Federal Fiscal Year End: How to Plan a Successful Government Marketing Campaign

We are at that time of year again...the US Federal Governments fiscal year end (Sept 30th) and with that organizations hear tales of how large Government contracts are being awarded with use it or lose it funding.  The fiscal year end is the one true compelling event for the US Government when it comes to purchasing goods and services. If the funds don't get spent, they turn into a pumpkin or more likely another Government program will spend the money. 

(Keep in mind the US Government is the largest purchaser of IT goods and services in the world with an annual IT budget of $83B and increase of $2B from the 2018 Budget) 

If your organization wants to take advantage of Government year-end spending you can't start a Government sales campaign in June or July and hope to get lucky, you must start laying the groundwork 6-12 months in advance.   

A successful Federal Government sales campaign requires a thoughtful, methodical approach that includes: 

• Targeting the appropriate agencies that have a need for your product or service.  This targeting should also include an understanding of the agency’s IT budget and priorities- are there similar projects in-flight and budgeted or is this a new initiative? 

• Identifying potential partners that could help you win business- does your product or service fall under a program that is being managed by a contractor that already has a contract? Would working with a small or disadvantaged business help your cause? 

• Understanding how these target agencies purchase- what contract vehicles does the agency typically utilize, can you get your product or service added to this vehicle?  

If your organization would like an opportunity to participate in the Government’s year end now is the time to develop your plan, target the appropriate agencies, and develop your contracting strategy to set yourself for September 2020.