Know-How Exchange : Other

You probably don't want to require that candidates "specialize in targeting civilian government agencies" because you'll probably get a list of people whose thinking is limited to what has worked in that market.

You'd be better off getting someone who really understands lead generation in tech industries and/or website management. The industry is a lot less important than the skill-set.

A common error clients make is that they over-value industry familiarity and undervalue proven performance in a skill.

This is discussed on pages 114-115 of Rasputin For Hire, in a chapter about the most common client misunderstandings. https://bit.ly/k3Z7m

First, you may find it useful to read this MarketingProfs article:

https://www.marketingprofs.com/3/harris1.asp

Second, choosing an agency is always a bit of a crapshoot, as there is no way to meet with or review all of the available candidates. You have to choose from a smaller pool that time allows.

So, make sure that you create the best quality of small pool you can. The best way I know to do that is to leverage your network - ask people you know and trust for recommendations.

Third, like all consultancy searches, yours will be more successful if you have solid knowledge of the subject matter. When you know the jargon, key tactics, etc. you will waste less time interpreting their pitches and be better able to judge their offerings.

Here's one place to start (and, no, I have no affiliation of any kind with them):

https://www.hightechstrategies.com/

Finally, do your background searches. For example, due diligence on Fortune Hi-Tech Marketing turns up some, shall we say, 'interesting' results.

Good luck ...

lead generation for government accounts is a very specialized area. Selling to the federal government is entirely different than traditional business-to-business sales. I would recommend that you limit your focus to advertising agencies and consultants located close to Washington DC. Please note: generating leads is one thing, and translating that into purchase orders is a different thing. For example, do you have a GSA schedule? Do you have partners who are small and/or disadvantaged firms? Do you have experience responding to government RFPs? I have personally been involved in several dozen projects promoting technical products to the federal government, and I would be more than happy to talk with you for 10 or 15 minutes by telephone (no charge). If you are interested, click on my profile and send me an e-mail.