Len Johnson

Len Johnson
Len Johnson

President, Government Sector Marketing

I enjoy the hunt for new opportunities to provide awareness, branding, and outreach services in the government sector. Since I never achieved my childhood dream of playing second base for the Chicago White Sox, I now spend my free time as a spectator rooting for the NATS, CAPs, and DC United.

November 18 2011
Business development and Government

Competing for Business in the Government Sector

by Len Johnson on the topics of and

The federal contracting community has its own terminology that can seem like alphabet soup. Before your company can compete in this sector, you need to become familiar with acronyms such as RFPs (Requests for Proposals), SOWs (Statements of Work), BPAs (Blanket Purchase Agreements, IDIQ (Indefinite Delivery Indefinite Quantity) and the FAR (Federal Acquisition Regulation) among many others.

August 9 2011
Business development and Government

Positioning Your Company To Win Government Business

by Len Johnson on the topics of and

Government agencies are searching for innovative sources to meet the challenges of getting business done but in today’s economic environment, they will be more selective than ever. They recognize that budgets are constrained and they no longer can expect automatic yearly increases. Although they have flexibility to make “best value” award decisions, they are becoming more reluctant to pay a premium for a marginal difference in quality.

May 13 2011
Business development and Government

Reaping the Benefits of GSA Expo

by Len Johnson on the topics of and

Having just returned from the 2011 GSA Expo in sunny San Diego, I’m reminded how large and complex the government market truly is. No matter if your firm is already active and deeply entrenched in this sector, or is standing on the edge of the pool wondering if you should dive or wade in, it’s critical that you understand the similarities and differences between commercial and government markets. When selling to government, your market positioning and messaging must be refined to speak to how your offering can help support government mandates and missions.

[ back to top ]