The fourth quarter of every fiscal year is the storied El Dorado of Federal purchasing with sales rising faster than summer gas prices, but this year may be closer to the truth then hype. According to a recent analysis by Deltek, the Government is due to spend 35.4 percent of their budget in the last three months of this fiscal year 2014 (July, August, and September).

Here is what you need to know about this government buying season:

  • IT will be the bulk of the purchases Government-wide, approximately 39 percent.
  • State Department makes 56 percent of its’ purchase in Q4
  • Department of Interior and Homeland Security are second and third with 46-47 percent
  • September is the highest procurement month with 18 percent of total sales
  • 39% of Small Business sales occur in Q4, compared to 28 percent for Other Than Small
  • Many purchases are made quickly using streamlined or direct award purchasing in order to obligate funds before they are lost.

Prepare for the 4th Quarter Government Spending :

  • Contact your current and prospective customers and remind them that you can meet their needs quickly—you may get a direct award or in the least be included on limited vendor opportunities.
  • Monitor bid opportunity websites closely to ensure you don’t miss out on quick-turn requests
  • Be responsive, actively involve your decision makers in bids and offer best and final up front;

Good luck and happy selling.

 

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