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The Basics of Government Marketing Blog Feature
Viviana Vargas

By: Viviana Vargas on May 13th, 2020

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The Basics of Government Marketing

Government | 3 Min Read

The world of government contracting can be a very intimidating place with its complexity and competitiveness. Companies with a GSA Schedule contract can easily access a network of federal, state, city, county, and municipal level agencies looking to buy products and services, but they also must compete with several other GSA Schedule contractors for the business. However, if you understand the basics of government marketing, you will undoubtedly have more success selling your products and services through a GSA Schedule. Here are three ways you can improve your company's presence in the government marketplace.

1. Consider Your Value to Government Agencies 

Much like the way you market your commercial business, you must actively market your business to government customers. The first step you'll want to take is defining a marketing strategy for the target audience you want to reach. But where do you begin?

A great starting point is examining the mission and values of the government agencies you are targeting. How do your products and services meet your customers' needs? Ask yourself how your company can help solve an agency’s problem and support their mission.

Address the following questions when trying to understand your value to government agencies:

  • Who within the government is requiring your products or services?
  • How can your company help the government meet its goals, objectives, and mission?
  • What parts of your company’s products or services have appealed to previous customers?
  • Is there a niche that you can target your products or services?

After assessing your value, start doing research into the government agencies. The more you research, the more you will know how to cater to their needs and make yourself a valuable contractor to them. Consider the following:

  • Ask why would a government agency require your products or services?
  • Research their budgets. What have they previously spent their money on?
  • Determine whether your company can meet the demands of the agency or government contractor, or if you will need additional resources to complete the job.
  • Develop a call plan. 

2. Heighten Your Web Presence

After looking at your value, you should then look at ways you can optimize your company’s web presence. It's important to be able to provide a web address that any prospective customers can go to look directly at your government-focused products or services. This part of your company’s website should be strictly focused on the government and should include:

  • Contract information
  • Core competencies
  • Past performance
  • Differentiators
  • Corporate data
  • Contact information
  • Downloadable case studies and/or white papers
  • Downloadable government capabilities statements
  • Links to your GSA eLibrary and GSA Advantage! pages
  • Supported agency logos

3. Create a Capabilities Statement

Your company should have a government-focused capabilities statement. A capability statement should be very brief (less than two pages), very direct, and very specific to the individual agency's needs. Ideally, this capabilities statement is a living document that will change depending on the targeted agency.

Knowledgeable contracts understand that each agency has its specific mission, vision, and goals. Your company’s capabilities statement should be able to address those goals directly.

There are 6 important topics that a well-versed capabilities statement covers:

  • Contract information
  • Core competencies
  • Past performance (show them your past success)
  • Differentiators (what makes your company different from the others)
  • Corporate data
  • Contact information

Are You Prepared to Successfully Sell to the Government?

When trying to market your products or services to the government, it’s important to create a government-focused marketing plan, look at a value-based understanding of your company’s scope and abilities, create a government-specific web presence, and have government-focused capabilities statements for each agency. Using this knowledge and these tools will help target the needs of the government and its agencies. This will lead to greater government sales from new and reoccurring customers.

If you want to learn more information on how to sell to the government, check out our blogs, "How Do I Find My Customers Once I Have a GSA Schedule," and "Beginner's Guide to GSA IT Category Marketing." 

Top 8 Things You Need to Do Today to Start Generating Government Sales


About Viviana Vargas

Viviana Vargas is a consultant for Winvale’s Government Contract Services Department. She is originally from Woodbridge, VA and graduated from James Madison University with Bachelor of Science degree in Public Policy and Administration.