Edge360

For Comstor partners who are targeting the federal market, August is an incredibly busy time. After all, if you don’t make your federal sales by the end of this month, you are out the game. Right?

Not according to Larry Allen, president of Allen Federal Business Partners, who spoke with EDGE360 recently about federal buying season and effective end-of-year business strategies. Allen says that many IT value-added resellers (VARs) believe that August is the “make or break” month for sales to federal agencies, but he recently learned otherwise.

In fact, according to both Bloomberg Government and Deltek, you still can succeed if you haven’t closed any federal business at all by the end of August. Allen says Bloomberg and Deltek relied on historical data to show that September is actually the “make or break” month for VARs who want to sell to the federal government.

According to Deltek, as much as 17 percent of all federal funds are spent in the month of September alone. “That is 17 percent in one 30-day period,” said Allen. “If you are targeting the federal government and think you can take time off in September, you should rethink that.”

Many federal buying partners feel behind the curve if they are not wrapping up or closing all projects during August. That could not be farther from the truth, as there is still serious money on the books, even this fiscal year.  

“There are 50 projects of $1 million or more out there right now, and even more right below that level,” Allen shared. “We aren’t talking micro purchase, and some agencies are notorious for waiting until September to make a decision about contracts.”

Want to learn more? Listen to Allen’s podcast about what the end of the year really means in this podcast.

 


For more about the federal market from Larry Allen, see recent posts here:

 

 



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