
Government Contractors: Three Key Marketing Channels to Win Work Before the RFP Drops
Winning government contracts isn’t just about scrambling to write a stellar RFP response the moment it hits your desk. For savvy government contractors, the real work starts way before that moment.
In this week’s video and blog, we dive into the “pre-work” every government contractor should be doing to win work before the RFP process even begins. It all starts with three key marketing channels.
Three Key Marketing Channels for Government Contractors
The most successful GovCon firms know that a burning the midnight oil to put together the “perfect” RFP response simply isn’t enough. They have already done the legwork—building their reputation, creating strategic marketing materials, and staying top of mind with potential clients and teaming partners. Focusing on these three key marketing channels makes the RFP process way successful by adding rocket fuel to their work.
1. Your Website: Your Home Field Advantage
Your website is more than just a digital business card—it’s the home base for everything your business stands for. It’s where you control the narrative and make a powerful first impression. Think of it as your “home field,” where you’re setting the tone and showcasing your strengths.
Government contractor websites must do these two key things:
- Reflect your organization’s expertise and branding. Whether you’re in cybersecurity, human resources, or engineering, your site’s design should align with your services and inspire confidence.
- House critical, easy-to-find information that potential teaming partners and procurement officers look for—capability statements, NAICS codes, contract vehicles, certifications, and past performance.
If you’re not sure where to start, ask yourself this: Does my website make it easy for someone to see what we do, why we’re the right partner, and how they can work with us? If not, it’s time for an upgrade.
2. LinkedIn: Your Virtual Space for Connection
LinkedIn is the go-to social media platform for government contractors—and for good reason. It’s where professional relationships are nurtured, new opportunities arise, and your industry expertise gets noticed. Use this space strategically and you’ll be well positioned when it’s time to submit a proposal.
Here’s how LinkedIn helps you get ahead:
- Networking: Share updates from events, tag connections you meet, and keep the conversation going after conferences or meetings. That one post about your work could spark interest from a potential teaming partner.
- Industry Engagement: Join relevant LinkedIn groups, contribute to conversations, and showcase your subject matter expertise. People want to work with firms that are engaged and well-connected in their industries.
- Visibility: By regularly sharing posts, updates, and insights, you stay top of mind with the people who matter most—so when they need someone with your skills, you’re the first one they think of.
Pro Tip: Take a quick photo when you attend industry events and tag your new connections in a post. It’s a small step that keeps you visible and builds rapport.
3. Email: Staying Top of Mind (Without Annoying People)
Ah, the humble newsletter (or as we like to call it, your regular insight-sharing opportunity). No, we’re not talking about long, snooze-worthy emails packed with jargon. We’re talking about short, engaging emails that add value to your audience’s inbox.
Why is email important for government contractors?
- It keeps you in front of decision-makers, even during the long sales cycles common in government contracting.
- It gives you a consistent way to share updates, insights, and success stories. Think “What problem are we solving this month?”
- It reminds past contacts and partners of your expertise—so when they’re ready, they know exactly who to call.
For example, here at Spring Insight, we send a monthly email that includes helpful insights, videos, and content that showcases our expertise. It’s not about selling—it’s about staying relevant and providing value.
Remember: People won’t read every email you send, and that’s okay! The goal is to be there when they do need you.
Make Pre-Work Part of Your Strategy
Winning government contracts is about more than writing a strong proposal—it’s about showing up long before the RFP drops. By investing in your website, LinkedIn presence, and regular email communication, you’re building a strong foundation that makes procurement officers and teaming partners take notice.
If you’re feeling overwhelmed by all the moving parts, don’t worry—that’s where we come in. At Spring Insight, we specialize in helping government contractors build strong, effective marketing strategies that get results.
Whether you need a website that makes the right impression, a LinkedIn strategy that builds connections, or an email plan that keeps you top of mind, we’re here to help.
Schedule a complimentary consultation today, and let’s get your strategy ready to win more government contracts in 2025.