Understand the flow of money through an Agency from government appropriation to outlay/expenditure including:

• discretionary and fixed costs of organizational budgets
• mandatory and discretionary increases in budget
• the color of money
• Firewalls
• funds availability
• staffing requirements/restrictions
• restrictions on realignment of funds
• common mistakes

• Learn the stages in the budget process from planning & analysis, through to commitment, obligation, execution and outlay
• Identify key players in the budget planning and execution process
• Align budgets with strategic plans and measure performance

Public Account Sales Teams- If your customer is the government, learn to think like the government.  

• Language
• Regulations 
• Process
• Knowing where and how to influence