Most government contract experts know that there are a large number of federal procurement officers on LinkedIn. According to my annual census, LinkedIn has over 2.5 million federal governments (Department of Defense, intelligence, civilians).
In addition, we identified 552 federal “corporate pages.” This means that, like most business departments and many offices, departments and institutions have corporate pages. This makes it easy to find the main influential person.
Fact: LinkedIn is the # 1 place to search for professionals.
How would you like to introduce yourself?
The first step is always to make sure your profile is your destination, not the parking lot on your resume. A “destination” profile is a profile that clearly establishes who you are, what you do, who you do for, and perhaps it. Why are you doing thisEspecially if you are passionate about your work.
This is the minimum entry price. This can be done in the title, background graphic, “Summary” section, and job description. If your profile doesn’t facilitate the connection, you probably haven’t come that far.
The rugged profile makes the Fed feel more comfortable and confident when connected.
Fact: LinkedIn is the number one place to share professional content.
The second step is to make sure the profile is informative. If you don’t create your own content, you’ll never run out of great information to share. Most companies have content that employees can share, but many still can’t.
Sharing relevant content with your audience is an important factor in attracting influencers and returning regularly. However, if you post content that isn’t yours, you need to keep it and tell your audience why you posted it and why it’s important or noteworthy.
A common complaint I hear is that sharing content takes too long. Well, please go over. The entire successful business development process takes time. Sharing relevant content with your target audience can help you build credibility with your target audience.
You build trust when you share relevant information with your potential audience. Organizing your content can give you more insight into your customers and the issues they are facing. Trust is an important factor in building relationships through LinkedIn.
Fact: Over 90% of connection requests are LinkedIn form letters.
The third step is to connect to the context. Most federal governments I’ve talked to, especially senior officials, are angry with LinkedIn’s “form letter” connection.
Contextualizing connection requests is not difficult and takes no time. Check your profile to make sure you’re interested. If you posted recently, please mention that post. If you have worked with your agency for a long time, say so. Find something that adds meaning to the recipient, something that tells the recipient that they know something about the recipient and their work.
Business development professionals usually have the accounts they are targeting, so they probably know a lot about them. Sharing some of this knowledge in connection requests can create a comfortable level for the recipient. It can be the beginning of a relationship, not just a “handshake.”
Almost all Fed officials I talked about connecting are angry with the form letter. It doesn’t seem to deserve personalized notes and doesn’t accept connections. The same is true for program managers and senior technical staff. They want to know what you know about the problem they are facing.
Reviews (based on experience): Everyone likes to see their milestones.
The fourth step is to nurture the network. A perception for no apparent reason, also known as social selling. One of the most powerful things you can do is comment. The LinkedIn notification page shows job transitions and promotions, birthdays, and a single connection to comment on other posts. We’ll take advantage of these square brackets and comments, but we’ll do it using context.
Comments also improve visibility on LinkedIn. LinkedIn’s algorithms reward commenters more than posters, so imagine what you can do if you do both. Tag people and use hashtags for your business or concept to attract more viewers.
Of my approximately 11,000 contacts, 5-7% are federal, many of whom are in high-level positions. More than half the time I pay attention to milestones, they react, which means I’m on their radar again.
Social selling is about getting on the radar of the key people who need to influence and doing it in an unobtrusive way.
Common sense: Check and adjust the data.
The final step is to track your progress in terms that are important to you. How many new connections have you made to your current customers? How many exploration organizations have you contacted? Did you add an SME connection?
How many posts did you post? How many comments did you receive for each post? How many profile views did you get?
Use this information to improve your relationship with GovCon.
The goal is to build both findability and credibility with the audience you’re trying to influence.
For over 12 years, I’ve been advising businesses and individuals on how to take advantage of LinkedIn. Whenever LinkedIn is used successfully, it will increase your profile view, make it easier to connect, and expand your business portfolio.
If done correctly, the time spent on LinkedIn is enough.
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Mark Amtower is a GovCon consultant, author, radio host and LinkedIn trainer.Find in www.linkedin.com/in/markamtower Or send an email to firstname.lastname@example.org
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