WASHINGTON: Fleishman-Hillard is seeking to help clients capitalize on recent surges in government spending with its new business-to-government marketing practice.
SVP Bill Garber will head up the new effort, which combines PR, lobbying, and sales to help clients vend their goods and services to the federal government.
Michael Boyland, former director of federal sales for Sprint, is joining the firm to provide sales and government-contracting counsel.
"This will go beyond the usual government relations-PR mix to really help clients position themselves with the federal government," said Garber. "We can now take them right to the point of sale and help them through the contracting process."
Garber pointed to telecom, IT, infrastructure, and biotech as the sectors with the greatest potential for government sales.
The practice already has a client, The Battelle Memorial Institute, which provides technical expertise to support US programs for chemical demilitarization and biological non-proliferation programs.
Government spending on national security and defense has risen rapidly since the attacks of September 11, 2001. Hill & Knowlton formed a strategic alliance with government-procurement specialists The Spectrum Group in 2002 to capitalize on increased federal interest among clients.