Countdown to the Fiscal Year-End Finish Line

by Steve Charles, Co-founder and Executive Vice President

Only a few weeks remain in fiscal 2012.  And in an era of budget austerity, federal agencies need to spend every remaining 2012 dollar by September 30 on mission critical solutions.

There are a few things you can do to maximize your sales before the end of the fiscal year.

1.  Stay open late. Remember, the government operates in every time zone so don’t overlook offices in Hawaii or Guam, they’re open after 11:00 p.m. EDT. Those customers will appreciate that you’re willing to accommodate them with updated quotes and order acknowledgments.
2. Ask channel partners which contract vehicles can deliver fast. Be certain that when you suggest specific contract vehicles to customers, your quotes are consistent with the items, prices and contract terms of that particular vehicle.
3. If possible, pre-fill your paperwork to save customers time. Be sure your paperwork is perfect – contracting shops and acquisition vehicle managers have more purchase requisitions than time. They’ll process the friction-free work first.
4. Be creative.  Help your customers obligate those still-available 2012 dollars with cost-cutting, project-finishing offers.

Also, keep in mind that Congress will likely pass a six month continuing resolution when it returns in time for October 1. If this happens, it means agencies will get a full six months of spending authority to continue existing projects rather than the typical six-week-at-a-time CRs of years past.