The recent executive order signed by President Trump, mandating federal employees to return to in-office work full-time, has sent ripples across government agencies and the private sector alike. While unions and advocacy groups voiced concerns about the feasibility and impact of this policy, there is no denying that this signals a pivotal moment for businesses serving the public sector.
“The shift to in-person work will require federal agencies to rethink their procurement strategies, ensuring they have the tools and products to support a fully operational workforce on-site,” said Jennifer McMahan, Vice President of Strategic Accounts at Highlands. “Companies that can anticipate these needs will be critical partners in helping agencies navigate this transition effectively.”
Trump’s decision is providing private sector leaders with the justification they need to require more in-office work from their employees. This is something that was already happening before the election, but you can expect that this will likely lead to an uptick in B2B demand for office-related products and services.
Opportunity in Change
Federal agencies are now tasked with quickly reconfiguring their workspaces. From ergonomic office supplies to flexible workplace furniture, to advanced IT infrastructure, there is a growing demand for products that meet federal procurement standards, such as Trade Agreements Act (TAA) compliance.
“Businesses that align with government purchasing guidelines, like American-made and TAA compliance, have a unique opportunity to provide timely, critical solutions,” said Seth Raley, Partner + President at Highlands. “By offering scalable, flexible options, we can address both immediate demands and longer-term operational challenges.”
For businesses offering office equipment, technology, or infrastructure solutions, this is an opportune moment to showcase readiness to meet these evolving needs. Contracts through government procurement organizations (GPOs), including the GSA and other approved frameworks, will be critical pathways to supporting federal agencies during this transition.
Challenges and Considerations
While this shift presents opportunities, it is not without challenges. Many offices have consolidated space, raising concerns about workspace adequacy. Businesses should anticipate these constraints and offer solutions tailored to maximize efficiency in limited physical spaces.
Additionally, the debate over remote versus in-person work underscores the need for adaptable, scalable solutions that can evolve with policy changes. Products and services that prioritize flexibility, sustainability, and compliance will stand out in this competitive landscape.
What Businesses Should Do Next
Companies should start by updating all their marketing materials, including sales flyers, spec sheets, product images, and online copy. It’s important to include key details like TAA compliance and ‘Made in the USA’ information, as well as make sure everything is optimized for SEO.
“It’s important to put marketing dollars behind best-in-class content,” said Liz Bateman Grove, Director of Marketing at Highlands. “These updates help boost visibility now and pay off in the long run. It’s not just about keeping up with trends – it’s about setting yourself up for sustained growth.”
The Highlands team understands both the complexity and urgency of supporting sales into federal agencies during this transition. With our expertise in procurement standards and a strong history of helping businesses meet compliance requirements, we’re ready to guide you in meeting federal agencies’ needs. Contact us to learn how we can help.
