The Truth About Federal Year-End Money

Rita Walston - headshotcontinuing resolution, install base, federal government, budgetBy Rita Walston, senior director, marketing programs

The federal government spends upwards of $90 billion every year on IT. By June, a surprising amount of the budget remains unspent and unobligated. And every year around this time, technology vendors hope to cash in on the year-end money the federal government must spend by the end of the fiscal year — September 30.

Is there anything that sales and marketing can do this late in the fiscal year to help bring in additional revenue?

Yes, says a panel of former government executives who debated this topic at the immixGroup Government IT Sales Summit last November — especially if your company has already done a good job building relationships with the customer and positioning your product or service.

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What you need to know about September

2017 may only be rounding into its final quarter on the calendar, but for those of us in federal procurement, it’s approaching its end.

September is the last month of the government’s fiscal year, which means that business as usual is going to go on hold for the next four weeks. Our customers are in use-it-or-lose-it mode with their FY17 budgets, and our sales teams are going to be working around the clock to close deals and win new business.

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