Federal Direct: Your Online Government Marketing Resource

While some of the tactics may appear similar, in reality, they are not. The lingo is different, the web tactics are different, the buyers are different, and the market is different. To create a viable B2G sales and marketing program, you need to fully comprehend the lay of the land. Entering the market without a thorough understanding of what is required will lead to an early exit.

If you are already in the market, maximizing marketshare in your niche is not a simple matter, and is not as formulaic as most ad agencies would have you believe.

So, when you want to make certain you get the absolute best advice for the government market... you go to the person who "wrote the book"....

Mark Amtower’s Government Marketing Best Practices is now in its fifth printing and is the best selling book on doing business with the government. Federal agencies and major contractors have purchased thousands of copies to give to their small business partners.

He is frequently quoted in the business press throughout the United States because he is recognized as the leading marketing expert in B2G. He is quoted regularly in both business marketing publications and the government trade press. He has been quoted and profiled in BtoB magazine (where he received the coveted Top 100 Marketers of the Year Award in 2008), Entrepreneur magazine, Federal Computer Week, Government Computer News, Government Executive, Government VAR, Washington Technology, Catalog Age, Catalog Success, DM News, Multi-Channel Merchant, Target Marketing and over 100 other publications. He also speaks and government market events several times every year. His weekly radio show, Amtower Off Center on Federal News Radio (1500 AM in Washington, DC) is heard by thousands.

What We Do

The business-to government (B2G) market is not generic and requires special knowledge. There are best practices, adequate practices and poor practices. Each of these skills vary from niche to niche, from IT to furniture sales, from integration services, to selling boots. There is no one size fits all – pun intended, and we have advised companies across the product and service spectrum in our 26 years as a B2G consultantancy.

Amtower & Company is an independent consultancy. Senior partner Mark Amtower is known for his in-depth knowledge of the federal market and his candor. Established in 1985, Amtower & Company is one of the oldest and most trusted independent companies providing expertise on marketing to the world’s largest market – the U.S. Federal government.

Mark Amtower has unparalleled experience providing marketing advice to all manner of vendors, an experience spanning twenty-five plus years and over 200 clients. If you have specific needs, go to the Inquiry Form at the bottom of this page.

Amtower & Company is NOT an advertising agency. Our strength is in tactical advice, audience identification, reaching key influencers and supporting sales and business development goals. If necessary, we will advise our clients on selecting the best services available in the market: GSA Schedule negotiations, research, bid and proposal, advertising agencies, public relations, and more. But we do not provide these other services.

Many of the companies we work with have been partners with us for several years. And many of the people we work with come back to me when they change jobs. We have current clients that date back to the late 1980s.

“Mark is the greatest. I have sent many of my marketing folks to his events. They all return inspired and smarter. He knows the industry like no one else.”

Craig Abod, CEO, Carahsoft, Inc.

"Mark Amtower knows what works. He shares that with you in "Best Practices". His dozens of clients, and their millions of dollars of success, attest to his wisdom. When he says something is a "Best Practice", you know it works, because it's brought his clients success. Moreover, when he tells you something is NOT a best practice, listen up: he'll tell you how he's seen it miss opportunities and wasted money. Finally, Mark keeps on top of what keeps people on top: he always tells you how to exploit emerging market developments, buying trends and regulations to maximum advantage in your own strategy. Pithy, lively, and uncompromising: if you want hard straight advice, that's exactly what you're going to get."

Judy Bradt, Summit Insight

**
“We have used Mark Amtower several times since the early 1990s and his advice ahs always helped us grow our business.”

David C Collins, CEO
Learning Tree International

**
“Your time on the phone the other day was the most productive time I have spent with anyone in the government market. Thanks!”

Scott Heller, former CEO, National Audio-Visual, Vermont.

“Mark knows federal marketing better than anyone else. If you sell to the federal government you need to engage Mark in one way or another as he will find a way to improve what you are doing or set you off on the right track if you’re new to the federal space. No one knows how to reach government buyers as well as Mark. I have no idea what he charges but I know that he is “Best Value!”

Phil Kiviat, industry veteran, President of Guerra Kiviat Inc.

“Mark knows the government business like few others and he has the battle scars to show it. Our customers always appreciated the candid insight and recommendations that ended up helping their bottom line.”

Aaron Heffron, government market analyst and research expert.

“I’ve interfaced with Mark in many ways, and always find him to be someone who genuinely wants to help executives grow their businesses by connecting them with other executives and companies. His knowledge of the government market is unsurpassed by anyone I’ve met .I can honestly say that mark ranks in the top five people that have helped me and my business since I started Croix Connect six years ago. I recommend that others tap into his vast knowledge of the government marketplace, and business in general. You WON”’T be disappointed!”

Brian Roberts, CEO, Croix Connect

“Mark, I learned more in 3 hours from you than I have from our alleged government office in Washington in 3 years! You are the best!”

John M, computer reseller in New Hampshire

**
"Mark, from one government guru to another, you are the Best of the Best!”

Bob Gosselin, government marketing professional, Virginia

**
“Mark, in the three years we used your consulting we went from a distant second tier company to the leader of our category, increasing our sales by over $100 million – Wow! “

Director at a Computer Reseller

“I am sorry for the delay but I wanted to thank you for your insights and recommendations that you presented at the Los Angeles “Best Practices” seminar. I have already spread some of your wisdom to my fellow government teammates…. Thank you again and I look forward to your future emails and advice.”

