I still remember landing my first GovCon client. Writing for them was like stepping into a foreign country. Everyone (and I mean EVERYONE) speaks in acronyms. There are all these nuanced procurement rules, and your target audience isn’t straightforward like “small business owner.” It’s an entirely different culture compared to B2B.
Nevertheless, government contracting content writing has become valuable for capture and business development (BD) teams. Quality materials can differentiate a brand and help engage agency reps (program managers, procurement officers, etc.) before a Request for Proposal (RFP) is up for grabs. Also, 84% of government agencies now rely on contractor websites for research. So it doesn’t hurt to have some solid writers.
Unfortunately, generic marketing writers won’t cut it. If you want to win contracts, stand out during procurement, and build a reputation as a legitimate provider, you need specialization.
Why Generic Marketing Falls Flat Without Specialized GovCon Writers
Most B2B marketing content is designed to attract an audience and (ideally) turn them into customers. In many cases, it’s sales-driven and aspirational:
- A whitepaper might emphasize how a tech solution delivers X amount of cost savings on average.
- Blog posts could highlight how reverse logistics can help a retailer tap into new revenue streams.
- Or a customer success story could describe how a bank overcame regulatory hurdles by working with a cybersecurity company.
GovCon content? It must comply, validate, and capture. Your audience isn’t department heads or C-suite leaders focusing on competitive advantage metrics, but government personnel seeking mission alignment. The tone and style need to match these priorities.
You see, agencies don’t buy “solutions.” They buy capabilities matching their program requirements and performance work statements (PWS).
And the buzzwords like “disruptive” or “scalable” don’t impress. They want to understand the technical approach and see that you have past performance to prove your value. Everything is more formal, focusing on factual precision rather than hype or urgency.
Where Generalists Fail GovCons (Most Common Mistakes)
One thing (of many) to know about hiring freelancers: Most generalists fail because they apply effective B2B content practices where it’s ineffective. For instance:
- Misused industry terms: No, “agile” doesn’t mean “fast” or “adaptable” in government. It’s a methodology tied to the Federal Acquisition Regulation (FAR).
- Lacks “GovSpeak”: They focus on commercial terms rather than government-friendly language like “FISMA-compliant,” “operates within the One CDC Data Platform (1CDP),” or “aligns with Anti-Terrorism (AT) DoD Directive 2000.12”.
- Out of touch with agency pain points: Government buyers care about mission success and adhering to legislative or executive mandates. Unless “cost savings” or “operational efficiency” are part of programmatic goals, it shouldn’t be the focus.
How to Find Specialized GovCon Writers That “Speak the Language”
I’ve always believed the best B2B writers are salespeople. After all, they’re on the front lines, directly communicating with prospects. They get first-hand intel on customer pain points and industry challenges that ultimately drive buying decisions and know the “lingo” better than anyone else.
Similarly, choose GovCon marketing writers cut from this cloth. Find talent with business development and capture management experience. These folks can craft content that speaks directly to agencies because they’ve spent eons directly engaging with government buyers and fellow contractors. They know the language. But more importantly, they can frame past performance, capabilities, and market differentiators to support procurement success. (After all, this is most of their job.)
Bonus points if they have agency-specific knowledge (like working with DoD or prior experience with DHS). And if they are a proposal writer stepping into the world of content, that can be a huge advantage. Like BD and capture people, proposal writers are well-versed in industry jargon. They also excel at crafting persuasive narratives that would be effective in GovCon content.
nDash: One Platform for Vetted Specialized GovCon Writers
nDash offers a one-stop shop for businesses wanting to take advantage of outsourced content writing. Freelancers are vetted and tested to ensure they meet strict quality standards for clients.
The best part? Specialization. Each profile is targeted based on industry knowledge.
And yes, nDash offers plenty of GovCon content writers for anyone selling to federal or SLED agencies. These freelancers have experience in the world of Govcon, either as a BD, capture, proposal, or communications expert.
The result? Writers who don’t need handholding to learn the GovCon lingo or effectively engage agency buyers. You’ll have sharper content that “hits the mark” on day one.
Ditch the Generalists and Find Specialized GovCon Writers Today
Government contracting isn’t just another vertical. It’s an entirely different ecosystem. And without GovCon marketing writers who’ve worked in the space, your content may fall short and lower credibility with government buyers. So find your speciality writer today!
And don’t forget to check out our marketers’ guide to scaling content in 2025 to see whether the agency or freelancer route is best for your firm.
FAQ: Specialized GovCon Writers and Government Contracting Content
What is a specialized GovCon writer?
A specialized GovCon writer creates content specifically for government contracting audiences. They use compliance-focused language, technical accuracy, and proven past performance examples to align with agency procurement requirements.
Why does generic marketing fail in GovCon?
Generic marketing focuses on hype, trends, and sales-driven messaging. GovCon audiences instead prioritize compliance, mission alignment, and demonstrated capabilities that meet program and regulatory requirements.
What is GovSpeak?
GovSpeak refers to the specialized terminology, acronyms, and compliance-related phrases used in government contracting communications to ensure clarity and alignment with federal or SLED agency standards.
How do I find specialized GovCon writers?
Look for writers with business development, capture management, or proposal writing experience in the government contracting space. Bonus points if they have worked with specific agencies such as the DoD, DHS, or GSA.
What are the benefits of hiring specialized GovCon writers?
They save onboarding time, reduce compliance errors, and create content that resonates with agency buyers, improving your chances of winning contracts.
Why use nDash for GovCon content writing?
nDash vets freelance writers for both industry expertise and quality. Many in the network have deep GovCon experience, ensuring your content is accurate, compliant, and persuasive from day one.
About the Author
Jack Pittas has been an nDash writer for over three years and specializes in B2B content for tech, cybersecurity, and SaaS companies. He’s also the Co-Founder and President of PK Cyber Solutions, which provides B2B content writing and editing services. Check out his nDash writing profile to learn more: Jack Pittas.