Answering the Why…

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Why should federal decision-makers stop using someone they know and start using you?

The fact is Federal decision-makers already have resources that are selling them the same products or services that you want to sell them.  Just because you show up doesn’t mean that you should win. Just because you’re an 8(a), Woman owned, HUBzone, certified Service Disabled Veteran that shows up on their doorstep… Doesn’t mean you’re going to be let into the inner circle of shortlisted, preferred vendors.

There are thousands of companies just like yours and successful federal contractors answer the why question is by clearly differentiate themselves from the competition. Three very effective ways that we used to differentiate our clients from the competition are:

govbrief_logoGovBrief Federal Briefings

GovBrief is an educationally based platform that places you front and center of federal buyers as the subject matter expert in your field. The urgency of being at a briefing at a specific time drives the attention to your message. The process of reaching out to key decision-makers inviting them, then personally inviting them and sending recap information is what positions you to be remembered. The proactive pursuit of calling your strategic targets get you the face-to-face meetings that you need to start letting them know why you should be included in the short list of preferred vendors.  This process works like no other and will deliver face-to-face and phone meetings where you can talk to key decision-makers and position your company against the competitors that they are buying from right now.


Personal Introductions & Follow-up

Using isiFederal Market Essentials the isiFederal team can provide you with a personal introduction to the top two buyers at each location in your footprint.  This 3-phase, laser focused marketing campaign:

  • Makes the introduction.
  • Responds for you.
  • Contacts them by email and/or phone to schedule a face to face or phone meeting.

Targeting 250-700 contacts, we expect dialog and meetings with at least 10% of the contacts within 90 days.  That is at least 25 meetings with buyers in your space with budget that they will spend by September 30th.

White Paper Marketing

WHITEPAPERisiFederal provides and unique tactic for our clients where we talk to key decision-makers to get their insight on white papers that we plan to submit to leadership councils. This tactic has proven to be very effective with enterprise level products and services as well as disruptive technologies where a clear understanding by program and project managers or contracting officers is required in order to buy your offering.  The process we use has little to do with the content of the white paper, although that is very important when you do make your submission to leadership councils, instead the process has to do with gaining insight and buy-in from key decision-makers that are needed to drive a “pilot” purchase for your product or service

All of these proactive processes have proven to be very good in differentiating our clients from their competition and more importantly – the incumbents.  In fact, we have already implemented this with several clients who are winning contracts in 2018 and building the basis for award in 2019 too. We would love to explore if you think these will work for you. Now is the best time to get proactive! Call us at 888-9-GET-isi (888-943-8474) and we will research your market and help you develop a strategy that works.


in Federal Contracting by Aisha H. Leave a comment
About the author: Aisha H.

Aisha has been working exclusively in the federal market space with isiFederal, providing research and finance expertise in addition to being the Business Process Manager and assistant to CEO. She's no stranger to unpredictable, demanding environments--her past work experience includes auditing, teaching English at the Berlitz School of Language, and working for the Grand Hyatt in Dubai.

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