Here’s when you should be talking to your SLED customers

Rachel EckertSLED, procurement, sales, public sectorBy Rachel Eckert, consultant

The new state, local, and education (SLED) fiscal year kicked off July 1 for most of the market, and with that governments began a new budget (assuming of course that the legislature passed it). A new budget means fresh money and hope for many in the IT industry about new opportunities.

If you’ve worked in the public sector, be that federal or SLED, you know that nothing in government is immediate. Turning opportunities into deals takes time and careful planning. Also, having an understanding of the government’s planning cycle can help ensure that you’re approaching decision makers with proposals at the right time.

Here is a rundown of their planning cycle and what your actions should be during each quarter:

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A continuing resolution is inevitable. Here’s what you need to do

continuing resolution, install base, federal government, budgetBy Stephanie Meloni, consultant

There’s a strong possibility of beginning FY18 under a continuing resolution (CR), so technology companies doing business in the public sector need to be aware of how this will impact sales. Since a CR keeps the government funded at the previous year’s budget, this will mean no new program starts or capital expenditures. The government is basically funding itself to keep the lights on and performing last year’s mission.

CRs have become more and more common in recent years, however, the next CR we face may be longer than most, as experts say it may need to extend into December.

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