A Tale of Two Cities

Auto Date Monday, March 8th, 2010

In the government market research study Market Connections released today at the GITEC Summit, Federal IT decision-makers liken their agencies’ speed of technology adoption to that of a Model T. But those cars belonged to another era, and were driven in a city none of us live in anymore. As the pace of change continues to gather speed, the digital divide between government and the rest of the country will only grow, to the detriment of Federal agencies’ relevance, authority and ability to protect the nation’s information and citizens. We need to look strategically at this issue, and soon.

There is an irony to life in the Washington DC region: We are home to the most technologically advanced workforce this side of Silicon Valley. This wealth of knowledge, paired with a highly competitive culture, has long fueled a relentless and highly successful drive to stay ahead of the technology curve. It has made our region’s high-tech firms the envy of much of the world, and the DC Metro area itself an ever stronger magnet for Fortune 500s looking to tap into this energy and expertise. And yet this success stands in stark contrast to the seeming inability of the area’s oldest residents – the federal agencies – to adopt new technology solutions at anything close to the same pace. Read the rest of this entry »

Marketing to the Federal Government in 2010

Auto Date Monday, March 1st, 2010

U.S. Capital BuildingEach year the Sales & Marketing SIG brings together a panel of senior marketing and government executives to discuss key trends and best practices in marketing and to the Federal government. We’re at it again, but this time the view is through a different lens: our 2009-10 Federal Media and Marketing Study.

Lisa Dezzutti will share highlights of the study on April 7th, 2010, and will guide our panelists through an in-depth discussion of the implications of the data. To register for this event, click here.

Event Podcast Now Available!

Auto Date Thursday, February 25th, 2010

Did you miss our live briefing of our 2009-2010 Federal Media and Marketing Study? Well don’t worry, a recording of the event briefing and demonstration is now available by clicking here.

Simply click the REGISTER TO VIEW link on the left side of the page to access the recording.

One Strategy Does Not Fit All

Auto Date Saturday, February 6th, 2010

chessSome government contractors mistakenly assume that their winning go-to-market strategy in one sector will perform equally well in another. For example, a prospect recently shared his company would soon launch a new set of solutions for defense agencies – an audience they had never really served. Based on their success in federal civilian and commercial sector markets, management felt they knew which strengths to leverage when they targeted the defense market.

That’s certainly understandable. After all, a cardinal rule of selling is to know and lead with your strengths. However, it’s important to not overlook another adage – know and provide what your customer wants. Read the rest of this entry »

Celebrating 14 Years of Research

Auto Date Sunday, January 31st, 2010

In February, Market Connections celebrates our 14 year anniversary. It is hard to believe we’ve been doing Government Market Research in the Washington DC area for 14 years!

We owe our longevity to you – our clients and associates – and the collaboration we’ve enjoyed with you for years. We look forward to continuing our partnership with all of you, and to servicing your market research needs in the coming years.

Being Culturally Sensitive

Auto Date Friday, January 15th, 2010

globeYes, we’ve been around the world. We’ve done research on 6 different continents, and often advise our clients to understand and appreciate the cultural differences that may affect acceptance of their offerings. And we make sure that we are culturally sensitive as we design and conduct the actual research.

There are many issues to consider when embarking on an overseas research study including:
- Knowing What Questions NOT To Ask
- Selecting the Most Effective Methodology
- Meeting the Highest Translation Standards

Click here for full article.

Structuring for Success

Auto Date Monday, December 14th, 2009

Right now, many government contractors are realizing that changes are iniStock_000008002627XSmall[1] order to better align with the major transitions in the federal government’s priorities and contracting processes.  Market research can help with identifying, validating, and prioritizing these changes.

Case in point: our findings from a recent study for a federal IT solutions provider.  The client had 6 independent business units but the leaders of each unit rarely interacted or collaborated on customer opportunities. During the client’s annual market perception study, we uncovered a major change in the roles and technology responsibilities of their target audiences.  Read the rest of this entry »

Our Thanks to You

Auto Date Tuesday, November 24th, 2009

With Thanksgiving upon us this week, we at Market Connections extend our gratitude and appreciation to you – our clients and business associates – for your trust, support, and alliance. Best wishes for a happy holiday season!

Times They are a Changing

Auto Date Monday, November 16th, 2009

 

Few organizations have come through the past two years untouched by the recession.  Even in the government market – one of the more stable sectors of the economy – spending is being more closely watched.  Changes to the contracting process mean that established relationships with agencies are not a guarantee of future business.  Equally important, competitive landscapes are in flux, as many companies struggling in their core commercial markets vie for a presence in more lucrative government markets.

For some, these new dynamics pose an even greater need for replacing outdated assumptions with accurate and current business intelligence that can drive smarter decision-making.

Market Connections recently completed an Attitude, Awareness and Usage (AA&U) study in which we asked our client’s federal audiences how they perceived the company and its competitors.  Interestingly, our client was unaware that it was competing against the company that respondents most strongly perceived as its competitor. Read the rest of this entry »

Kicking Off a New Research Project

Auto Date Tuesday, November 3rd, 2009

Research companies can typically submit a relevant and thoughtful proposal without delving into detailed background on the project or the intricate details on implementation strategies. But, once it’s time to get underway on the research, they’ll require a much deeper information dive at the kick-off meeting in order to structure an effective program.

In this initial session, key stakeholders from both your organization and the research firm should do the following: Read the rest of this entry »