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Government Express eNews:

Actionable Information for Companies Targeting Federal Government Business

Volume 1, #7, September, 2007

This monthly newsletter is sent free to companies doing business with the Federal government. Sign up for your free subscription at www.GovernmentExpress.com and if you like this newsletter, please pass it along to your colleagues. To unsubscribe, see directions below. Government Express eNews back issues will be posted at www.GovernmentExpress.com .

September 2007 Contents



Item: The 6th anniversary is upon us. Rather than reflect on where we are now, take a few minutes to pray for the victims and their families. Then remember our troops by sending a contribution to the USO – www.USO.org

Item: Market Connections has a new study out: 2007 State and Local Public Sector IT Marketing Report. It covers top IT priorities and challenges, biggest IT investment areas, most valued vendor attributes, insight into the procurement process and more. I have used Market Connections reports for several years. Go to www.MarketConnectionsInc.com and look on the right side for the report link.

Item: Bob Bly also has a great new program out – the BtoB Marketing University. I have several of his audio programs and books in my library, and they are a tremendous resource. This particular program ix SIX CDs and it is only $97. It covers a variety of copywriting tips (with examples), driving qualified traffic to your web site, white papers, software marketing, case studies, integrated marketing and much more. I have been using Bob Bly books and audio programs for years.

Go to http://www.ctcpublishing.net/cmd.php?Clk=2091551


Government Marketing 101 – Your Web Site

Small companies are at a distinct disadvantage when it comes to marketing, aside from the issue of how much to spend on it.  What to do first – what has the best payoff?

A couple quick tips might help.

First, your web site has to be government-friendly. By this I mean that it needs a section devoted exclusively to government. A great example of this is the Lab Safety web site – www.Labsafety.com . While I do not the location, if you scroll to the bottom and look at Resource Centers, you will see one for Government. Click on that.

Lab Safety does not have contracts with the Federal government, so this site is designed to sell products on the open market. The tactics they employ here will help anyone (contract or not), so look at how they attract government buyers.

The messages are: 1) They accept the government SmartPay credit card; 2) Real people answer the phone; 3) Outstanding product selection; 4) All prices guaranteed for a year; 5) In-stock items shipped quickly; 6) web site 24/7/365; 7) Order a free catalog; 8) free tech support 800 number; 9) Meet the Lab Safety Experts; 10) Internet resources; and 11) EZ Facts (click through on this one. Lab Safety has located information in the Code of Federal Regulations that’s supports the use of certain products they sell – very cool!)

While almost all vendors now accept credit cards, putting the SmartPay logo on your site is just smart, period. No pun intended. It reinforces that you want their business.

Real people answer the phone – what a unique idea! And they are live from Wisconsin, not a foreign call center. The Meet The Experts personalizes the web site even more

Product selection – go back to the front page and see how easy they are to find. And the prices are guaranteed for a year, with quick shipping.

Each of these offers value to the customer, and the entire change to the overall web site was minimal. Simple messages that add value, and it is well executed.

What do you see here that you can use for your web site?



There are hundreds of events each week around the country for companies that want to do business with the Federal government. Many of these are excellent, many are not. This is not meant to be a comprehensive list,, but does include events I am comfortable  endorsing. Just because an event is not listed below does not imply it is not worth attending.

September 13, 9:30 AM-12:30 PM, Staying Compliant and Making Your GSA Schedule Work, Global Services,  www.GlobalServicesInc.com/registration.html

September 21, 7:00-9:15 AM, FSI Executive Breakfast with Kevin Kirsch, Science & Tech Directorate, DHS, McLean Hilton: www.fedsources.com/events/fsievents/brk-kirsch.asp

October 18, 7:00PM - 11:00PM, GIT ROCKIN' 2nd Annual BATTLE OF THE GOVERNMENT IT BANDS, The State Theatre, Falls Church, VA  www.GitRockin.com

October 23-25, Federal Information Assurance Conference 2007, University of Maryland at College Park http://www.fbcinc.com/fiac/

November 2, Heroines in Technology, Hyatt Regency Reston, www.WomenInTechnology.org

Nov 5-6, 2007 – The Sixth Annual Amtower Summit on Selling Products to the Government, BWI Airport Hilton. Save the date – details to follow at www.FederalDirect.net/2007summit.html


Government Express eNews  is published by Amtower & Company, and is written for companies targeting the government marketplace. The opinions expressed are those of respective authors unless otherwise noted. Contact us at Amtower & Company, PO Box 314, Highland, MD 20777-0314,, or through the www.GovernmentExpress.com .  This material is copyrighted and may not be duplicated, reprinted or otherwise replicated without written permission of the publisher.  Email subscriptions are free by request: sign up at www.GovernmentExpress.com .


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