government procurement

What drives public sector enterprises to buy?

Building an effective marketing strategy to public sector in Australia requires insight and an understanding of the structure and complexities of the markets you are targeting.  A “one-size-fits-all” approach is simply insufficient in today’s complex procurement environment. Readers found our recent blog B2B vs B2G – Set your enterprise marketing strategy  useful as it outlined…

find new suppliers

How do buyers find new suppliers?

Let’s face it suppliers really have got no control over how government buyers can find them. The options are endless and include direct mail, conferences, sales representations, magazines, using LinkedIn a social media tool and email blasts. Direct mail Data driven marketing campaigns are not always about email and telephone calls. There is a trend…

movie All the President’s Men

Follow the money trail when targeting B2B

Following the money trail makes good business sense. The 1976 drama-documentary movie All the President’s Men which starred actors Dustin Hoffman and Robert Redford, uncover the details of the Watergate scandal that leads to President Nixon’s resignation. While researching a story about a botched 1972 burglary of Democratic Party headquarters at the Watergate apartment complex,…

featurelist

Success in Marketing is all About Timing

What do football matches, guitar solos, bargain shopping and public sector marketing all have in common? Timing. In the public sector the timing of your marketing campaigns can make the difference between success and a failure. Generally tagged as “Buying Cycles” you can plan your marketing calendar against when buyers, specifiers and decision makers in…