In CC, management said last year government sales were .3 mil and next 12 months will be "several million".
These increasing orders could be the tip of the iceberg as far as the government's response to 9-11 goes.
For some appreciation for what's involved in the cultivation of these orders and getting them into the pipeline,I found this on the web:
"The government's buying cycle is one of the many reasons why I warn my clients that it takes time to gain federal sales, more time than commercial sales. You need patience, perseverance, and timing. On the other hand, once you have established your company with agency customers, the business can be steady and long-lasting. In this way, selling to federal agencies is like a supertanker: it takes a long time to gather speed, but once you are under way, it takes miles to slow down or turn around....
A vendor needs to use the autumn and winter to meet with agency personnel, learn about their needs, and get the vendor's goods and services included in the agency's procurement plans for this year and in its budget for next year's acquisitions. In the spring and summer, the contractor needs to concentrate on meeting with agency personnel to close the deals on the table and get orders.
While commercial businesses buy throughout the year, sometimes affected by end-of-quarter concerns, the federal government has a distinct fiscal year buying cycle. The government's fiscal year budget runs from October 1 to September 30 of each year. The President and the Congress duke it out every year deciding the amount of money each agency will get for the year. Actual funding, however, is often delayed for many months after the start of the fiscal year and often doesn't arrive until the spring or summer.
In keeping with this fiscal year cycle, agencies often spend the autumn and winter months planning this year's acquisitions and next year's budget request. Come the spring, the buying begins in earnest. The buying culminates in the late summer "feeding frenzy" when 10 percent of all federal procurement funds are expended. Agencies are loathe to forgo spending their budget in full, since unused funds are returned to the Treasury. What's worse, unused funds can be held against the agency's budget request for the next year, since if the agency didn't spend its funding this year, it probably needs less next year.
To avoid this calamity, contracting officers have been known to work until midnight on September 30 signing purchase orders and contracts to avoiding losing funding.
The government's buying cycle is one reason why it is harder to establish a federal presence than a commercial one. You can't expect to start a sales drive in November and hit it big that month. Your government customers may not yet have received their fiscal year funding, and in any event are still deciding how to spend their budget. Even with steady marketing, you may not snag sales until the spring and summer. Likewise, you can't expect to open shop in June and score big even though the buying season is just beginning. Agencies may have already decided what to buy, and you're now too late to the dance"END QUOTE.
9-11 has something to do with the increasing orders ALREADY in the pipeline but the REAL results of 9-11 spending should just begin to kick in around Sept 2003, after fiscal funding is increased.
Big government deal? With good contacts, I am inclined to say otherwise.
Think what you will, but my vote is for a 10/02 shutdown. If they do the right things, perhaps 12/02. CheckPoint should be through with their loosening ass by then; lord knows it's good and soar already ;)
Hope everything else in the geo area turns by then. There are some great people in there that will do well for anyone.