Episode 8: Winning federal business takes an orchestra!
January 26, 2018 2:23 pm
1 min read
This content is provided by Government Marketing University.
Welcome to Market Chat! – “Bringing Clarity to the Clutter in Government Marketing” with hot topics, best practices, exciting guests and innovative ideas.
Market Chat! is an ongoing series that provides an open and collaborative interaction between government and industry to ensure that listeners walk away empowered with greater knowledge on how to better market to their targeted federal, state and local audiences.
The “RIGHT” Capture Team is a singularly focused, multi-faceted, cross-organizational team B2G companies put in place around a specific initiative that is of the highest importance, strategically and for profits.
As in every great Orchestra – all musicians must play their role in concert with their orchestra peers. Their individual strengths will be highlighted at the exact moment they are needed. The same holds true as your company pursues new business from opportunity identification and qualification through contract award. Today’s Market Chat will provide insight into how you can be a part of this orchestra and ensure you’re doing your part in ensuring your company’s success! Special emphasis will be placed on how Government Marketers can play a vital in their company’s Orchestra.
We’ll cover 3 steps to organize and launch a successful capture team.
Develop your Orchestra (Capture Team) and process needed for success.
Identify roles and responsibilities to ensure a WIN!
Raise your competitiveness through insider tips, tools and techniques
Understanding these steps is a must for government contractors. You will learn how successful government contractors consistently win the programs they pursue.
Apply what you’ll learn from this Market Chat to make better decisions and increase your company’s government win probability.
• 8 years leading capture organizations for both large and mid size businesses
• 16 years of Capture Management experience in the federal market
• 36 years of experience in the IT field, 24 supporting the federal market
• Past founder and President of Professional Capture Management Forum
Stacey Piper brings a deep understanding of government clients and how to position companies who work with the public sector to increase awareness and expand reputation to enhance favorability and increase win probability. She is an accomplished, results-driven business development and marketing professional with more than 20 years of experience. Stacey has a proven record of successful partnerships with executive leaders and technical subject matter experts, influencing without authority, and gaining consensus. She is passionate about driving innovation and growth.
Prior to starting her own consultancy, Stacey worked as a vice president the corporate growth department at ICF. While there she established a successful pursuit marketing methodology, trained more than 500 client facing staff on business development skills, and worked as a capture coach on key opportunities.
Stacey moved to the DC Metro area upon graduating from Bloomsburg University of Pennsylvania in 1994. She earned her Masters of Science as Johns Hopkins University and served as an Adjunct Professor at Marymount University. She currently lives in Fairfax with her husband and daughter. Learn more at http://www.staceypiper.com
President and Founder, Government Marketing University
Lou Anne Brossman has over 30 years of public sector government marketing leadership experience gained while working for some of the leading companies in the market (Juniper Networks, immixGroup, EMC). She is a customer-centric, solution-oriented marketer. She has in-depth knowledge of product and services branding, communications and strategic planning and is committed to increasing client's competitiveness, market share and profitability.
She is a sought-out speaker on Government Marketing Best Practices and is well recognized and respected for her ability to drive Thought Leadership campaigns on relevant federal, state and local government policies and mandates. Lou Anne has served on numerous boards including immixGroup and Trezza Media and was a founding member of the Women’s Center Executive Council. Lou Anne was honored with the Heroines in Technology award presented by Women In Technology and she was the recipient of the ACT IAC Dedication to Making a Difference award. In 2017 Lou Anne was a finalist for “2017 Women Business Owner of the Year” in the National Association of Women Business Owners and was named a “2017 Trending 40 Federal Entrepreneurs and Innovators.
Lou Anne started Virtual Marketing in 2008 after realizing there was a need for experienced hands-on “virtual” government marketing experts who could provide an economical way for companies to have winning government marketing programs. She most recently launched Government Marketing University, an innovative learning platform that applies a collaborative, community-based approach toward knowledge sharing and skills development in the field of public sector marketing. Government Marketing University offers training, research, certifications, mentoring, and community resources all in one place.