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Practice Areas :
Federal Marketing
The U.S. federal market is the single largest market in the world—a market so laden with opportunity that most major corporations dedicate entire sales divisions to it alone. Because of the federal government’s size, selling cycles are often much longer and contracts substantially larger than in the private sector. Success in this particularly challenging and lucrative environment demands a strong understanding of the government, federal sales processes, and how and why the government makes buying decisions. Vendors lacking such knowledge can have great difficulty navigating the complex processes involved in selling products and services to the federal government—and even sometimes in identifying those who have purchasing authority.
Whether a company is new to this market or wishes to grow its presence in it, the Patton Boggs Federal Marketing Practice is dedicated to helping clients succeed in the federal sales process. Many of our public policy lawyers joined the firm from senior positions in government. Such valuable experience gives us an insider’s knowledge of how to make things happen in Washington, enabling our lawyers to reach out to decision makers and provide clients with sound advice and a distinct competitive advantage. No firm in Washington has the depth of experience or breadth of relationships as Patton Boggs.
Our strategic efforts emphasize our belief that an “all fronts” approach ensures the highest likelihood of success. In exploring all avenues towards this goal, not only do we use traditional sales channels, but we also engage those at the political appointee level and, as appropriate, enlist the support of Capitol Hill. By using this tandem “top down, bottom up” strategy, the decision maker becomes more aware of a specific product or service and, through our efforts, is more likely to become an advocate, thus eliminating the difficulty a government employee might have in choosing a new, unfamiliar vendor or product.
While working inside appropriate agencies, we simultaneously advise Congress to assure that key members are aware of our client, their product or service and our efforts. Our goal is a demonstrably compressed sales cycle that ultimately results in success for our client.
Patton Boggs has numerous partners with long terms of service in senior posts in government from both sides of the aisle. We count among our ranks former members of Congress, deputy secretaries and undersecretaries, former senior White House staff and numerous senior staff from across agencies and Capitol Hill. The experience and relationships of our Washington insiders—combined with their substantive expertise—allows us to achieve success in federal sales on behalf of our many clients.
Patton Boggs’ overarching goal in this practice is to help clients increase their revenue through federal sales.
Representative Matters:
- Advised a computer software manufacturer on its successful strategy to persuade the Department of Treasury to adopt its financial reporting software as a national government standard for all reporting agencies of government.
- Facilitated a client’s ongoing efforts to provide medical related services to the military.
- Counseled a major travel company in its winning bid to perform all Department of Defense travel outsourcing for a significant portion of the United States.
- Counseled a major technology company in its successful efforts to provide drug and explosive detection technology to various airports, the Department of State and federal law enforcement organizations.
- Advised with a major health care provider on its winning bid to provide health care services to military dependents in the Western United States and Hawaii.
- Assisted client in its efforts to be rehired by the U.S. Government, resulting in client winning multi-year, $2.5 million contract with the Department of Transportation.
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