![]() ![]() ![]() This is the season to be talking with government executives and offering solutions, but it is essential that you have a way to quickly close a deal. Use contract vehicles to close deals for new work Some good interaction between your project managers and your customers can be just what you need to add these year-end dollars to your existing contracts. Your customer may have unobligated funds available and may be looking for ways to spend them. Similarly, if you are a product provider, talk with your customer about solutions you can offer that can help them accomplish their mission and offer year-end pricing discounts as appropriate. If you are a professional or technical service provider, take some extra resumes along with you and offer these people to do additional work that is within the scope of your current contract-especially if your customer can scrape up some extra dollars to fund these additional people. Now is the time to offer solutions to your customer, not deliberate over what could or could not be done in the long-term. With frequent customer interaction, they are probably the best people in your company to know what your customers want and how to provide these services or products. ![]() Their immediate objective should be to capture year-end money and book it on their current contracts.Īs customer-facing managers, these individuals should already have established a good working relationship with their assigned customers and know what their customers need. Use contract modifications to add year-end dollars to your existing single award contractsĪll project and program managers should meet with their customers to discuss customer needs. Here are five actions you can take to accelerate your year-end new business. To mobilize your year-end sales campaign, you need to focus on getting dollars on your existing single award contracts and using contract vehicles to secure new funding through task orders. The year-end push happens in product companies as well as service companies. Other companies begin their year-end push in the final quarter with a strong sales campaign and a plan to handle peaks in internal workload to get winning proposals out the door. For these companies, much of what they harvest in the final quarter will be from seeds sown earlier in the year. These procurements are competed throughout the year, but their awards tend to pile up at year-end. These companies focus early in the year on selected market segments, identifying procurement opportunities, developing and executing capture plans, meeting with customers to deeply understand requirements, developing solutions, shaping procurements, and writing highly competitive proposals well in advance of the closing months. Savvy government contractors plan a year ahead for the final government push to award contracts. If you tally up all the year-end spending on these vehicles, you can see there is some serious money moving through the market in the final months of the fiscal year. Navy SeaPort-e will close about $2 billion, and on the product side of things, NASA SEWP V will close between $1.5 billion and $2 billion this quarter. STARS II will drop about $500 million in the final quarter. For example, GSA Schedule 70 will close $3 billion in the fourth quarter, GSA MOBIS will close another $1.5 billion, Alliant Large Business is good for $1 billion, and 8(a) Much of the year-end spending is done through governmentwide acquisition contracts (GWACS), single agency multiple award contracts (MACS), and GSA schedules. If these agencies are part of your market focus, then you should be seeing new business activities increasing now. According to Bloomberg Government, in the fourth quarter of the fiscal year, the State Department typically obligates 55% of its annual budget, HHS obligates 48%, and DHS obligates 40%. Not all government agencies will obligate a third of their annual budget in the final quarter some agencies will obligate significantly more. The year-end spending spree comes in the fourth quarter of every government fiscal year, and the spending rate is pretty consistent from year to year. If you orchestrate a well-planned selling blitz, you can maximize your share of the year-end rally. To do this, almost every customer-facing manager in your company needs to engage in your year-end sales campaign, and your internal sales support organization-especially your proposal team-needs to step up its op tempo. So as you enter the final quarter, there are some actions you can take to maximize your share of the government’s year-end spending. The government spends a third of its total annual budget in the final quarter of the fiscal year, and this is definitely a busy time for government contractors. ![]()
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