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5 Steps to Winning Over Government Decision Makers

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Unfortunately, federal contracting isn’t one-size-fits-all. Not knowing this, many federal contractors spend a lot of time reaching out to a lot of people who are not at all interested in their solution.

If that sounds like you, don’t worry.

There is a marketing strategy proven to help contractors win over more government decision makers, and it’s called account-based targeting. Account-based targeting is the process of leveraging data to create campaigns around the specific needs of a target account, and it’s as easy as 1, 2, 3… 4, 5.

Step 1

Identify target account

First, find out which account you want to target. This should be an account that is profitable yet attainable. When determining an account’s attainability, take into consideration its industry, location, and size. When determining an account’s profitability, take into account predicted profit margins and the chances of a repeat purchase.

You also might want to rethink what a customer looks like to you. If you’re a larger company, you might want to go after primes, but if you’re a smaller company, you might want to pursue other avenues, like subcontracting.

Hint: Take our free email course → to learn about five different ways you can find more opportunities and win more revenue with federal IDIQs.

Step 2

Research pain points

Second, learn more about your target account. The main thing you want to look for is your target account’s biggest pain points. You can piece these together through information they provide themselves as well as historical and opportunity data from GovTribe.

Step 3

Build campaign

Third, build a campaign around your target account’s biggest pain points. Rather than promote yourself and your product, focus on what problems your target account has and how your product can solve them. Here are tips for building an account-based targeting campaign:

Tip 1

Contact the right person in your target account.

Using a resource like Power Almanac can be helpful when searching for decision-maker contact information.

Tip 2

Use the best channel for your target account.

Here is a list of channels to get you started:

Email Social Direct mail Phone

Tip 3

Provide personalized offers and experiences.

Crafting a personalized offer or experience (e.g., personalized landing pages) is a great way to get a decision maker to take the next step.

Step 4

Study results

Fourth, be honest about what works and what doesn’t. You can use your takeaways for your next account-based targeting campaign or a retargeting campaign if you decide to circle back to this account later.

Step 5

Repeat

Fifth, find your next target and start the process over again.

Ready to take account-based targeting to the next level?

The only thing easier than finding federal contract opportunities with GovTribe is starting a free trial today. No credit card required.

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About GovTribe

GovTribe is your AI-powered govcon assistant. Built by former government contractors and backed by GovExec, GovTribe brings market intelligence, capture tools, and AI built for govcon together in one easy-to-use platform. From finding the right opportunities and researching buyers and competitors to managing pursuits and preparing proposals, GovTribe helps teams make smarter decisions and win more government work across federal, state, and local markets.