Key Trends for Selling to Government

Selling into the government means abiding by a number of strict procurement rules around RFP submission, security and clearance compliance, and even buying lunch for customers. Luckily, in addition to these rules, government contractors can hone in their B2G marketing with clear, publicly available guidance on exactly the solutions government needs.

Each administration brings with it a new set of priorities that inform budgets and investments. As we near the halfway point of the first term of the Biden administration, there are a number of key documents that will guide what technologies and solutions government customers will buy. Continue reading

Delivering on the Promise of Government for the People

Each administration issues a President's Management Agenda (PMA) that lays out several key goals around transforming the way government does "business." In his PMA, President Biden challenges agencies to "prove that government can deliver results." The guidance goes further to define success as results that are equitable, effective, and accountable. The PMA has three key areas of focus that aim to advance efforts currently in place with additional counsel and resources.

Priority 1: Strengthening and Empowering the Federal Workforce

The once feared "retirement tsunami" in reality has been a slow, steady wave, but incredibly impactful, nonetheless. As long-tenured federal employees retire, they take with them a valuable trove of knowledge - of what has worked and not worked overtime as well as how to navigate the bureaucracy of government. It is important to take that information out of employees' heads and document it in systems so that future teams have access to the experience.

Beyond retaining their knowledge, the role these employees play also needs replacing. Recruiting, training, and retaining are key focus areas of the PMA. To fill senior roles, existing employees need training to advance into these more strategic positions. For more tactical work, agencies are challenged to find ways to automate some manual efforts.

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