Blog - (Archived)

Do you have the insights?

February 15, 2008

We’re not ones to brag, but when it comes to federal agency decision makers, we’ve got the insights.   How do we know what these folks are thinking?  Well, we’ve interviewed them annually for the past 4 years.  Lucky for you, we’ve consolidated our key findings  into two different briefs for each of 11 different federal agencies,?? one that reports on most-valued vendor attributes, and another that reports on the most popular sources of IT information. These affordable briefs offer contractors fact-based intelligence and insights for effectively marketing to the agencies of specific interest to them.  Not to mention,  you’ll save a cool 15% ... Read more

Timing – A Key Ingredient to Research Success

February 8, 2008

You may be anxious to get started on a new  research project, but have you thought about timing?   Most studies require a minimum of 8-10 weeks from the kick-off to report, and that’s  a best case scenario.  We know it can be tempting to rush into a research study in order to make business decisions faster, however, attempting to conduct a study at an inopportune time could have a negative impact on your schedule and budget.  Because it’s the last month of the federal fiscal year, September is not a good month to conduct surveys or recruit focus groups with the federal government.  Your decline ... Read more

Employee Surveys Provide Valuable Input

February 1, 2008

Many companies smartly rely on customer satisfaction studies as an important measure of business performance. However, surprisingly, many of those same companies often fail to gather and act upon the rich insights that their most important audience, employees, are eager to share. Unquestionably, tapping into employee intelligence can help both protect and bolster the long-range success of an organization. Employees often reveal both obstacles to and enhancers of organizational performance, including factors contributing to low morale, ways to successfully hire and retain talent, perceived quality of managers and departments, process problems, and effectiveness of training programs. Organizations can use one or a ... Read more

Conduct Your Contract Evaluations The Right Way

January 10, 2008

SEWP. Networx. ALIANT.  These are just some of the competitive contracts that currently dominate, or will dominate the federal purchasing landscape.  Whether you are going to be competing against 28 other companies for business through GSA’s ALIANT contract or are one of the three to five players on the Networx contracts, you will have to demonstrate not only your capabilities and technologies, but also your ability to deliver consistently on your promises.  How can you do that? All contracts of recent vintage require some formal evaluation of performance.  These “check the box” methods of evaluation are fine,?? they make sure you ... Read more

Contract Satisfaction-Know Where You Stand in the New Year!

December 21, 2007

With the increasing emphasis on use of performance-based service acquisition (PBSA) in the federal government, are you confident of your current performance? Customer satisfaction is a key building block for future business, especially in the federal government market.  Contractors are constantly asked to demonstrate their success in providing the government with high quality services.  Do you have the information you need to win future contracts with new and existing customers? Customer satisfaction research is a great way to provide this information.  You can increase your understanding of how well you are meeting or exceeding customer expectations and be able to identify issues ... Read more

Is Your Company Searchable?

December 17, 2007

What have you done lately to feed the Beast?  It seems a common refrain now in all the focus groups we do. Google (the Beast) is the gateway to content, information, and vendors.  No matter how accessible and easy you make your website, the first thing most buyers do when investigating a solution is “Google” it.  They will then look at the results and take an information gathering session from there. It’s not just home pages that folks will jump to.  White papers, press releases, and other meatier content within the website is very attractive to those looking specifically for key ... Read more

Check Out Our FREE State and Local IT Webinar!

December 12, 2007

For those of you who were not able to attend last week’s informative web seminar on effectively penetrating the lucrative yet challenging state and local government market, we now have it available for complimentary viewing.  The webinar features our very own Lisa Dezzutti, President of Market Connections, Inc. and Robert Silverman, CEO of ReachSolutions.  Gain insight from recent research into the needs and buying habits of state and local decision makers, along with an understanding of strategic approaches to building a successful, scalable sales program.  Learn how your company can leverage this insight into increased revenue, reduced long-term cost of sales and ... Read more

The Importance of Relationships in Government Marketing

November 15, 2007

A few days ago, I attended the Amtower Summit on Selling to the Government.  Though a variety of topics were discussed, the most significant point I took away from the event was the overall importance of relationships in B2G marketing.  Building relationships increases top-of-mind awareness, makes it more likely that your customers will come back to you, and can ultimately increase your market share and revenues.  But how does one build relationships?  Truly, there is no “silver bullet”, but with a dedicated effort, you can steadily build mindshare among your market. First of all, you need to understand exactly who your ... Read more

Online Panels: What to Watch Out For

November 8, 2007

I recently attended a webcast hosted by the American Marketing Association entitled Assessing the Accuracy of Online Panel Research.   Overall, online panels may seem ideal since they typically give you access to a large list of people from your target market.  However, some panels often have a large number of “professional respondents” (those who participate in panels or surveys for the purpose of financial gain or rewards).  Since these people usually care very little (if at all) about answering questions truthfully and completely, this could strongly affect the accuracy of your survey data. To avoid this common pitfall, the next time you’re ... Read more

New Federal Agency Marketing Briefs!

November 7, 2007

You may have noticed the recent addition of several agency marketing briefs to our reports page.  We have released two marketing briefs for each of several federal agencies: one on top of mind IT companies and most valued vendor attributes by federal IT decision-makers and a second report on the most popular sources of IT information. These unique and affordable agency briefs are designed to help you better allocate your marketing dollars and impact your bottom line.  Marketing briefs are already available for the following agencies: – Department of Transportation – Department of Homeland Security – Department of Treasury – Department of Energy – Department of Defense And look out for marketing ... Read more


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