Government Timing
This is the fiscal year used by most of our government partners.
July 1 - June 30
This role often controls funding approvals and budget decisions.
Finance Director
Chief Business Officer (CBO)
Assistant Superintendent of Business Services
A Public Works Manager continuously advocates for your service and introduces you to leadership but cannot sign contracts.
Champion
Budget season starts when the fiscal year starts
FALSE - budgeting begins months before the new fiscal year starts
This department is responsible for ensuring purchases follow policies, regulations, and competitive bidding requirements
Procurement or Purchasing
The annual client review is usually held during these months.
July - September
This executive usually oversees multiple departments and can influence strategic priorities organization-wide.
City Manager or Superintendent
A Superintendent approves the strategic direction and funding for a district-wide initiative.
Decision Maker
One strong relationship is enough to manage a government account successfully
FALSE - strong account management requires relationships with multiple stakeholders and departments
This process helps ensure fairness, transparency, and competitiveness when making purchasing decisions
Competitive Bidding
The FAM is usually held during these months.
April - June
This stakeholder can support your proposal but may not have final approval authority.
PFC or Influencer
The Finance Director reviews costs and provides recommendations that heavily impact approval decisions.
Influencer
Understanding strategic priorities is just as important as understanding the budget.
TRUE - projects receive funding when they align with organizational goals and priorities
A contract is ready to move forward, but legal terms require review before execution. This department is likely involved.
Legal or General Counsel
The FYP meeting is usually held within these months.
December - February
Although they may not manage day-to-day operations, this group often has final approval authority on major contracts, budgets, and strategic initiatives.
City Council, School Board
A Department Director regularly shares success stories with executive leadership and pushes for expansion of your services.
Champion
Every stakeholder in a government organization cares about exactly the same things
FALSE - Operations, Finance, and Executives may all have different priorities
Government organizations use this to purchase from an already competitively awarded contract instead of conducting a new solicitation.
Cooperative contract, piggyback contract.
Sourcewell!
Government agencies are especially focused on spending any available budget before this date.
June 30
The ideal government account strategy includes relationships at these three levels.
Operational, Financial and Executive
An IT Director raises security concerns that ultimately shape leadership's decision, even though they don't approve the purchase.
Influencer
Losing your primary contact should not derail your account strategy if you've built relationships across the organization
TRUE
Enterprise Fleet Management's Sourcewell contract was just renewed until what year?
2030