It’s widely recognized that almost everyone in GovCon, including contractors, federal employees, service providers, and media professionals, is on LinkedIn.
However, what is not as commonly acknowledged is that many companies lack the necessary skills to effectively leverage LinkedIn for business growth. Over the years, it has become evident that numerous individuals and organizations adopt a passive approach, waiting for opportunities to come to them rather than actively utilizing LinkedIn’s potential.
Multiple GovCon studies, including GovExec’s Leading Brands and Hinge Research’s High Growth Companies, show that if a company is not recognized by contracting officers, program managers, or other procurement influencers, or if its expertise cannot be substantiated, its chances of winning business are significantly reduced.
In a relationship-driven market, how are you growing and managing your network of key movers and shakers, buyers, and purchasing influencers? How are you influencing what others know about you, your company, and your key personnel?
LinkedIn provides the best venue for any company, small or large, to stand out by developing and sharing specific areas of expertise.
Only a small percentage of government contractors leverage LinkedIn fully and start to win more business. That small percentage claim specific areas of expertise, then position their respective companies and key personnel as subject matter experts. Then they engage with others through developing and sharing content, by connecting to influencers and becoming more active and visible.
This activity is essential for creating a gravitational pull for your company, influencing your buying audience to take a closer look at who you are, what you do, and why it is valuable to them—the buyers and influencers. It also leads to a broader market reach.
Many companies join social networks simply because everyone else has, and then passively wait for something to happen.
Which category does your company fall into?
