No, we’re not talking about January weather, which can sometimes be too frightening to look at.  Did you know, though, that many federal agencies actually put their procurement forecast on-line?  Even large agencies like DHS put out a publicly-available list of services and products they plan to buy during a given fiscal year.  Many forecasts include information on potential project size, possible acquisition method, whether the procurement will be a set-aside, and more.  While agencies certainly shift plans throughout the year, the forecast can be a good starting point for companies and can help bring focus to otherwise unfocused business development operations.  Forecasts are just one tool available to contractors to ensure that time and energy are spent pursuing people that may actually buy what you want to sell.  This may all seem like common sense, yet many contractors don’t take them.  Instead, they get distracted by “name” agencies that are certainly large, but may not have any needs on the horizon for their solution.  Make sure your approach to government business is smart and effective.