When you’re in the market for a government contract, professionalism, credibility, and trust are essential.
These are the qualities procurement managers, contracting officers, and teaming partners are on the hunt for when looking for companies to work with.
But these qualities aren’t the only things needed to land valuable government contracts. Your company also needs strong marketing chops and the ability to position yourself as a leader in a space that’s often saturated.
Keep reading for our top 3 strategies required to open doors and snag your next big government contract.
Craft a Strong Brand
Every biz knows that first impressions can make or break a deal. This hard truth means that your digital presence needs to be top-tier and convey professionalism, consistency, and reliability across every touch point.
Your website is essentially your storefront, so when potential decision-makers find it, your messaging and design should scream trust and professionalism. It should:
- Communicate what you do and who you are with clarity.
- Offer easy navigation so decision-makers can easily find your key certifications (CMMI, ISO, etc), capabilities, core competencies, and NAICS codes.
- Be SEO-optimized, mobile-friendly, HTTPS-secure, and visually appealing.
- Include visuals and data points from previous successful projects to ramp up credibility.
You could also consider creating a capabilities statement that’s easy to download on your website, with all of the required information government buyers are looking for.
Be a Thought Leader
Government contracts are awarded to companies who position themselves as leaders and experts within the industry. This can be done through a strong content marketing strategy that ensures you’re visible to the people who matter.
How to Do It:
- Write articles or blog content related to hot-button issues or other relevant topics for government audiences, like compliance tips or operational efficiency.
- Create downloadable white papers that highlight your expertise and capabilities and educate your audience.
- Leverage social media (especially platforms like LinkedIn) to highlight big contract wins and share quick tips.
- Think of your website or blog as your home base, and re-purpose that content to share across social media platforms in outreach campaigns.
- Ensure your brand and messaging is cohesive across all channels, and remember that consistency is the name of the game in building brand visibility.
Leverage Smart Partnerships
If there’s one key to winning large, complex contracts, it’s strategic alliances. Partner with the right folks and you can open doors to contracts you wouldn’t be able to win on your own.
How to Do It:
- Team up with complementary providers and contractors to offer niche solutions, fill capability gaps, and expand your resources. Teaming agreements can be beneficial for all involved and make you more competitive in the bidding ring.
- Don’t underestimate the power of a good referral. Use your networking skills, you never know when one quick introduction will win you a seat at the big boy’s table. Cultivate strong relationships within your industry to make sure that it’s your name that comes up when someone needs a referral.
- Consider mentor-protégé programs that let you team up with larger contractors willing to teach and mentor you into that next big win. Not only does your experience and network get an upgrade, it makes you more attractive to the ones doing the hiring when you make a bid.
As you can see, government marketing is a little bit different than your traditional marketing path, but with the right strategies, you can create a tailored campaign to help you reach and resonate with government movers and shakers.
And the good news is, you don’t have to do it alone! Reach out for a no pressure consult.
Our team excels in helping government agencies like yours elevate their brand, establish visibility and street cred, and cement their presence in competitive markets. You get to focus on the things you do best, while we focus on what we do best.
The result? High-value government contracting opportunities are driven straight to your front door.
Ready to know a little more?
