I was talking to a regional marketing manager a few months ago who asked my advice about a marketing initiative her company was about to pursue.  Basically, she was told by the Marketing VP at HQ to execute a “one-off” program to generate 1,000 public sector leads for a new case management and collaboration product they had which was showing early success in the commercial SMB market.  The VP calculated that with 1,000 leads, they could generate enough qualified prospects, quotes, and wins to grow revenue for the next quarter.

In my last blog, I outlined why public sector is an attractive market and draws the attention of many companies, especially when the commercial market is soft.  I also mentioned that only those companies who add real value have a chance to win and the “Johnny Come Lately’s” have a real challenge to try and be successful.  Today, I look at one element of this complex market – the procurement process.

A recently published and well-read blog in this sector recently disclosed that government contractors surveyed by Grant Thornton LLP experienced revenue boosts from federal business during the past year. Here are a couple of thoughts on why that might be the case for those of us in the information technology (IT) segment.