the training division of Tactical Network Solutions where he actively develops and teaches a number of custom cyber related classes. He co-developed the flagship course, Wireless Cyber Intelligence Training (WiCIT) that teaches military intelligence units advanced skills necessary to build from scratch a complete survey, collection, analysis, and exploitation platform that targets 802.11 wireless networks.