Todd

“Mark, one of the points you made when you were presenting here saved us tens of thousands of dollars a year! Thanks”

General Manager, New England catalog company

**
“Hi Mark, it was great session in Denver. As we briefly discussed, I am leading a Federal initiative with our reseller community-- most of whom are new to Fed, but understand our product well. We could use your help!”

Very Best Regards,
Greg Grosser

We will create a program that suits your budget and delivers results. We don’t believe that one size - one program - fits all, so we will craft a program that delivers real ROI on your B2G efforts. Our programs are designed to tie marketing activities directly to sales and business development goals and meet or exceed overall corporate goals in the government market.

The largest single market in the world is Global One - the U.S federal government! The government NEVER spends less of your money, and it is past time that you considered getting some back!

The Federal government buys every legitimate business product and service imaginable, and there is always room for smart, hard-working companies to enter this market successfully, if they do it with realistic expectations and a plan that will help them grow incrementally. This Initial Consultation is designed to help the novice entering the market understand the government landscape and have enough valid information in hand to make a “go” or “no go” decision on entering the market.

The Amtower & Company Initial Consultation is designed to help you set realistic expectations in several areas when entering this market:

The answer to that final question is worth the investment in this consultation. Thousands of companies enter the federal market each year and only a very small percentage stay. Most companies enter with unrealistic expectations and timeframes, the wrong personnel, use the wrong outside services, and are doomed before they enter the market. Any company entering this market with the expectation of a quick turnaround to profits is mistaken! There are NO quick hits in this market.

The Amtower & Company Initial Consultation is designed to provide you with the most realistic overview of your successful entry and growth potential. We do not want companies coming here looking for blessing for a bad plan – call us only is you are ready for an honest estimation. Our checklist will provide you with a realistic assessment.

Pre-audit database, ad/mail package, web, and media mix analysis, one day in-house workshop (two 2-hour telephone follow-ups, 30 days and 90 days out). Travel & hotel expenses for out of Washington, DC billed to client. All workshops prepaid.

Each year thousands of companies attempt to gain access to the lucrative, and nearly recession proof, government market. Only a small percentage of these actually succeed. The main reason for the high failure rate is unrealistic expectations and a reluctance to devote adequate resources to the proper activities. Companies feel they deserve a quick payoff – maximum effect with minimum effort, and when that fails, they leave.

Successful Federal Market Entry is the time-tested Amtower & Company step-by-step approach for companies looking to enter the Federal market to do so in a coherent, fiscally responsible manner. Front-end research allows us to make realistic projections on the market potential for your company, based on your niche potential (gauged by sales in the GSA category), competitors in the space, and the capabilities of the client company entering the market to compete.

Findings are presented in a four-to-six hour presentation outlining the market potential for any product or service niche, advice on market approaches, introductions to key players, and the development of an action plan. Follow-up telephone sessions are scheduled for 30 and 90 days after the initial presentation.

Amtower & Company has an unparalleled twenty-five years experience consulting with firms on entering the government market and with companies expanding their government marketshare.

Step One: Initial research includes product service analysis via GSA Schedule: who is selling what you sell & how much is the category making; How else is this product accessed by the public sector via open market or other contracts?

Step Two: Company visibility – web & publication searches; how visible is your company? How are you leveraging that visibility? Are you utilizing Web 2.0 tools well?

Step Three: Web site analysis- what you have vs what you need to attract federal web surfers;

Step Four: Who are the buyers- database analysis; identification of buyer pockets through various searches;

Step Five: Recommendations- do you need a Schedule; can you successfully sell in the open market; do you need to be able to bid on other contracts, or sub-contracting on other contracts;

Step Six: Personnel – do you need a D.C. presence - “government rep”, employee or outside sales organization? What other outside support do you need;

Step Seven: What are your realistic chances of success in the market in the near term, mid term and long term?

What resources will you need to develop your market? What resources will you dedicate to this market?

Checklists are created for each step, and action items are created for each checklist.

Successful Federal Market Entry is $9,995.00, prepaid. All travel costs are billed to the client.

Mark Amtower's 2010 Thought Leadership Coaching Group is accepting applications now and there are a limited number of slots available - click here for details.

The most popular Amtower & Company seminar ever is available as an in-house workshop at your facility. Travels expenses paid by client outside DC area.

The Government Marketing Best Practices workshop provides an in-depth look at what is working in your niche in the government market. Information covered include:

Consultation usually includes a 2 hour teleseminar with an overview of Web 2.0 tactics and tools (social networks, blogs, podcasts, Webinars, etc). The session includes an analysis of your current Web 2.0 activities with recommendations on how you should be using them and what other elements need to be incorporated into your ‘go to market’ program. The session will also include specific tactics in using social networks to identify and reach partners, prospects and customers. A document with recommendations will accompany the presentation.

$600/hour, four hour minimum; $4,995 per day plus travel expenses outside of Washington, DC area.

It is currently estimated by Onvia that the total government market in the U.S. is approaching 50% of the GDP.

If you are in the B2G market and wish to maximize your marketshare - read on!

If you are a novice in the government market – read on!

B2G (business to government) sales and marketing

is different than B2B sales and marketing.

So, when you want to make certain you get the absolute best advice for the government market... you go to the person who "wrote the book"....

What We Do