Marketing is a valuable tool that can do wonders to help an organization achieve its goals. For companies focused on selling goods and services to government agencies and other government contractors, creating targeted and robust awareness of why they matter and how they can help are critical.
There are times, however, when marketing is not a friend to government contractors.
One of those times is when a company has achieved the “holy grail” of opportunity development: being in front of the opportunity and having connected the dots of information and relationships with the budget, need and authority dots. What would cause a company to consider marketing an adversarial activity in that situation? When the agency determines a need to “market” the opportunity to seek interest from other potential vendors.
Let’s face it, if you’ve spent time and money developing the opportunity to include influencing the solution, pricing and acquisition strategy, you are not going to be a fan of letting others try and take a bite of that apple, right?
Keep reading this article at: http://publicspendforum.net/fedbizopps-respect/