The Borenstein Group is pleased to share its latest B2B infographic with marketers entitled “Strategic Steps to Building Brand Trust in B2B and B2G in 2021 and 2022”.
Please feel free to download it or share it with your colleagues.
The Borenstein Group, a leading B2B digital branding agency, announced today it has won the 2021 Award of Distinction for the digital rebranding of WESCORP, a leading manufacturer of industrial surface coatings for electronics defense and aerospace industries. The award was presented by the 27th Annual Communicator Awards, named in New York, NY. The winners of the 27th Annual Communicator Awards have officially been announced by the Academy of Interactive and Visual Arts. With over 6,000 entries received from across the US and worldwide, the Communicator Awards is the largest and most competitive awards program honoring creative excellence for communications professionals.
“The work entered into this year’s 27th Annual Communicator Awards is even more impressive than in seasons’ past. This year’s entries are a truly stellar embodiment of our “Communication is everything” tagline,” noted Eva McCloskey, managing director of the AIVA. She added, “On behalf of the Academy, I would like to thank all of this season’s entrants for their willingness to produce such boundary-pushing, effective and outstanding work.” Mr. Gal Borenstein, CEO of Borenstein Group, commented, “We are honored to receive this unique industry recognition for the strategic branding work we performed for WESCORP, an innovative industry leader in its sector.”
About The Communicator Awards: The Communicator Awards is the leading international awards program honoring creative excellence for marketing and communications professionals. Founded by passionate communications professionals over two decades ago, The Communicator Awards is an annual competition honoring the best digital, mobile, audio, video, and social content the industry has to offer. The Communicator Awards is widely recognized as one of the largest awards of its kind in the world. The Communicator Awards are judged and curated by the Academy of Interactive and Visual Arts (AIVA). The AIVA is an assembly of leading professionals from various visual arts disciplines dedicated to embracing progress and the evolving nature of traditional and interactive media. Current AIVA membership represents a “Who’s Who” of acclaimed media, advertising, and marketing firms, including GE Digital, Spotify, Condè Nast, Disney, Republica, Majestyk, Fast Company, Upstatement, and many others. See aiva.org for more information.
Vienna, VA. The Borenstein Group is pleased to announce its trusted client, Amentum, a leading defense and aerospace contractor, who rebranded in February 2020 from AECOM Management Services, was honored with Award of Distinction, by The Annual Communicator Awards 2020 for its B2B TV commercial “We are Amentum” which successfully and effectively introduced the company brand to market with TV Spots featured on CNN and Fox News, as part of a fully integrated brand launch.
“Amentum is honored to be recognized among the best B2B/B2G TV campaign commercials in the 26th Annual Communicator Awards,” said Ronald “Fog” Hahn, Amentum’s Executive Vice President of Strategic Growth. Hahn added, “We are very grateful for the collaboration and support from Borenstein Group and their efforts as we launched Amentum as an independent company, and the television campaign was a critical initiative to help us introduce the new brand to the marketplace.”
Gal Borenstein Executive LinkedIn Profile, Borenstein Group’s CEO, stated, “Amentum and its spirited executive leadership acted as true partners to our agency throughout the rebranding journey. It was truly a collaborative outcome of partners acting together with passion, dedication to meet the mission, and we are very proud of this third-party validation by The Communicator Awards 2020 competition.”
The 26th Annual Communicator Awards announced WINNERS of Excellence and Distinction award recipients named in New York, NY, on May 13, 2020. The winners of the 26th Annual Communicator Awards have officially been announced by the Academy of Interactive and Visual Arts. With over 6,000 entries received from across the US and around the world, the Communicator Awards is the largest and most competitive awards program honoring creative excellence for communications professionals. Eva McCloskey, managing director of the AIVA, stated: “On behalf of the Academy, I’d like to applaud the entrants this season for their dedication to producing outstanding content as they continue to push the envelope of creativity.”
