Learn How Your Federal Customer Gains Funding
- Federal Budget Cycle
- Federal Money Types
- Federal Buying Cycle
- The Contracting Shop & More
Learn how organizations apply the knowledge learned in our Federal Sales Certification Training.
Understanding the Federal Budget, Continuing Resolution and Government Shutdown
As a sales professional, you expect buyer hesitancies or the introduction of a new decision maker to derail your sales process slightly, but in Federal sales, the potential pitfalls can completely affect your sales process and there is not much you can do to stop it. There are three major elements of Federal sales that will make or break your deals:
This course will dive into each of these elements. Walk with us through the steps from when the budget is first submitted in February to when it is (hopefully) approved on Oct 1 and a new FY begins. Learn how to close deals fast during a single FY to avoid budgetary disruptions and learn strategic tactics you can apply to better defend against the unpredictability of the Federal market and hit your numbers even when new budgets are stalled.
There are many Federal agencies that do not depend on the Federal Government to pass a budget. They are either funded in other manners or self-funded. Such agencies include:
The Appropriations Act specifies an amount of funding in each appropriation (fund) account of an agency. Types of appropriations include:
The term "Color of Money" is used in the DoD to refer to an appropriation category for a DoD financial account. Categories include: