State & Local Government Marketing: Build Your Connections

Why is a State & Local Connections Marketing Campaign Important for Government Contracting?

In this episode of FedBiz’5 we are discussing the importance of having a State & Local Connections Marketing Campaign, and the strategy to create market visibility for your business to state and local government buyers.

A great way to get started in government contracting is to start at the state and local level to help build your government-related resume. Many businesses see large dollar signs when they think about federal government contracting, but state and local contracting can be just as lucrative.

At the federal level, it is not always as easy as simply getting registered and then bid on a contract. That is because federal agencies buy from those contractors they know and trust. It can take time to develop these relationships as discussed in our Federal Connections podcast.

A primary consideration in establishing relationships and trust with federal buyers is your past performance. This helps buyers vet their contractors to know they can support and fulfill larger contracts.

Getting started on the state and local level, while pursuing micro-purchase awards and subcontracting opportunities allows more time to build up your contracting resume.

State and local government agencies like to keep award money within their economy. They like to hire people that are from their state and that are local small businesses in their area. There is also a better chance of meet and greets, local trade shows, and personal introductions to make inroads with state and local buyers.

So, getting in at the state and local level can be a good steppingstone because it builds that past performance that federal contractors look for. It can also create a significant sales channel for your business, especially when you do your research on historical data to find out who has fulfilled contracts or the purchase orders within your industry at the state and local level.

For example, who won past awards and who signed the purchase order? Market your business to that state or local official via email, phone calls, and be prepared with your capability statement. Your goal is to arrange a capabilities briefing to explain who you are and how you can fulfill the buyers needs in a one-on-one setting.

Once engaged with a contracting official let them know succinctly your core competencies, differentiators, past performance, socio-economic set-aside, etc. Be prepared for what questions might be asked of you and know what questions you should be asking them.

As with any relationship, you want to make a good first impression and create an ongoing dialog to develop into awards.

FedBiz Access offers Engagement Strategy sessions, as well as marketing packages to targeted buyers at the state and local government level with its State and Local Connections Package. FedBiz Access has 21 years of experience working with companies to help them win business by ensuring their engagement strategy, registrations and certifications are current, complete, and compliant.

FedBiz Access helps companies build a clear path from registration to award.

Frequently Asked Questions

1 Why is a State & Local Connections Marketing Campaign important for my business?

A State & Local Connections Marketing Campaign is crucial for creating market visibility with state and local government buyers. It's an excellent way to start in government contracting, build your government-related resume, and can be just as lucrative as federal contracting.

2 How can state and local contracting help me secure federal contracts later?

Getting started at the state and local level allows you to build valuable past performance, which is a primary consideration for federal buyers. This experience helps establish trust and can serve as a steppingstone to secure larger federal contracts.

3 What are the specific advantages of pursuing state and local government contracts?

State and local agencies often prefer to keep award money within their economy, favoring local small businesses. There are also better opportunities for meet and greets, local trade shows, and personal introductions, making it easier to build relationships compared to federal contracting.

4 What kind of strategy should I use to gain market visibility with state and local government buyers?

A key strategy involves researching historical data to identify past award winners and purchase orders within your industry at the state and local level. This helps you understand the market and position your business effectively to create market visibility.