View the award-winning Amentum B2G Branding TV commercial spot here:
About The Communicator Awards:
The Communicator Awards is the leading international awards program honoring creative excellence for marketing and communications professionals. Founded by passionate communications professionals over two decades ago, The Communicator Awards is an annual competition honoring the best digital, mobile, audio, video, and social content the industry has to offer. The Communicator Awards is widely recognized as one of the largest awards of its kind in the world.
Amentum is a premier global technical and engineering services partner supporting critical programs of national significance across defense, security, intelligence, energy, and environment. We draw from a century-old heritage of operational excellence, mission focus, and successful execution underpinned by a strong culture of safety and ethics. Headquartered in Germantown, Md., we employ more than 20,000 people in 48 states and 28 foreign countries and territories. Visit us at amentum.com to explore how we deliver excellence for our customers’ most vital missions.
About The Borenstein Group
The Borenstein Group is a Washington DC’s Top Digital Marketing Agency for Integrated Marketing Communications. We develop Brand Strategy, Brand Design and Brand Content for emerging and market-leading IT, Professional Services, Federal Contractors, Business Services, as well as Public Sector markets. As a stellar creative agency with 25 years of experience, Borenstein is ranked at Chief Marketer’s Top 50 B2B Agencies, Clutch’s Top Digital Branding Agencies, Expertise’ Top Advertising Agencies, and Washington Business Journal’s Top Advertising Agencies the Washington DC region.
“Just do it.” “I’m Lovin’ it.” “Rethink Possible.” “The Ultimate Driving Machine.” Do these phrases sound instantly familiar? So familiar, in fact, that you immediately envision the product, you imagine the sensation, you taste the sweat and smell the Big Mac, you grip the wheel with your dream hands and stamp down on the accelerator. You experience the brand – all thanks to a few simple words. That’s the power of a great tagline.
Many people may assume that since typical taglines use just a few short, crisp words, a great tagline should be fairly easy to create. Fewer words, less trouble, right? For those of us who make a living one letter at a time, nothing could be further from the truth. Crafting an impactful tagline involves many steps, from researching the product to identifying strengths and weaknesses of the competition to learning the likes and dislikes of the target audience. Plus, tagline creation requires a comprehensive command of the subtleties of language, an ear for poetry, and an eye for design. Here are a few great tips to use when creating a tagline for a company, product or brand:
Finally, keep in mind that taglines are temporary. Each tagline should reflect the current moods and market trends. If you continue to strive to develop new tagline ideas based on these easy principles, your brand will stay relevant, captivating and profitable.
For more information on branding strategies in the B2B and B2G arenas, please give us a call at 703-385-8178, or visit our Contact Us page.
Do you have any tagline tips you’ve used in the past? How does the tagline play into your current digital marketing efforts?
Your most innovative applications and far-reaching solutions with the biggest ROI can be used aggressively to help your company reach its sales objectives.
B2G and B2B Case studies can have a measurable impact on your company’s sales pipeline. Are you leveraging them for maximum ROI? They have the potential to touch prospects in various stages. At The Borenstein Group, we come across many companies that have great past performances that never see the light of day in the form of a well-written case study, thus, failing to share with the decision makers the ‘how’ behind their success.Just like fine art, if no one sees it- your best and most valuable stories may go unappreciated, sitting at your capture manager’s share drive, unless brought to life.
Here are some ways you can make use of these powerful tools, including some new ideas for even the most seasoned marketing pros.
1. Begin with the bottom line in mind. The best case studies are the ones with the most compelling ROI. The most sophisticated technologies and innovative solutions only matter if they can impact someone’s bottom line. For commercial clients, that often means costs saved and profits increased. For government clients, the ROI may be based on strategic outcomes, better positioning for funding, compliance achievements or other objectives. Think strategically about the products or services you want to aggressively promote and ensure that the outcome is clear and compelling.
