Putting Federal Research Briefs to Work
Thursday, March 20th, 2008Are you in charge of business development at an IT-related company?
If you answered yes, you don’t want to miss our 2 new research briefs (available for each of 11 different federal agencies). One reports on most-valued vendor attributes, and the other reveals 
the most popular sources of IT information.
Here are just a few of the ways our briefs can help to improve your relevance and effectiveness with specific targeted agencies:
- Prepare BD and sales staffs
- Align with the right partners
- Segment messaging by agency
- Prioritize media outlets
- Improve show decisions
Prepare BD and sales staffs: Business development and sales staffs should use the reports as a training tool to familiarize themselves on the specific agencies they’re targeting. In addition, they can incorporate data from the reports into more robust account plans and play books for individual agencies.
Position against the correct competitors: Position your value propositions against competitors that are most top of mind within the specific agencies you’re targeting.
Align with the right partners: When partnering is appropriate, pursue the specific organizations in the market that have earned the strongest mindshare within the agencies you’re targeting.
Tailor bids and proposals: Align the language in your bids and proposals with the triggers and influencers of the specific agency you’re pitching.
And, here are some tips for how marketing professionals at IT-related contractors can use insights from the briefs to improve campaign effectiveness:
Segment messaging by agency: Utilize agency-specific triggers and influencers to improve message relevance and resonance for segmented campaign tactics.
Tactical weighting: Identify common information source preferences among targeted agencies to effectively weight tactics in an integrated campaign.
Prioritize media outlets: Refine advertising and press pitch strategies by aligning specific agencies’ preferred outlets with messages targeted to them.
Improve show decisions: With trade shows being an expensive and sometimes unpredictable tactic, consider your targeted agencies’ show preferences when making these decisions.
