How to Take Advantage of the Government Contracting Fourth Quarter
If you've spent any time in government contracting, you've probably heard people talk about the fourth quarter. Every year it seems like contractors suddenly become more active, agencies are posting more opportunities, and everyone is talking about year end spending.
The fourth quarter can be one of the best times of the year to win government contracts, but only if you're prepared. Contractors who wait until an opportunity is posted are often too late. The ones who succeed are the ones building relationships and staying active before everyone else starts competing.
Here are some of the most common questions I get about the government's busiest contracting season.
Why does government contracting get so busy this time of year?
The federal government's fiscal year ends on September 30.
As agencies approach the end of the fiscal year, they work to obligate the funding they've been allocated. In many cases, that means awarding contracts, issuing task orders, and releasing solicitations before the fiscal year closes.
That's why you'll often hear contractors refer to the fourth quarter as the busiest season in government contracting.
For contractors, it's an opportunity to be more active while agencies are working hard to get projects awarded.
Are there really more opportunities during this period or are more contracts simply being awarded?
The answer is both.
You'll often see an increase in new solicitations as agencies work to spend remaining funds before the end of the fiscal year. At the same time, you'll also see a higher volume of contract awards.
That doesn't mean every agency behaves the same way, but overall there's more activity throughout the federal marketplace.
The contractors who benefit the most aren't the ones who suddenly decide to start bidding in July or August. They're the ones who have already built a pipeline and are ready to take advantage of the increased activity.
What should government contractors be doing right now?
Two things.
Build relationships and increase your activity.
This isn't the time to sit back and wait for the perfect opportunity. It's the time to be reviewing more solicitations, making more phone calls, introducing yourself to contracting officers, and submitting more proposals.
Relationships matter in government contracting. While you can't ask someone to hand you a contract, you can make yourself known as a professional contractor who's serious about doing business with their agency.
The contractors who stay active throughout the fourth quarter usually create more opportunities than the ones who only react to what's posted on SAM.
Is it worth attending site visits in person?
Absolutely, whenever it's practical.
Years ago, I attended a site visit where I had the opportunity to meet the contracting officer in person. We had a conversation, I asked questions about the project, and I simply introduced myself.
Nothing magical happened that day. They didn't promise me the contract or give me inside information.
What happened was much more valuable.
The next time I called, they knew exactly who I was.
That familiarity made future conversations easier because I wasn't just another name on the phone. I was someone they had already met.
That's one of the biggest benefits of attending site visits. You're not there to sell yourself. You're there to better understand the project while building professional relationships that may benefit you long after that solicitation is over.
Should you be afraid of bothering contracting officers during the fourth quarter?
No.
They're busy, but being busy is different from not wanting to hear from contractors.
If you have thoughtful questions, communicate professionally, and respect their time, don't be afraid to reach out.
In fact, I'd rather have contractors build relationships throughout the year than only call when they desperately need something.
Professional communication is part of government contracting.
Just remember that being persistent doesn't mean becoming a nuisance. Respect their workload, be prepared before you call, and make every conversation worthwhile.
What's something you can ask a contracting officer without asking them to award you a contract?
One of my favorite questions is whether they have anything sitting on their desk that hasn't made it to SAM yet.
Sometimes agencies know about upcoming requirements before they're publicly posted. They may not be able to discuss everything, but there's nothing wrong with asking whether they anticipate any upcoming opportunities your company should keep an eye on.
You can also ask if they expect any similar work to be posted in the near future or whether there are recurring requirements your business should prepare for.
Those conversations aren't about asking for a contract.
They're about gathering information so you can position your business before everyone else starts competing.
Final Thoughts
The fourth quarter isn't just about submitting more proposals. It's about becoming more active.
Build relationships. Attend site visits when you can. Pick up the phone. Introduce yourself to contracting officers. Stay engaged with agencies that buy what you sell.
Every contractor knows the fourth quarter is busy. The ones who consistently win are the ones who use that activity to create opportunities that last well beyond September.
About Derek James
Derek James is the founder of GovKidMethod. By age 30, he had won 32 federal contracts worth more than $15 million. Since then, he's helped small businesses win more than $75 million in government contracts by teaching practical proposal writing, positioning, and bidding strategies that contractors can actually apply.
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