Jennifer Schaus & Associates SERVICES FOR US FEDERAL GOVERNMENT CONTRACTORS
WEBINAR WEDNESDAYS – 2018 WASHINGTON, DC OFFICE PHONE: 2 0 2 – 3 6 5 – 0 5 9 8
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Join Us for Our 2018 Series of Complimentary Webinars on various US Federal Government Contracting Topics. Presenters are industry experts sharing knowledge about the competitive government contracting sector. Find all of our Govt Contracting webinars (free download) at www.JenniferSchaus.com
Contact Us @ 2 0 2 – 3 6 5 – 0 5 9 8
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
REMINDERS: All webinars are complimentary. All webinars are recorded. They are found on our website and on YouTube. Please send your questions to the speaker directly. Thank you for participating.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT JENNIFER SCHAUS & ASSOCIATES: - Based in downtown Washington, DC; -
A la carte services for Federal Contractors;
- Proposal Writing to GSA Schedules, 8a Cert, Contract Admin & more!; Educational webinars; -
Networking events and seminars;
WEBSITE: http://www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT OUR SPEAKER: Steven M. Vito - 25 Years In GOV CON - Education: BA & MBA – Boston College - Company Name: Entrepreneurial Government TV
Our Upcoming Events: Tuesday, JAN 15 – 2019 CLASS:
Strategies For Teaming, Partnering & Sub-Contracting https://www.eventbrite.com/e/strategies-for-teaming-partnering-sub-contracting-tickets-51163654869
Tuesday, JAN 29 – 2019 CLASS:
Introduction to GSA Schedules https://clients.virginiasbdc.org/workshop.aspx?ekey=140380091\
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
In our weekly newsletter OR In our 2019 Webinar Wednesday Series Contact Mallory.Flowers@JenniferSchaus.com for more information
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Five Biggest Omissions in B2G Marketing And How To Easily Fix Them Wednesday, December 19, 2018
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
But First 2 Major Mistakes: Obvious, But Too Egregious To Ignore 1. Do No Marketing. Huh? Makes no sense. 2. Public Sector Marketing Handled Out of HQ. The government market is too different.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Omission #1 – No Database
All marketing activities start with a quality database. Your database – at a minimum - should contain contacts at customers, prospects and partners. The Fix: build and maintain a database. Here are a few ways: • Buy names • Sponsor events/webinars • Introduce newsletter/blog • Ask you sales folks
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Omission #2 – No Content Marketing Simple definition: Strategy
www.JenniferSchaus.com
content marketing is providing useful and important content – in various forms - to defined audience(s) to build goodwill, define your brand, project thought-leadership, nurture prospects and of course, capture quality sales leads. The Fix:
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Omission #3 – No Social Media Engagement • Delivers your messaging (ie content) with precision • Relatively low cost • Measurable The Fix: Chose 3 or perhaps 4 platforms. Establish a budget. Define your audience. Do it. Measure. Revise.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Omission #4 – No Measurement …or Measuring the Wrong Stuf
What is success? And how should you measure it? And don’t say revenue! The Fix: Measure against your defined success. For example: • Number of opportunities in your pipeline • Average size of opportunities • Opportunities in various agencies
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Omission #5 – Poor Communications Between Sales and Marketing
(Might be the most common omission). Both departments MUST be on the same page …have the same messaging. The Fix: Marketing can host a regular (quarterly? Twice annual?) focus group with sales leaders. Review the basics:
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
The Fix to #5 Omission, continued How do the sales people describe our company? Who are our primary competitors? What’s our advantage? What’s our disadvantage? Who is the ideal client? What makes them ideal?
Who are the decision-makers? (titles? roles in their orgs? Etc.) If we lose a deal, why? To whom? What events are worthwhile? What ones are a waste of money?
THANK YOU FOR ATTENDING!!
WWW.JENNIFERSCHAUS.COM
QUESTIONS? CONTACT OUR SPEAKER Steven Vito AT 703-615-6787 AND AT svito@entrepreneurialgov.com
SERVICES FOR US FEDERAL CONTRACTORS
OFFICE: 2 0 2 – 3 6 5 – 0 5 9 8