tick from the government

Getting the tick from Government

When marketing to government it is important to consider the environment or framework in which decisions to spend ‘tax payer dollars’ are made. Government agencies must ensure they can justify every purchase and prove they have got the best value for money. The various state governments and the Federal government have websites outlining the procurement…

sharing is nice

Shared Services – Threat or Opportunity?

What does it actually mean when you see ‘Shared Services’ in a contact’s job title? What actual service is being shared… and by whom? A shared services model is the sharing of back office functions. In the private sector this has traditionally existed in ‘head offices’ whilst in the public sector it has taken the…

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,…