Oftentimes, marketing and sales teams get too caught up in the numbers when going after new business leads and targeting top CISOs. Many sales teams treat new business and prospecting as a sprint, not a journey, and that right there is their downfall. By remaining...
Federal is an old-school market that requires an old-school marketing approach. Right? Not exactly. Successful contractors are going digital. That’s one of the key takeaways from the 2018 Government Contractor Study that we recently produced in partnership with Market...
Winning federal government business is hard. There are long procurement cycles, budget fluctuations and rapidly-changing acquisition strategies. So how do the most successful contractors position themselves to win in this increasingly competitive industry? That’s the...
The results are in! If you’re pursuing government business, you won’t want to make another marketing or business development (BD) move until you read this year’s Federal Government Contractor Study. Unveiled by Merritt Group earlier this week, together with partners...
Do you remember the 90’s show Home Improvement? In that series, Tim Allen played the bumbling Tim "The Toolman" Taylor, host of the "Tool Time” home-improvement show. His quest for more power usually led him into destructive shenanigans, fits of catchphrase grunts and...
You may think you know how government contractors succeed through marketing, but the results of a recent survey may surprise you. Did you know 86% of government contractors have event sponsorships in their 2018 marketing budgets? Did you know that 53% of...