{"id":12741,"date":"2023-05-03T14:04:58","date_gmt":"2023-05-03T18:04:58","guid":{"rendered":"https:\/\/kme.digital\/?p=12741"},"modified":"2023-05-03T14:04:58","modified_gmt":"2023-05-03T18:04:58","slug":"finding-government-work-standing-out-among-the-govcon-b2g-community-the-playbook-is-here","status":"publish","type":"post","link":"https:\/\/kme.digital\/finding-government-work-standing-out-among-the-govcon-b2g-community-the-playbook-is-here\/","title":{"rendered":"Finding Government Work, Standing Out Among the GovCon B2G Community – the Playbook is Here"},"content":{"rendered":"

KME.digital\u2014Virginia\u2019s leading Government Contractor (GovCon) digital marketing experts\u2014is launching an insider\u2019s Playbook for B2G GovCon Digital Marketing<\/strong>. Compiled from the insights and experience of government sales, procurement and marketing professionals over 30+ years, this playbook will be available to a select audience soon this spring.<\/span><\/p>\n

Our previous whitepapers on B2G marketing focused on effective digital marketing tactics for planning, advertising and selling to government agencies or Prime contract holders – unique GovCon B2G digital marketing differentiators we highlight here<\/a>. This eBook covers a broader selection of critical topics, concepts and tactics (i.e. as a \u201cplaybook\u201d) for marketing and selling to the government as a Prime or subcontractor. We also include a few vignettes from over the years.<\/span><\/p>\n

This playbook, geared toward motivated, challenged B2G teams, responds to a comprehensive set of sales and growth concerns. It details who\u2019s involved in the community, GovCon business and economic intelligence, digital B2G tactics that work, plus the right expertise to leverage.<\/span><\/p>\n

Highlights<\/span><\/h2>\n

Generating sales leads in government contracting requires more creativity and innovation than identifying existing, open opportunities. It involves building relationships with government decision-makers (both on the programmatic\/mission side and on the \u201ctechnical\u201d side\u2014 i.e. those who need to build or buy a solution), identifying gaps in current capabilities, generating awareness and trust, and proposing solutions that meet the needs of agencies, constituents and stakeholders. Doing so is the goal of B2G marketing, advertising and communications. <\/span>Finding<\/span><\/span>\u00a0sales leads is typically a reactive, hard-to-scale process dependent on sales individuals, personal relationships, and well-known sources and methods. <\/span>Generating, acquiring and nurturing<\/span><\/span> sales leads is a proactive, creative and agile approach to government business development that leverages digital marketing force-multipliers.<\/span><\/p>\n

The largest GovCon businesses from the Management & IT Consulting space that our leadership has interacted directly with\u2014including Accenture (via Andersen Consulting), IBM (via Coopers & Lybrand, PwC and Blackstone Technology Group), Oracle, Perspecta (via CSC & EDS), GDIT (via CSRA) \u2014 have large, active marketing and lead generation machines. They leverage market-leading tools and services, internal creative and multimedia publishing and event teams, and advertising and sponsorship clout, while members of the small GovCon business community\u20148(a)s, WOSB, SDVOSB, entrepreneurs, etc. \u2014 do not.\u00a0 Mid-tier and emerging firms (or even large company divisions) have parts and pieces, typically dependent on the skills of the sales and communications teams.<\/span><\/p>\n

Sample questions for yourself and your sales team:<\/strong><\/p>\n