FedBiz’5 Podcast | Episode 26: Marketing Your Business to the Federal Government
Marketing Your Business to the Federal Government – Do you know who your buyers are?
In this episode of FedBiz’5 we are hosting Anthony D’Attore from FedBiz Access to discuss marketing your business to the Federal Government.
Once you complete your SAM and DSBS registrations, your next step is to market your business to federal buyers who buy what you sell.
Your Capability Statement is your government resume representing your business. It is your opportunity to make a good first impression and highlight your strengths and experience.
To successfully market your business, you need to get that Capability Statement into the right hands. Who buys what you sell?
Step 1 – Research & Target
Research and identify agencies and points of contact within the agencies that have purchased the products and/or services you sell. As an example, you can find this information in the FedBiz Access Market Intel database. You’ll get award history, name, phone number, and email address in a downloadable format.
Step 2 – Email Introduction
Send a personalized introductory email highlighting your capabilities, stating who you are, and why you are reaching out. It is also important to include your professional Capability Statement.
Step 3 – Introductory Call
Be prepared with an engagement plan including your ‘elevator pitch,’ and make sure you have done your homework to know what types of solicitations the buyers have awarded in the past. Your goal here is to get your name into their rolodex for future awards.
Step 4 – Connect
Repeat this process and you will begin to establish your company’s ‘brand’ with federal buyers. You want to build relationships. When buyers are conducting their market research, deciding on set-aside and sole source awards, or simply evaluating their options, you want to be part of their buying decision.
The key is to let buyers know who you are. Because, how else would they know if you don’t tell them? Let them know your advantages – how you can help them save money, provide better products and/or services, speed of delivery, etc.
Federal buyers want to include small businesses in their buying decisions. It is part of their job goals. You job is to make it easy for them to find you.
Through research you will learn which agencies are buying what you sell, how they buy, when they buy, and who signs the contract. This gives you a better idea of how to position and present your business, as well as ask the right questions so you understand how to best solve their problem.
FedBiz Access (“FedBiz”) has a fulfillment team that takes the time to understand your business and ask questions to ensure you have a solid engagement plan.
FedBiz offers proprietary marketing packages to targeted buyers in the federal government with its Federal Connections Package, and on the state, local, and education market with its Local Connections Package.
FedBiz is a leading government contracting business development and marketing firm that offers research and engagement strategy coaching, registrations, certifications, and GSA Schedules.
FedBiz has over 21 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz helps businesses succeed in the government marketplace.
