Governments do not spend like corporation. Perhaps it would be better if they did, but that is not the situation. Government agencies (federal, state and local) are allocated specific funds each year. If the money is left at the end of the fiscal year, the agency does not get to keep it — it goes back to the Treasury. It works this way at the federal level and all indications are it works this way at state and most local levels as well. The Federal FY is October 1 through September 30. Most states are on a July 1 to June 30 FY.
The question then becomes how does a company go after that end-of-FY trove? Well, here’s the good news. You don’t need a contract to go after the “low hanging fruit,” in government parlance “micro-purchases.” These are orders that are under $3,000 on the Federal l...(register to read more)