Why and how GovCon CEOs should use LinkedIn

With millions of customers on LinkedIn, GovCon CEOs need to leverage the social platform or they are doomed to lag behind their competitors.

Back in 2010, GSA negotiated with social networks on how those networks could use federal employee data. Since then LinkedIn slowly emerged as the dominant network not just in B2B, but also in B2G. LinkedIn is now an integral part of the GovCon ecosystem.

Which leads me to why and how CEOs should be participating. Though some executives persist in the notion that Feds are either not on or don’t use social media, the evidence is entirely to the contrary.

Having chronicled marketing to the government for 36 years, in two books, 100+ articles in Washington Technology, hundreds of public presentations, and fifteen years of weekly radio shows, I can safely state that we are neck deep in an era defined and driven by web 2.0 tools and tactics, and in the middle of that for GovCon is LinkedIn.

Those companies and executives that utilize how LinkedIn can help them communicate to the market are the ones whose companies go further and go faster. Those lacking the ability, time or desire to fully leverage the platform are doomed to lag behind.

There are several examples of executives who lead their companies by posting thought provoking articles that help shape the thinking around specific topics. Dan Helfrich, Chairman and CEO of Deloitte posts great articles and videos around subjects that are core to what Deloitte offers. He has a commitment to the thought leadership Deloitte brings to each market segment it serves and he demonstrates this through these posts.

His BD people can point to these posts when speaking with federal program managers to show that “top down” commitment.

Seven years ago I wrote What Do CEOs Risk by Ignoring LinkedIn? Plenty.

The article outlined some of the benefits for CEOs and other executive to engage on LinkedIn, including

  • Creating higher visibility for your company in a targeted community
  • A stronger company brand
  • A clear message on what your company offers
  • Stronger and deep relationships with current clients and prospects
  • Easier access to new accounts
  • Better relationships with partners and suppliers
  • More GovCon media visibility
  • More credibility is a defined niche

Since then many CEOs and other executives have seen the value of engaging on LinkedIn by posting articles, connecting to peers, key clients and prospects, and even by endorsing or recommending key people in their companies and at client agencies.

However, there remains a significant percentage of executives from the CEO down who do little or nothing to support their company, their staff or their programs on LinkedIn. They often have profiles with little or no description of who the exec is or what the company does. And this reflects an indifferent attitude to the market.

My annual census of Feds on LinkedIn found 2.028 million in 305 departments, agencies, operating divisions and offices. My research shows that at least 15% have IT related job functions and that over 30% have program or project management responsibilities. Further, it is clear that many Feds are open to connecting with industry.

LinkedIn is often the first place companies and individuals are vetted by feds and others in the contracting community.

If for some reason you harbor the notion that Feds don’t use LinkedIn, think again.

X
This website uses cookies to enhance user experience and to analyze performance and traffic on our website. We also share information about your use of our site with our social media, advertising and analytics partners. Learn More / Do Not Sell My Personal Information
Accept Cookies
X
Cookie Preferences Cookie List

Do Not Sell My Personal Information

When you visit our website, we store cookies on your browser to collect information. The information collected might relate to you, your preferences or your device, and is mostly used to make the site work as you expect it to and to provide a more personalized web experience. However, you can choose not to allow certain types of cookies, which may impact your experience of the site and the services we are able to offer. Click on the different category headings to find out more and change our default settings according to your preference. You cannot opt-out of our First Party Strictly Necessary Cookies as they are deployed in order to ensure the proper functioning of our website (such as prompting the cookie banner and remembering your settings, to log into your account, to redirect you when you log out, etc.). For more information about the First and Third Party Cookies used please follow this link.

Allow All Cookies

Manage Consent Preferences

Strictly Necessary Cookies - Always Active

We do not allow you to opt-out of our certain cookies, as they are necessary to ensure the proper functioning of our website (such as prompting our cookie banner and remembering your privacy choices) and/or to monitor site performance. These cookies are not used in a way that constitutes a “sale” of your data under the CCPA. You can set your browser to block or alert you about these cookies, but some parts of the site will not work as intended if you do so. You can usually find these settings in the Options or Preferences menu of your browser. Visit www.allaboutcookies.org to learn more.

