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Finding Business & Contracts:
Marketing to the
Federal Government
[Click to Download PDF]
“The research and recommendations from DMR were clearly superior to efforts of other companies we had
used in the past. The recommendations were both well documented and easily supported. Consensus was easily reached on what to do next. We even had a number of directors of our Board express appreciation for the
thoroughness and usefulness of DMR’s work!”
William A. Mullen, Jr.
Executive Vice President
Fairfax Opportunities Unlimited/ServiceSource |
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Client
ServiceSource (formerly Fairfax Opportunities
Unlimited) is a non-profit organization providing
employee training and job opportunities for
individuals with disabilities. The organization
offers a wide range of services including mail center
management, food services, document imaging
and scanning, assembly, packaging, and data entry.
Objectives
ServiceSource asked DMR to identify ways to
market their services more effectively to the federal
government.
Decision-makers for contracts relevant to
ServiceSource were not easy to identify. The
government structure varies greatly from department
to department. Individual or department titles do
not readily identify decision-makers.
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Process
DMR conducted an extensive fact-finding mission
among various federal government agencies and
individuals. The objective was to identify
government offices and individuals in charge of
outsourcing staffing needs appropriate for
ServiceSource employees.
Results
The results identified contact information that was useful
in generating business even before the conclusion of
the DMR study. The results also provided specific
contacts and information on up-coming contracts that
were appropriate for ServiceSource (including set-asides
and competitive bids as well).
Additionally, DMR provided a marketing action plan
identifying specific strategies and tactics that would
increase awareness of ServiceSource and generate interest
in its capabilities. The marketing plan also served as a
“source book” for future short and long-term
government contract opportunities.
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