2. In general, be specific. Good case studies enable prospects to place themselves in the position of the client whose success you’ve profiled. To do this, they must be able to relate. The problem being solved should be both specific enough to tell a story, yet broad enough to appeal to a greater audience. A government buyer is going to be far more interested in how you helped a peer agency succeed than they are in how you helped a hospital. One way to accomplish this is to target your case studies to industries or market segments. But the rule of thumb is to make it easy for the prospect to put themselves in the shoes of the client. It’s basic sales. Give the buyer a reason to qualify themselves out of your solution and they’ll take it.
3. Make marketing the champion. Case studies work best when they have a marketing focus. They lose their luster when prepared by proposal departments and technical professionals. They are ultimately sales tools and must be framed in that manner. Technical professionals may provide good content, but sometimes the “so what?” question is missed. Marketing people do the best job of asking the right questions.
For example, we interviewed the customer of a client on how their flagship product helped the business. We asked the same question a few different ways before getting to the “aha!” The product was instrumental in helping the small business increase five-fold in 1½ years. This story usually won’t tell itself. It requires tact and skill in extracting it from executives and technical staff.
4. Determine the impact on the sales process. So you have dynamic studies of how you’ve dramatically improved the lives of the people who buy from you. How will you use these studies to ensure these amazing examples reach the people who haven’t bought for you, but should?
Here’s the take-a-step-back-and-look-at-the-big-picture question. What should case studies do for your company? If the prospect is unfamiliar or less familiar with your firm, should case studies be early on in their experience? Then consider adding them prominently to your homepage. Make them part of lead generation activities. Include them in materials at conferences and post-conference follow-up communications.
Case studies should certainly be part of your sales materials. But consider the presentation. Many companies use them as one-page slicks. Others use a broader brochure approach that can make a greater impact to a wider audience. This is a single piece that conveys the impression that you are immersed in a particular industry, federal agency or line of business.
5. Expand your base. These stories can also be re-purposed into press pitches by targeting specific industries or pubs that accept by-lined articles. Your greatest story with the most solid ROI and tales of innovation can be converted into abstracts for speaking proposals. Both of these are fantastic examples of reaching outside of your prospect and customer databases.
6. Let your customers speak for you. One of the smartest ways we’ve seen to extend your case studies is to utilize them as video testimonials. Get a few of your best customers and let them speak about what you did for them—on camera. Granted, this will take some out of their comfort zones, but you can make it worth their while. More and more companies are using this tool very effectively. Customers can speak more powerfully than even our best sales reps. Think about how much value you could get out of these—on your web sites, at trade shows and conferences, during sales meetings, at road shows and so many other marketing opportunities.
Not every project or sale can be converted into a show-stopping case study. But your most innovative applications and far-reaching solutions with the biggest ROI can be used aggressively to help your company reach its sales objectives. Best of luck as you tell your client success stories to the world.
If you need help extracting more value from your case studies, or need to build a new arsenal of effective past performances, Borenstein Group can help. Reach out via the web, or by phone at 703-385-8178.
Government contractors come in a tremendous variety of sizes of what PR can do for them. PR programs should too. Some companies use public relations extremely effectively, with favorable stories appearing in a variety of relevant sources. The most impressive are often small and mid sized firms with limited resources that are able to maximize the value of their PR. This kind of ongoing coverage gives the coveted impression that the company is much larger and has a greater market footprint than actually they do.
Regardless of the size of your company or your marketing department, we, at The Borenstein Group, have identified some ways to scale PR to your company and get the most of your media relations efforts.
Don’t Go for an All or Nothing Strategy
Sometimes PR folks attempt to boil the ocean and take on too much in an attempt to “get coverage.” By tracking all editorial calendars and reporters who so much as dance around the edges of the story you’re trying to pitch, you’re probably taking on too much and will get too little as a return.
Rather, an industry specific approach probably makes more sense. (This isn’t the solution for everyone, but it is often a way to better target your efforts.) By targeting the editors and reporters in you industry, through trade pubs and online sources, you’ll get more bang for your buck.
