June 2020 Newsletter
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The Continued Effects of COVID-19 on Your Federal Customer
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ICYMI – Federal Information Technology (FIT) Personas Study: A Deeper Look Into Your Federal IT Customer Virtual Event
Results and Video Readout
The FIT Personas Study showcased an overview of the different personas that influence and make decisions for IT products and services at the federal level. These results can help government contractors understand what makes their customer tick on both a personal and professional level and provide them key insights to support their marketing strategy targeted specifically to each archetype. Two unique personas are included as part of the overview report.
| PURCHASE VIDEO AND REPORT |
How Contractors Can Use Federal Personas for the Win: Part One
Marketing Teams
Marketers who have invested in creating unique federal customer personas have only begun their journey. In part one of this two-part series, we discuss how marketers can take steps to get the best out of your efforts. Federal personas are only effective if you are sharing them across your company, from leadership to marketing and communication teams to sales teams. Plan your content to be rooted in the agency mission but tailored for specific individuals.
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How Contractors Can Use Federal Personas for the Win: Part Two
Sales and BD Teams
Marketing and sales teams must collaborate to get the most out of federal personas. In part two of this series, we discuss how sales teams can add key insights from their day-to-day frontline experience, as part of persona building. In addition, we highlight the benefit for the sales team to use federal personas to ensure customer-centric discussions. By focusing beyond agency needs, they can better connect with target decision-makers and influencers.
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Podcast Highlight:
Are Contractors Prepared for the Summer Selling Season?
In the premier episode of the Secret Code to Government Proposal Success podcast series from OCI, Aaron Heffron joins Matt Langan of L&R Communications to discuss opportunities and challenges for government contractors as the summer selling season kicks off.
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