SWaM Firms: Marketing Strategies During Uncertain Times
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In this no frills presentation Patrick McFadden, Founder and Marketing Consultant at Indispensable Marketing reveals 4 marketing strategies Small, Women-owned, and Minority-owned Businesses (SWaM) can employ during uncertain times to start increasing visibility, demonstrate expertise, and win VCU (Virginia Commonwealth University) contracts.
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SWaM Firms: Marketing Strategies During Uncertain Times
- 1. Contractors: Marketing Strategies During Uncertain Times
- 2. We help government contractors present their business as capable, professional, and successful at doing the work they’re trying to win
- 3. targeted messages and documents 🎯 obvious choice online presence 💡 differentiators 🎨 effective website 💻 systematic approach ⚙ supporting business development efforts 🤝🏽 How We Do It
- 5. #1: Know The Environment
- 6. Fully grasp what’s going on ● Economics - Tier 3 school ● Know the current needs, missions, and objectives / connect your solutions to address them ● Understand procurement methods ○ EX: SWaM Spot Award > (single non-recurring) purchase ≤ $100,000 ● READ! Do Business with VCU ● Be familiar with VCU's General Terms and Conditions ● Offer prompt payment discounts
- 7. Virtual & Offline Interactions #2: Effective and Frequent Communication
- 8. Responsiveness and the Right Information Matters!!! ● Keep your contact information UPDATED ● Educate on your approach to solving problems ● Inform about furloughs so options can be discussed ● Offer communication options: ○ Schedule times of availability ○ Offer a direct phone number over office ○ Set appointments on your calendar ● Respond in 24 hours (2 hours is better) (2-minutes best)
- 9. #3: Innovate and Educate
- 10. The Reality of SWaMs ● Build relationships that increase your capacity levels ● Looks for ways to streamline service delivery (end result) ● Be ready to evolve your business offerings through ○ Which relationships allow end-to-end servicing? ● Take contracts and opportunities you can 100% deliver on ○ Make reputation deposits before reputation withdrawals
- 11. #4: Develop a Obvious-Choice Online Presence
- 12. No Online Presence, No Opportunities
- 13. Online Presence Must-Haves: ● Effective Website ● SEO (Search Engine Optimization) ● Downloadable materials ● Up-to-date and active eVA Account ○ The right commodity codes ● Active SWaM status ● Up-to-date SBSD Directory Listing
- 14. Website Essentials for SWaM Contractors: ● Government Contracting Page ● Trust and Credibility Elements ● Contact Information ● Keywords and Code Information ● Core Services ● Solutions By Need Messaging ● Downloadable Capability Statement
- 16. Get a FREE Website Review Let Indispensable Marketing analyze your current website and provide you with 3 recommendations on how to present your business as capable, professional, and successful at doing the work you’re trying to win. The way procurement professionals use websites today has dramatically changed and if you don't have what they are looking for, you'll lose out on sales. Request Your Review
- 17. Get In Touch Patrick McFadden Founder and Marketing Consultant Indispensable Marketing Website: Government Services Corporate: www.indispensablemarketing.com Email: pmcfadden@indispensablemarketing.com Phone: 804-921-7159