Page 15 - Superion Sales
P. 15
SUPERION – Sales Playbook
2.2 Public Administration
Finance
Finance usually leads a Public Administration deal. If a Public Admin opportunity is combined with a Public
Safety & Justice purchase, it is essential to form relationships with key players of the various departments,
understand their goals and pain points, and involve them throughout the buying process.
Cities and counties are very similar in their Finance processes. Still, there are areas which may differ, so it’s
important to ask process-driven questions to understand how a particular agency operates.
Common Goals of Finance Departments
• Track revenue and expenses
• Control revenue and expenses in conjunction with
Departments
• Comply with Generally Accepted Accounting
Principles (GAAP)
• Comply with state and federal laws
• Increase departmental efficiencies
• Improve public service
Finance Department Structure
In general terms, Finance departments are structured into six sub-categories or sub-departments:
1. Accounting: General Ledger, Budgeting, Projects, Grants Management, Fixed Assets
2. Purchasing: Contract Management, Bids & Quotes, Stores Inventory, Procurement Cards (P-Cards)
3. Accounts Payable: Bank Reconciliation
4. Accounts Receivable: Cash Receipts
5. Human Resources (HR): Payroll, Talent Retention, etc.
6. Endowment/Investment: Purchasing, third-party solutions
Some agencies seek stand-along Payroll/HR solutions. Superion only supports Payroll/HR when combined
with Finance.
3/8/2018
Page 15
