Gartner Research

Market Insight: U.S. Federal Government Industry Playbook: Understanding the Money Trail and Impacts on the IT Procurement Cycle

Published: 09 August 2016

ID: G00310428

Analyst(s): Katell Thielemann


All U.S. federal IT aligns to yearly budget requests, appropriations and outlays, yet too few vendors understand the processes driving over $100 billion in annual spend. Strategic planners must understand the federal budgeting process and "colors of money" to position and win in a fluid environment.

Table Of Contents


Background and Context

  • Federal Budgeting and Appropriations Process
  • Key Concepts
    • Colors of Money
    • Life Cycle of Federal IT Dollars
    • Relevant Fiscal Laws

The Impact

  • Align Your Go-to-Market Strategies With Prevailing Quarterly Patterns
    • Ensure You Understand the Source of Funds for All Pursuits, and Educate Your Sales and Business Development Workforce on Existing and Emerging Colors-of-Money Nuances
    • Monitor Presidential Budget Requests and Congressional Appropriations Committees for Leading Indicators of Promising Spend Streams
    • Proactively Position Your Offerings and Messaging to Align With Prevalent Funding Flows


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