Unleashing the Power of Trade Shows: A Blueprint for Government Contracting Success
In the world of government contracting, trade shows have long been considered critical to growing your business. These events are beacons of opportunity, where innovation, collaboration, and growth converge.
But what do government employees think about trade shows? Do they still plan to attend? Are they looking for new vendors when they do?
We wanted to find out. So we commissioned an independent research agency to conduct a survey of government budget decision-makers — representing both federal and state/local government — to learn about trade show preferences.
Lumino's exclusive survey, The Pulse of Procurement, unveils the other side of trade shows, why government employees attend and how they want to engage with vendors.
Let's explore the data to uncover insights that will refine your approach to trade shows.
The Power of Presence:
Our survey reveals that an overwhelming majority, 72% of government agencies, plan to attend at least one trade show in person this year and 55% planning for virtual attendance this year. This emphasizes the enduring relevance of trade shows as invaluable platforms for engagement and exploration.
The Quest for Knowledge:
Why do they attend? According to our survey, 63% of government budget owners prioritize networking with peers, while 61% seek to learn about new technology. This highlights the insatiable thirst for knowledge and the drive to stay informed amidst the ever-evolving landscape of government procurement. The third most common reason they attend? 55% say they attend to find new vendors.
Discovering New Vendors:
Our survey revealed that 62% of government employees typically uncover 1-3 new vendors to consider at trade shows. A mere 7% said they don’t expect to find any new vendors at a show.
Interactive demos and workshops are the best way to get discovered at a tradeshow. Targeted marketing campaign and pre-show promos & announcements round out the top three. Even if you’re not sponsoring a trade show or investing in a booth, there are ways to leverage shows to raise brand awareness and connect with your target buyer.
Actionable Insights:
So what does this mean for your firm? Armed with these insights, government contractors have a unique opportunity to transform their approach to trade shows and unlock unprecedented success. Here are some recommended actions to capitalize on the power of these events:
Strategic Planning: Prioritize attendance at trade shows aligned with your target market and strategic objectives. Leverage both in-person and virtual formats to maximize your reach and engagement.
Engagement Strategies: Craft compelling demos, workshops, and marketing campaigns to captivate and entice attendees. Embrace innovative approaches such as pre-show promotions and post-event follow-ups to foster lasting connections.
Networking Mastery: Embrace the art of networking to forge meaningful relationships with peers, industry leaders, and potential partners. Cultivate a robust network of contacts to fuel collaboration and innovation.
Technology Adoption: Stay abreast of the latest technological trends and innovations showcased at trade shows. Embrace emerging technologies that offer transformative solutions to meet the evolving needs of government agencies.
Unlock Your Potential:
Ready to embark on a journey of discovery and transformation? Download the full survey report to access actionable insights and strategic guidance tailored to government contractors: Download Now
Elevate Your Strategy with Lumino:
Explore how Lumino Digital can help you navigate the complexities of government contracting and amplify your presence at trade shows. Discover our proven strategies and tailored solutions designed to accelerate your growth: Learn More
