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INPUT/Output:

Federal Fourth Quarter Spending Spree: Where the Money Is and How to Get It  (Aug 2007)

This INPUT/Output report examines the shift in government buying trends over the last ten years, identifying a likely fourth quarter spending spree in the 2007 government fiscal year and exploring the implications and opportunities for well-positioned vendors.

Description

The federal government is expected to spend over $20 billion on IT during 4Q 2007 alone. The flood of agency spending that takes place within the final weeks of the fiscal year is the substance of legend and lore among those familiar with the federal IT industry. Agency procurement officials and vendor sales professionals look at the fourth fiscal quarter as a yearly sprint to the finish line. While a portion of this activity is inevitable in any deadline-driven procurement cycle, the burgeoning level of fourth quarter spending has not always been the dominant trend. Federal IT procurement has been steadily shifting away from other fiscal quarters and concentrating around Q4.

INPUT advises that it is companies that have well established relationships based on value, coupled with superior order fulfillment processes that are best positioned for success in the current market. Those that align their business development activities with the fourth quarter spending trend stand to reap significant rewards.

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