Successful Leadership: Marketing Preparation By Jay Newkirk
New business development is the cornerstone of every business. It is what ultimately determines the longevity and success of your business. After all, without new business opportunities, customers, and clients, your company will not thrive. A big part of new business development that is critical to the success of those doing contract work with the federal government is marketing preparation. Networking and relationship-building should be as integral a part of your business development strategy as the decision about which opportunities to pursue. But how do you know who to network with? Where do you find these opportunities? How do you capitalize on these relationships once they’ve been made? Below I offer my top tips for marketing preparation to assist with your business development strategy. Capability Summary Flyers Capability summary flyers are one-page documents, graphically designed and printed, that offer a snapshot of who you are as a company. Your flyer should include: DUNS number Cage code Designation (service-disabled, veteran-owned, 8a, woman-owned, etc.) Company overview/backgroundPast performance (condensed list is OK) Company offerings Contact information Contract vehicles you own or are working under Always carry your flyers with you. They can be invaluable to prospective clients and customers you may encounter at conferences and to hand out as a follow-on at the close of a meeting with potential government clients and partners.
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