For Government Contractors, December Has Nothing on September
July 5, 2012 Leave a comment
I recently read an article in Washington Business Journal FedBiz Daily, “How to Prepare for the Year-End Selling Frenzy,” that gave some insight into the dynamics contractors face at the end of the government’s fiscal year.
At immixGroup, we’re no strangers to the year-end rush. In fact, last year our Co-Founder, Steve Charles, published an article in Washington Technology, “5 Things You Need to Know to Close Deals as Fiscal Year Ends,” that provided tips to government contractors on making year-end sales.
Steve recommends that contractors affirm the following statements to ensure closure of deals at the end of the fiscal year:
1. My customer has completed its market survey.
2. My customer is solid on its requirements and has justified use of my product by name.
3. The money is there.
4. The contracting officer has identified a preferred vehicle against which to execute the purchase.
5. I’m tuned into fair-notice/fair-opportunity notices for my contract vehicles.
Steve’s advice is evergreen. To learn other best practices for government fiscal year-end, be sure to read Steve’s article in full.