Welcome to the 4^th quarter of the fiscal year.  While some may say, “Let’s get ready to rumble”, hopefully most business will go smoothly.  Here are three steps contractors should take now as we enter the most important part of the federal year.

1.  Review Your Pipeline:  Most companies start with a large pipeline of potential projects and then narrow them down over the course of the quarter as some get pushed into next year and others seem increasingly destined for other companies.  Now is a great time to review your pipeline and conduct an initial ranking of “high”, “medium”, and “low” opportunities you’re currently tracking.  This doesn’t mean that your company shouldn’t look at new opportunities (see number 3 below), but a strategically focused approach to year-end business has proven to work well over time.

2.  Don’t Expect Assisted Acquisition Offices to Take New Large Projects:  Most assisted acquisition offices we’ve spoken with say that they can’t take any large new projects now and that even taking on smaller projects may be problematic.  These offices have substantially increased in popularity as many have developed specialized expertise.  This means that contractors and their customers must approach them as early in the acquisition cycle as possible.  Existing federal customers, or contractors with good relationships, should definitely check with their assisted acquisition partners to see if they can take any last-minute work and be creative about how to get a project at least started.

3.  Pursue Business All the Way To The End:  More and more year-end business is pushed to the last days of the fiscal year. That’s even true for services or large projects that used to have most of their acquisitions initiated or complete by mid-September.  That’s not the case anymore as agencies wait until later in the cycle to commit money.  This will be especially true this year as Congress effectively cut the fiscal year in half with appropriations bills enacted six months late.  Contractors should expect to remain active all the way through the end of the year, regardless of whether they’re selling furniture or facilities management services.  Don’t assume you’ve lost a project or opportunity until it is official October 1^st everywhere.  Speaking of which, remember that annual subscription agreements, service contracts, and similar items are renewed on October 1^st.  For some, the end of busy season doesn’t come until October 2^nd.