Sale of Personal Data, Targeting & Social Media Cookies

Under the California Consumer Privacy Act, you have the right to opt-out of the sale of your personal information to third parties. These cookies collect information for analytics and to personalize your experience with targeted ads. You may exercise your right to opt out of the sale of personal information by using this toggle switch. If you opt out we will not be able to offer you personalised ads and will not hand over your personal information to any third parties. Additionally, you may contact our legal department for further clarification about your rights as a California consumer by using this Exercise My Rights link

If you have enabled privacy controls on your browser (such as a plugin), we have to take that as a valid request to opt-out. Therefore we would not be able to track your activity through the web. This may affect our ability to personalize ads according to your preferences.

Targeting cookies may be set through our site by our advertising partners. They may be used by those companies to build a profile of your interests and show you relevant adverts on other sites. They do not store directly personal information, but are based on uniquely identifying your browser and internet device. If you do not allow these cookies, you will experience less targeted advertising.

Social media cookies are set by a range of social media services that we have added to the site to enable you to share our content with your friends and networks. They are capable of tracking your browser across other sites and building up a profile of your interests. This may impact the content and messages you see on other websites you visit. If you do not allow these cookies you may not be able to use or see these sharing tools.

If you want to opt out of all of our lead reports and lists, please submit a privacy request at our Do Not Sell page.

Save Settings
Cookie Preferences Cookie List

Cookie List

A cookie is a small piece of data (text file) that a website – when visited by a user – asks your browser to store on your device in order to remember information about you, such as your language preference or login information. Those cookies are set by us and called first-party cookies. We also use third-party cookies – which are cookies from a domain different than the domain of the website you are visiting – for our advertising and marketing efforts. More specifically, we use cookies and other tracking technologies for the following purposes:

Strictly Necessary Cookies

We do not allow you to opt-out of our certain cookies, as they are necessary to ensure the proper functioning of our website (such as prompting our cookie banner and remembering your privacy choices) and/or to monitor site performance. These cookies are not used in a way that constitutes a “sale” of your data under the CCPA. You can set your browser to block or alert you about these cookies, but some parts of the site will not work as intended if you do so. You can usually find these settings in the Options or Preferences menu of your browser. Visit www.allaboutcookies.org to learn more.

Functional Cookies

We do not allow you to opt-out of our certain cookies, as they are necessary to ensure the proper functioning of our website (such as prompting our cookie banner and remembering your privacy choices) and/or to monitor site performance. These cookies are not used in a way that constitutes a “sale” of your data under the CCPA. You can set your browser to block or alert you about these cookies, but some parts of the site will not work as intended if you do so. You can usually find these settings in the Options or Preferences menu of your browser. Visit www.allaboutcookies.org to learn more.

Performance Cookies

We do not allow you to opt-out of our certain cookies, as they are necessary to ensure the proper functioning of our website (such as prompting our cookie banner and remembering your privacy choices) and/or to monitor site performance. These cookies are not used in a way that constitutes a “sale” of your data under the CCPA. You can set your browser to block or alert you about these cookies, but some parts of the site will not work as intended if you do so. You can usually find these settings in the Options or Preferences menu of your browser. Visit www.allaboutcookies.org to learn more.

Sale of Personal Data

We also use cookies to personalize your experience on our websites, including by determining the most relevant content and advertisements to show you, and to monitor site traffic and performance, so that we may improve our websites and your experience. You may opt out of our use of such cookies (and the associated “sale” of your Personal Information) by using this toggle switch. You will still see some advertising, regardless of your selection. Because we do not track you across different devices, browsers and GEMG properties, your selection will take effect only on this browser, this device and this website.

Social Media Cookies

We also use cookies to personalize your experience on our websites, including by determining the most relevant content and advertisements to show you, and to monitor site traffic and performance, so that we may improve our websites and your experience. You may opt out of our use of such cookies (and the associated “sale” of your Personal Information) by using this toggle switch. You will still see some advertising, regardless of your selection. Because we do not track you across different devices, browsers and GEMG properties, your selection will take effect only on this browser, this device and this website.

Targeting Cookies

We also use cookies to personalize your experience on our websites, including by determining the most relevant content and advertisements to show you, and to monitor site traffic and performance, so that we may improve our websites and your experience. You may opt out of our use of such cookies (and the associated “sale” of your Personal Information) by using this toggle switch. You will still see some advertising, regardless of your selection. Because we do not track you across different devices, browsers and GEMG properties, your selection will take effect only on this browser, this device and this website.