Expanding into New Markets and Sourcing Teaming Partnerships with GovWin IQ

ECU Communications is a marketing firm that has provided marketing and communication solutions to state, local and federal government entities since its founding in 2004. ECU Communications helps its public sector clients attract talent, engage stakeholders and spread public awareness of missions and policies.

For twenty years, they have worked with government agencies like the U.S. Department of State, Department of Commerce and the Department of Homeland Security, both as a subcontractor and as a prime. Their success in the public sector is hinged on  identifying opportunities well in advance of the bid.

“We spend time looking at what's coming out on a daily basis and submitting requests for information for opportunities that are ‘in the street’ today,” said Dave Hendrix, Director of Business Development for ECU Communications. “But the most potential for us to get a win is identifying opportunities that are six to 18 months out.”

Getting Ahead of the Bid with Market Intelligence

To identify and position themselves to win these longer tail opportunities, ECU Communications turns to Deltek GovWin IQ, the industry-leading market intelligence platform for the U.S. and Canadian markets. ECU Communications has worked with its account manager to create several searches, using a variety of keywords, NAICS codes and Smart Fit Scores, to ensure they are not missing any best-fit government contracting opportunities.

As they look to expand their business and gain new opportunities with the government agencies that they are already working with, having easy-to-understand information and analysis all in one place, GovWin simplifies ECU’s research process.

GovWin’s Smart Fit Scores, which utilizes machine learning to “score” government contracting opportunities based on historical contract award data, provides a simple way for ECU to find the best-fit contracts and opportunities for their business. 

“We’re definitely expanding to other civilian agencies, and it is very hard to get a sizable prime contract without any past performance in any agency,” said Hendrix. “We use GovWin to identify, not only opportunities, but also the contract vehicles that are used within that agency, who's winning, and who's won the task orders within those agencies in the past, to really get an idea of where the money is flowing.”

Using Deltek GovWin IQ for Teaming and Subcontracting Government Opportunities

Teaming and subcontracting are an important part of how ECU Communications does business with the government. As a woman-owned small business, they are always seeking new partnerships and engaging with other companies looking to expand their government business with teaming agreements.

“There are a lot of programs that have stakeholder engagement or community outreach as part of the overall scope of work,” said Hendrix. “We fit that requirement and can help a prime increase their PWin (probability of winning).”

The information and teaming capabilities found within GovWin IQ have helped to give ECU a leg up when they seek partner companies. ECU is able to more easily understand the requirements on an opportunity, and be more selective when evaluating subcontracting opportunities they are the best fit for.

The teaming capabilities, advance intelligence and other features like Smart Fit all make GovWin IQ an important part of ECU Communications’ business development strategy, Hendrix said. “It’s a user-friendly tool and it’s critical to our success.”

About ECU Communications

As a full-service marketing and advertising agency, ECU Communications is dedicated to delivering custom solutions that lead their clients towards their objectives. A woman-owned, minority-owned small business, ECU Communications partners with public- and private-sector clients to spread awareness, find talent, create demand and ignite growth.