4th Quarter? Game On!

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4th Quarter? 

Game On!

6 Quick Tips by PTAC Director Alex Alcantar

Now that we’re in August and the 4th quarter of the Federal Buying Year is coming to an end, what’s your strategy? Are you going to throw a Hail Mary to win that contract? Planning on taking it easy and waiting for an agency to give you a call?

Here’s some insider information-- Some federal agencies will be looking to spend up to 40 percent of their budgets in the next two months. Don’t believe me? Check out this article. If this doesn’t compel you to up your 4th quarter strategy, nothing will.

Like any great coach, having a strategic plan up your sleeve for the last quarter is key. If you’re unsure of where to start, here are six tips you can implement as the end of the Federal Government Purchasing Season comes to a close.

  1. Know who you’re trying to sell to! Does the federal agency you’re targeting really need your products this late in the game? If not, find out who does and spend your time on them.

  2. Think small before going for the Hail Mary. Government micro-purchases may vary by agency, and are going to be made within the next month. So make sure you’re reaching out and building relationships with your target agencies while these purchases are top of mind.

  3. Make sure you’re in contact with the right person. The agency’s end-user of your product or service is going to be the one making the final decision regarding which vendor is chosen.

  4. Make them an offer they won’t refuse. Who doesn’t like a good deal? Try creating a buzz to catch your buyer’s attention.

  5. Stay up on the news. If a federal agency happens to get an end of year surplus in their budget, you’ll want to be the first to know

  6. PICK UP THE PHONE! You can’t win if you don’t try. If the agency isn’t buying what you’re selling at the moment, there may be an opportunity in the next fiscal year. Not only will this be the start an important relationship, but  you might be fresh on their mind while they’re setting their budget for next year.

Though these are great tips for the end of the government spending year, a business should always have a set strategy throughout the year. As Sun Tzu states, “Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat”.

If you’d like to sit down with a government contracting expert free of charge, contact me at aalcantar@ihccbusiness.net.