September 13, 2016
Marketing to the federal government is different from marketing to any other industry. Often government marketers must take the nuggets they can from B2B marketing conferences or resources, then figure out how to make them fit with the realities of marketing to the government.
That is, unless they attend the GAIN conference, a two-day event focused entirely on the government marketing community. The GAIN 2016 conference is Sept. 22 and 23 at the National Conference Center in Leesburg, Va., timed to arm government marketers with actionable intelligence as they begin their 2017 strategic marketing planning.
Who should attend? Anyone who works in marketing ... Read more
September 8, 2016
This summer, Market Connections released the results of the 2016 Government Contractor Study (which are available for download). The study revealed not only the challenges contractors face in marketing to the federal government, but strategies winning contractors are using to remain competitive.
The study found that both business development and marketing professionals in federal government contracting say the long government procurement process is by far their biggest challenge. They’re addressing this, and other challenges, by using automated tools, thought leadership materials and events.
On Tuesday, September 13, 2016, Market Connections and Salesforce join the Professional Services Council to further explore the results ... Read more
September 7, 2016
The Market Connections 2016 Federal Government Contractor Study revealed that only half (50%) of government contractors rate themselves highly on government customer relationship management. For those who have less than 50% win rates, the number is even lower at 36%. Despite these low self-ratings, contractors agree that customer satisfaction is critical to winning business. How can contractors improve their customer relationships?
One of the most effective tactics for improving government customer relationship management is implementing a customer satisfaction program. In fact, using a third party research firm to conduct customer satisfaction research is not only an essential part of building customer ... Read more
August 31, 2016
One of the key ingredients in winning proposal recompetes is making sure your customers are satisfied with the work you’re doing. A customer satisfaction program provides those insights.
Customer satisfaction research often reveals new insights to your customers’ goals and needs that can help you better position your company for recompetes. It also will identify areas where your firm is falling short of customer needs. In fact, we have never conducted one of these studies that didn’t reveal something senior management had not known.
From your customer’s point of view, taking the time to implement a customer satisfaction program sends a powerful ... Read more
August 25, 2016
Optum®, the health services company of UnitedHealth Group, is an information and technology-enabled health services business dedicated to helping make the health system work better for everyone. The company’s more than 100,000 people worldwide help improve overall population health. One way they do that is by operating call centers — often the first contact a patient has with the health care provider when experiencing a health issue. When people call their health care provider, it makes a world of difference if they’re greeted with good customer service.
Excellent customer service is a priority for Optum. And recently the company received impressive ... Read more
August 17, 2016
One of the factors that can impact the cost of doing market research is the ease with which the research company can reach qualified respondents, and then encourage them to complete the survey. Quite simply, the harder it is to reach the target respondents, the more costly and time consuming the research project will be.
Of course, a vague answer like that is not helpful when a client is budgeting for research. Over the years, Market Connections (like other professional research firms) has developed ways to assess the required level of effort before the project starts. This helps us not only ... Read more
August 10, 2016
Having a vision is one thing. Delivering on that vision is another. That’s why it is important when neutral third parties assess this ability, regardless of the type of product. In the world of Network Firewalls, the Gartner “Magic Quadrant for Enterprise Network Firewalls”* is the gold standard. The Magic Quadrant evaluates vendors’ ability to execute and completeness of vision.
For the fifth consecutive year, Gartner has placed next-generation security company Palo Alto Networks® in the “Leaders” quadrant.
According to the Gartner report: “As the first line of defense between external threats and enterprise networks, firewalls need to continually evolve to maintain effectiveness, ... Read more
August 3, 2016
The 2016 Government Contractor Study showed that 75 percent of contractors find thought leadership materials an effective tool to influence their audience. We agree. However, to realize the benefits of thought leadership content, these pieces need to reach the right audience. How can you know where your audience is?
To answer that question for you, market research looks at buyer behaviors that tell you where your prospects go for education and information, or even where you can reach them to build awareness of your brand. The Market Connections Federal Media and Marketing Study (FMMS) is one such dataset. The study collects ... Read more
July 28, 2016
The year 2016 started off pretty well for Systems Integrator Red River. Americas Public Sector Federal Civilian Agency Partner of the Year, Federal Service Partner of the Year, and Architectural Excellence – Enterprise Networking Partner of the Year: These Cisco® Partner Summit Theater awards reflect the top-performing partners within specific technology markets across the United States, and Red River won all three. A group of Cisco global partner organization and regional and theatre executives select the award recipients.
These awards demonstrate Red River has distinguished itself as a proven partner in helping customers leverage Cisco technologies to transform infrastructure and broaden ... Read more
July 20, 2016
In an era of federal budget cuts coupled with lowest price, technically acceptable (LPTA) procurements, contractors say the top action their firm is taking to cope in today’s environment is being more selective about projects they bid on. This is just one result from Market Connections 2016 Federal Government Contractor Study.
Another finding from the study is that to remain competitive, large businesses are significantly more likely to participate in a merger, acquisition or divestiture, or to close facilities. And 40 percent indicate looking at markets outside of government.
Whether deciding on which contracts to bid on, how to strategically position a ... Read more