Big question: what sort of coverage will have the most significant impact on revenue growth for your company? Coverage for coverage’s sake isn’t the solution. Is the answer investment-driven business publications, local business sections, trade publications and online sources, features sections, or a mix?
Most of us who work in PR have heard it from a CEO or other key executive. “We need to be covered in ________.” Sometimes that becomes the central strategy, even if it’s untenable. Regardless, you need to work with the hand you are dealt to get the results leadership desires.
Identify the key outlets you want to be in, story by story. Determine what you have to offer each publication. If you’re going after trade magazines, determine what you have to offer that’s compelling to their readers and work your pitch from there. This may sound like old news to many PR pros, but success often lies in the basics—and strategy always does.
Tips for Identifying Media
Here’s another important question: What are your prospects and customers reading? Not sure? Have your sales reps who visit them ask them and/or take a look around their office to find out. Those publications should be on your short list. If you do customer surveys, ask the question.
Another good way to establish key media is to determine where your competitors are appearing. Their story is clearly of interest to the editors and readers of those outlets. Maybe yours is too.
Maximize PR’s Value—Article by Article
The value of coverage is by no means limited to the day or month in which it appears. Including favorable coverage on your web site is a no-brainer, but what else can you do? Reprints of significant articles can be valuable for sales kits. Direct mail campaigns can include, among other things, a case study that ran in one of your industry’s leading magazines.
You should link to coverage in your email newsletters or other electronic communications. When sales reps are working to move a lead through the pipeline, they can forward on coverage that highlights a problem that prospect is facing. Even if these articles aren’t read verbatim, they go a long way in establishing credibility for your organization. And of course, by hyper-linking to articles that appear online, you’ll be increasing your search engine visibility.
Don’t Forget Letters to the Editor
Many trade publications and other publications run letters to the editor. If your company is following a significant trend or you have feedback on coverage, craft a letter to the editor for your CEO, president, etc. Not only is this quick-hit coverage, it can pique the editor’s interest and lead opportunities for your organization.
To Byline or not to Byline?
Should we do by-lined articles? What value to they have? We get these questions a lot. The answer lies in two questions. First, do the publications you’re pitching run bylined articles? For some industries, such opportunities are limited. For others, such as healthcare, there are opportunities, but rarely for vendors.
If there are opportunities in your industry, and you have a story to tell, do you have the bandwidth to support bylines? Sometimes it’s easier to get the opportunity to submit the story than it is for the executive, developer, subject matter expert, etc. who will contribute to the story to provide information. It’s important that you know what you’re getting into, particularly if the article is to be technical and require much time from others in your organization.
Determine how you’ll measure.
How will you gauge PR’s impact on your overall marketing program? Frankly (and intangibly), CEOs love to see articles about themselves and the organization they’ve helped build. While not necessarily quantifiable, this is eminently important.
Measure spikes in web traffic when stories appear. Measure the referral sites that push readers to your site. These are good indicators of editorial impact.
The questions your inbound sales reps ask should include asking how the prospect heard about the product or service. Even if they report something vague like, “I saw it in a magazine,” try and have them push for where they saw it. Even if they don’t remember the publication, they may tell you it was a trade publication. This helps eliminate variables and determine if more calls are coming in around the time editorial hits.
To learn about how to scale your government contractor marketing and public relations program, contact Borenstein Group via the web or at 703-385-8178.
The Borenstein Group is a Washington DC’s Top Digital Marketing Agency for Integrated Marketing Communications. We develop Brand Strategy, Brand Design and Brand Content for emerging and market-leading IT, Professional Services, Federal Contractors, Business Services, as well as Public Sector markets.
As a stellar creative agency, with 25 years of experience, Borenstein is ranked at Chief Marketer’s Top 50 B2B Agencies, Clutch’s Top Digital Branding Agencies, Expertise’ Top Advertising Agencies, and Washington Business Journal’s Top Advertising Agencies the Washington DC region.
Call us at 703.385.8178 x1 for a no-obligation strategic assessment of your digital brand.
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