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The Buyer’s Journey Is Changing – How Can Government Contractors Adapt?

Government Buyers

The Hinge Research Institute has just released a special government contracting version of its breakthrough study of professional services buyers and the firms that they hire. It’s called Inside the Buyer’s Brain: Government Contractors Edition.

Why This Study Is Needed

These are unprecedented times. Chaotic times. Strange times. But most of all, these are times of profound change. And this dizzying change is affecting everyone—you, your clients, and your prospects.

What was considered a normal and predictable government buyer’s journey at the beginning of 2020 no longer exists today. In-person conferences, tradeshows, and events have been shelved for virtual alternatives. Traditional methods of communicating with government buyers before decisions are made are rapidly moving online and going digital.

Government contractors need to understand how government buyers are behaving in these topsy-turvy times and how they should respond. Fortunately, Inside the Buyers Brain provides real insight into what your buyers think and where the trends are likely to take us in the future.

About the Study

The original study was published in 2013 and provided the first comprehensive look at the differing perspectives of buyers and sellers throughout the entire professional services buyers’ journey. 

A second version of the study was published in 2018. This study revealed a rapidly evolving landscape that presented new challenges and opportunities. 

The pace and scope of change was so profound that we decided to follow-up with the current study just two years later in 2020. This study also saw the addition of industry specific versions of the report, including this one.

The timing could not have been better. It allowed us to capture the first real indication of the emerging buyer concerns and preferences.

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Author: Karl Feldman Karl Feldman oversees Hinge's service delivery. A former entrepreneur, marketer and engineer, Karl is uniquely qualified to lead our account teams, continuing to evolve and improve the value we deliver to our clients. He also advises leaders in the architecture, engineering and construction industries on growth and marketing issues. Karl has held leadership positions at national brands like HITT contracting. Karl blogs and speaks about professional services marketing and strategy at events nationwide.

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