Welcome to the official start of federal busy season!  While this year’s final quarter should be packed with business opportunities, especially given the lateness of Congressional appropriations, contractors should take nothing for granted as they pursue business.  Don’t assume that your customer knows how to buy from you.  Substantial anecdotal evidence suggests that buyers have 1-2 preferred ways of doing business and if your solution doesn’t fit with those, they may need some help in executing an acquisition.  Contractors should also never assume that the project they’re working on is as important to the government customer as it is to them.  While priorities may match for large or high-profile acquisitions, companies may find that the contract on which they’re counting is not the most important thing on the mind of their customer.  It may take extra work to keep attention on that project so that it does happen this year.  Similarly, make sure other people in your customer agency are on board with your project.  More than one contractor has been burned by the assurance of one point of contact, only to find out too late that no one else supports it or that, if they do, it will still be as large as originally believed.  Ask questions and don’t go “all in” on a project unless you’re sure it will be what you expect.  Smart contractors also know not to cut corners, even when time is tight and their government contact says “don’t worry about it.”  Worry.  Take the time to execute correctly.  Remember that people have a funny way of forgetting their rationale for taking certain actions once the dust has settled.  Don’t be left holding the compliance bag.  There’s plenty of business remaining this fiscal year, but make sure your company pays attention to each detail so that it is as profitable as you think it can be.