Sick of learning of a government contract opportunity with only 15 days to respond? In this video I explain how you can predict upcoming government contracts.
In the video highlight two important tactics on preparing for government contracts before they are posted publicly.
- Build relationships with government buyers and program area managers. This is will allow you to learn what projects are being worked on and what they may be buying in the future. This is pretty basic for sales professionals, so no additional details are needed.
- Research publicly available budgets. This is to compliment your relationship building or can be used when accessed is denied to your ideal public sector client.
More on Budget Research
- You can find government contracts before being released by researching publicly posted budgets. Most of these can be found on the organizations website. This may be a bit harder to find for hospitals, colleges and universities but still possible.
- The fiscal year for most government organzations is April to March. This means that budgets are usually approved in February and March. So January is a good time to find the proposed budgets for the public sector clients you want to sell to. Use this information to find out what government contracts may be available in the future.
- The majority of public sector organizations use multi-year budget and capital planning. These multi-year plans are gold to someone selling to government. You can follow projects up to 5 years out and be very well positioned to win the RFP when released.
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