Government Marketing: Proposals Are Won Before the RFP Is Released
For government contractors cultivating a strong relationship with your existing and future customers is indispensable.
The more you know about whom you deliver the greatest value to, the core problems you solve, who needs and buys what you offer, and their mission, fears, and biases, the better your chances of success.
It’s not unusual that expert content (ex: white paper) provided by a government contractor can be found in an RFP, which favors them. The proposal is essentially theirs to lose.
The takeaway here is to realize that you must refocus your government marketing on problems before solutions. You have to get good at demonstrating that what you sell is the answer to their problem.
Make it easy for government agencies to favor your solution by providing (easy to copy and paste) softcopy content that differentiates your solution from your competition (e.g., whitepapers, specifications).
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