Blog - (Archived)

Government Contractors Use Thought Leadership and Automated Tools to Overcome Challenges and Win More Business

July 1, 2016

What is the biggest challenge in marketing to the federal government? Business development and marketing professionals in federal government contracting say it’s the long government procurement process. They’re addressing this, and other challenges, with automated tools, thought leadership materials and events. Market Connections released the highlights of the 2016 Federal Government Contractor Study at a breakfast event yesterday. The national study of government contractors focuses on top challenges and best practices of winning contractors, including the most effective marketing and business development activities; strategies to remain competitive; and expected changes in budgets, staffing and business strategies in the next two years. The ... Read more

Are Mergers and Acquisitions Part of Your Growth Strategy?

June 28, 2016

Results of the 2016 Government Contractor Study show that 28 percent of government contractors are using mergers, acquisitions and divestitures as a strategy to remain competitive in the market. Large businesses are significantly more likely to use the tactic than small businesses (28 percent versus 15 percent). Why the increase in mergers and acquisitions? A panel of industry experts discussed the reasons around this strategy in a Financier Worldwide article, “M&A in the government contract sector.” Panelist Holly Roth, partner at of Kelley Drye & Warren LLP, said, “Many government contractors, large, mid-size and small, are focusing on strengthening existing capabilities, expanding ... Read more

Weekly News Kickoff: Market Connections to Release Results of 2016 Government Contractor Study on Thursday

June 27, 2016

What tactics are winning contractors using to remain competitive, and what marketing tactics yield the best results? The Market Connections 2016 Government Contractor Study answers these questions and more. On Thursday, the company will release the results at a breakfast event. Read on for registration details. Welcome to the weekly news kickoff. Enjoy these highlights. Study Reveals Best Practices for Contractors Working with the Federal Government One of the key highlights of the Market Connections’ 2016 Government Contractor Study is that 28 percent of government contractors are using mergers, acquisitions and divestitures as a strategy to remain competitive in the market. On ... Read more

2016 Federal Forum Explores How Feds Can Adopt the New IT to Spur Innovation

June 23, 2016

The federal government has prioritized modernizing enterprise architectures to harness the power of innovative technologies. But to do so, the current networks need an overhaul. At the FedScoop-produced 2016 Federal Forum last week, Brocade, a networking solutions developer, said the solution is the “New IP” (read full article). Michael Bushong, vice president of product management for Brocade’s networking software division told FedScoop that the adoption of the New IP could help federal agencies reduce their data center costs while being more flexible to new software and data feeds. General panel discussions included: Combining Man & Machine: A Glimpse into the Future (David Meyer, chief scientist and fellow, Brocade) Federal Leadership ... Read more

Study Shows Government Contractors Find Thought Leadership the Most Effective Marketing Tool

June 22, 2016

It is no secret that government contractors face challenges in marketing their company’s services to federal decision-makers. Differentiating from the competition and capturing the attention of the audience are difficult with ever-shrinking budgets. On June 30, Market Connections, Inc. will release the findings from the 2016 Government Contractor Study, which examines (among other things) the top challenges contractors face in marketing to the government and what tools winning contractors find most effective. The survey finds that a long government procurement cycle tops the list of challenges with almost three quarters (72 percent) of respondents citing it as their top marketing challenge. Other top ... Read more

Weekly News Kickoff: 16-Day Blue Line Shutdown in Effect Now

June 20, 2016

Today is the first weekday of the 16-day Metro Blue Line shutdown. Did it impact your commute? Are you working from home for the next two weeks? In other news, both the GOP and DNC are preparing to strengthen cybersecurity as the conventions approach — especially in the wake of the hack of DNC records last week. Welcome to the weekly news kickoff. Enjoy these highlights. Partial Metro Shutdown Starts; Subway Alternatives Suggested Tens of thousands of subway riders will feel the brunt of Metro’s long-term maintenance overhaul. The transit agency on Saturday started a 16-day closure of a heavily traveled stretch ... Read more

Lisa and Laurie Share Their Favorite Projects from the Past 20 Years

June 16, 2016

This year marks Market Connections’ 20th year of doing research. Over the past few weeks Market Connections Founder and President Lisa Dezzutti and Vice President, Research Strategy Laurie Morrow have been sharing their memories and experiences from the past two decades. In the first installment, they discussed trends in research, and in the second installment they discussed how conducting research has changed. For fun, FedPulse asked them about their favorite projects. What does it take to top the list? FedPulse: For each of you, what have been some of the most interesting projects that you remember over the last twenty years? Laurie: ... Read more

Winning Contractor: Engility On a Roll with Multiple Contract Wins in Early 2016

June 15, 2016

Engility, a Chantilly, VA-based provider of integrated solutions and services for the U.S. government, delivers a broad range of services from global security to information security, and international development to research and development. The company has marked the first two quarters of 2016 with several notable contract wins. Awarded an $82 million sole-source renewal contract to provide classified systems engineering, intelligence analysis and program management support to the U.S. Department of Defense. In addition to systems engineering expertise, intel analysis and program management, the scope of work on this contract will include logistical expertise, security administration support, financial analysis, technical analysis on a variety of domains, ... Read more

3 Ways Government Event Rules May Be Changing

June 13, 2016

Editor’s Note: This article first appeared on the “Government Sales Insider” blog on May 25, 2016. Author Allan Rubin is Vice President of Marketing with immixGroup. Federal IT professionals in the DC area have no excuse for going hungry. Are breakfast muffins, rubber chicken lunches, and mini crab cakes served on toothpicks all staples in your diet? You can find them at a sponsored federal IT event, trade show, or conference pretty much any day of the week. Maybe even a glass of cheap Pinot if you’re lucky. Like most IT companies that do business with the government, immixGroup has a busy calendar of marketing ... Read more

Study Shows How Feds Access and Consume Content via Mobile Devices

June 9, 2016

Every year, the Market Connections Federal Media and Marketing Study asks federal decision-makers about their use of mobile technology, and each year the study a significant increase in mobile usage. That federal decision-makers are increasingly using mobile devices is not surprising. But it does raise additional questions. Are feds using mobile devices for work? Does this make them more connected? Does it affect how we should be marketing to them? To answer these questions, Market Connections conducted the 2016 Mobility PulsePoll™ of federal decision makers. And the answers are: yes, yes and yes. What that means is that as a federal marketer ... Read more


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