When it comes to Feds, LinkedIn is much more than a Rolodex

For years, a persistent myth circulated throughout GovCon: "Feds aren’t on LinkedIn." In 2012, that misconception was so prevalent that it became the catalyst for my first Annual Census of Feds.

Fourteen years later, the data tells a very different story.

The latest census results are in, and the numbers confirm that LinkedIn is not just a social network for the private sector—it is a massive, untapped database for federal business development and account-based marketing.

The State of the Federal Digital Presence

In my most recent audit, I identified 2,765,943 LinkedIn members associated with 788 federal government company pages.

While this total represents a slight decrease of 97,128 members compared to last year, the dip is less significant than anticipated. This fluctuation is likely not a mass exodus from the platform, but rather a reflection of "profile hygiene"—users failing to update their current roles or agencies as they transition. We all know there are fewer Feds this year…

Despite this minor decrease, the sheer volume of federal personnel on the platform remains a goldmine for contractors. The "trick" to this census has always been identifying as many specific agency company pages as possible; every year, more niche organizations and sub-agencies establish their own digital footprint. My job is to find them.

Beyond Recruiting: LinkedIn as a Strategic Intel Tool

Most users visit a LinkedIn company page with one goal: finding people. While identifying personnel is a vital component of any ABM approach, focusing solely on the "People" tab means you are leaving valuable intelligence on the table.

To position your company for more wins, you must treat an agency’s LinkedIn page as a live intelligence feed. Here are some tips to mine the data effectively:

1. The "Follow" Strategy

Your first step should be to "Follow" the company page of every agency you currently support and every agency you are targeting. This ensures their updates appear in your feed, but it also unlocks a deeper layer of networking.

Once you follow a page, LinkedIn will show you first-degree connections who also follow that organization. Pay close attention to this list—it often reveals your competitors and potential teaming partners who are circling the same target.

2. The "About" Section: The Foundation

The about section provides more than just a mission statement. It offers:

• Official URLs: Direct links to the agency’s primary web presence.
• Employee Count: LinkedIn refers to these as "associated members." Clicking through here allows you to filter by seniority and function.
• Physical Footprint: HQ and satellite locations, which can help you understand where the actual work (and the decision-makers) are located.

3. The "Posts" Feed: Real-Time Intelligence

Agency posts are a secondary news wire. Frequently, agencies share information here that isn't highlighted in formal press releases, including:

• Event Announcements: Industry days, webinars, and conferences they are hosting or attending.
• Pre-RFI Requests: Organizations may post informal requests for companies with specific specialties before a formal RFI hits.

4. The "People" Tab: Mapping the Agency

This tab is perhaps the most powerful tool for a contractor. It allows you to break down the agency by:

• Geography: Where the workforce actually lives.
• Education: Where they went to school (a powerful "warm intro" tool).
• Job Functions: How the organization is structured internally.
• Second-Degree Connections: Identifying the people you don't know yet, but should, based on mutual connections.

Deep Diving with LinkedIn Insights

For those with LinkedIn Premium, the Insights tab provides high-level data that can shape a long-term capture strategy. This includes a two-year graph of overall growth and a breakdown of employee distribution by function. If an agency’s IT or engineering department has grown by 15% in the last year, it’s a strong indicator of where their budget and priorities are shifting.

Conclusion: Data-Driven Business Development

The Census of Feds proves that the federal workforce is active and accessible. However, data without action is just trivia. By systematically following agency company pages and monitoring their"nuggets of information, contractors can move from reactive bidding to proactive positioning.

And it does not cost anything…

If you’d like to know how to get a copy of the 2026 Census, email me at markamtower@gmail.com or message me on LinkedIn.

Mark Amtower has been a member of LinkedIn for 22 years and offers LinkedIn for GovCon training for contractors.