Use White Papers to Build Relationships…and Ultimately Win More Government Contracts

Hoffman Marketing Communications helps federal government contractors win more contracts and task orders. To do this, we use a proven business-to-government (B2G) content marketing approach that leverages the power of the white paper. White papers are the #1 form of B2G content marketing. They’re an excellent way to provide useful information to defined government audiences, thus building relationships.

Writing white papers has been Hoffman’s specialty since this form of content marketing first appeared in the 1990s. Hoffman writers have written hundreds of them for leading companies. Our white paper clients include Symantec, HP, Adobe, Unisys, NetApp, SAP, Epson, Verizon, and many others.

Hoffman’s B2G Content Marketing Process

  • We write your custom white paper and you brand it. The white paper helps build your company’s reputation as an industry leader in your subject area. As a result, your company becomes more visible and makes a strong impression on government customers and prospects. In the process, prime contractors can proactively influence government acquisition decision making during pre-solicitation planning, including development of requests for information (RFIs) and requests for proposals (RFPs).
  • You ask your government contacts to provide feedback on the paper. This engages you and the government in a two-way exchange. It also enhances your relationship with these government buyers and influencers. (Our thanks to David Lowe of isiFederal for this great idea.) At the same time, your government prospects receive a professionally-written, government-vetted paper they can distribute to federal colleagues. This can further expand your company’s federal visibility.
  • We help you incorporate the government’s feedback. Returning the paper to your government contacts with their comments incorporated demonstrates your responsiveness to the government reviewer. This further enhances your relationship with the government decision maker.
  • In this way, you’ve proactively influenced government buyers and positioned  your company for greater success.

GSA Schedule Holders, GWAC Holders, and Subcontractors

If you’re a GSA Schedule holder, learn how you can use a white paper to differentiate your company from the thousands of other GSA schedule holders. This helps you gain task orders . If you’re a GWAC holder, learn how a white paper can help you gain task orders by differentiating your company from the other highly-qualified companies with GWACs. If you’re interested in negotiating a subcontracting position with a prime, learn how a white paper can help differentiate your company by demonstrating what makes you the subcontractor of choice.

Learn More

The Next Step

To learn how you can better engage with your government customers, click here to schedule a no-obligation, no-cost consultation with Hoffman, or contact:

Steve Hoffman
Principal, B2G Marketing
Hoffman Marketing Communications, Inc.
steve@hoffmanmarcom.com   408-710-1717 (direct)

Connect with Hoffman on LinkedIn.

DUNS: 612084280
CAGE: 7PAX3

Win More Government Business

In addition to this custom white paper service, Hoffman also offers a service that can help position your company to win recompetes, bridge contracts, extensions, new contract awards, and GSA Schedule or GWAC task orders. We help you transform your routine written contract deliverables (e.g., monthly status reports, technical/engineering documents, contract closeout summaries, etc.) into deliverables that demonstrate your value. How well you communicate your value and expertise in writing impacts how well you position your company to win more government business. Learn how we help you communicate the exceptional value and benefits of your company and solutions/services.

B2G content marketing

Sample White Paper: Building Relationships

B2G content marketing

Sample White Paper: Connecting a Sound IT Solution with a Critical Government Need

B2G content marketing

Sample White Paper: Marketing to Prime Government Contractors

B2G content marketing

The Mother of All White Papers: Content Marketing to the Federal Government

GSA Schedule Holders:

As you know, holding a GSA Schedule is no guarantee of government work. A large percentage of GSA Schedule holders fail to win any task orders. What’s more, competition among GSA Schedule holders is fierce. There are thousands of eligible GSA holders in Schedule 70 (information technology) alone. How can your company take maximum advantage of your GSA Schedule and differentiate itself in this crowded field?

One way is to commission a professionally-written white paper from Hoffman. A white paper educates and influences government buyers. It demonstrates your company’s knowledge and leadership in a particular space. It sets your company apart from competing GSA Schedule holders. Few GSA Schedule holders use this technique; leverage it now to make a profound impression on your government prospects. To learn more, view a paper we wrote to help a GSA Schedule 70 holder win task orders, or contact Hoffman today.

GWAC Holders:

Your company has won a highly-prized government-wide acquisition contract (GWAC). And now the hard work begins. Your company is competing with a choice group of well vetted, qualified contractors that have won a spot on SEWP V, NITAAC, and other government best-in-class contracts. How do you rise above this competitive cream-of-the-crop and earn your government customer’s attention and respect?

One way is to commission a professionally-written white paper from Hoffman. A white paper educates and influences government buyers. It demonstrates your company’s knowledge and leadership in a particular space. It sets your company apart from competing GWAC holders. Few GWAC holders use this technique; leverage it now to make a profound impression on your government prospects. To learn more, view a paper we recently wrote to help a GWAC holder win task orders, or contact Hoffman today.

 

Subcontractors:

If you are a small business contractor seeking to subcontract to successful prime contractors, you need to prove your company can 1) help the prime contractor win, and 2) reliably perform under the contract. How can your company win the confidence of primes in the face of many competitors?

One way is to commission a professionally-written white paper from Hoffman. A carefully crafted white paper sets your company apart from competing subcontractors and establishes you as a leader in your area of expertise. A white paper can go a long way toward influencing the prime to select your company as the most suitable subcontractor for the task. To learn more, view a paper we recently wrote to help a small subcontractor win business with primes, or contact Hoffman today.

 

“Hoffman delivered the high-quality white paper I needed in time for a critical meeting. I highly recommend their B2G white paper services!”

Prem Nair, PMP
Partner
MERP Systems, Inc.

Click here to view the white paper.

“Hoffman understands IT challenges and solutions. What’s more, they have a real feel for how to communicate with the federal government. I’m confident the white paper they produced is going to open doors for us.”

Adnan Shaben
Vice President of Sales
Dynamic Computer Corporation

Click here to view the white paper.

“If you’re a government subcontractor that wants more subcontracting opportunities with primes, I highly recommend that you engage Hoffman to write a white paper for you.”

Anne C. Kelly, PCC
A New Leaf Coaching

Click here to view the white paper.