Welcome back from the Christmas holidays!  Government procurement is right here waiting for you, just as it had been.  As we shift into the second quarter of the fiscal year here are three things’ companies should be doing now to expand their federal business:

1. Get In Front of Potential Customers: The time between now and the end of May is simply the very best time to create new relationships with potential federal customers.  Companies should definitely discuss their new solutions and capabilities but, more importantly, they need to listen first to what those potential customers are saying and adapt their message accordingly.  More than one contractor has blown an opportunity to create a good relationship by talking much more than they should have been listening.

2. Create New Industry Relationships: It’s still vitally important for companies of any size to have a cadre of partner contractors with which they can pursue business.  Companies with socio-economic classifications, larger ones with exceptional relationships, new companies with innovative technology – all should be of interest to any contractor trying to grow its business.  Most importantly: Be as specific as you can be with a potential partner on how you would like to do business together.  What new opportunities or recompetes are coming up?  The more prepared you are the better off you will be.

3. Prepare for a Frenzied Fourth Quarter: All agencies are funded through the middle of March via a Continuing Resolution right now.  Hopefully, though not definitely, the new Congress will pass FY’25 appropriations bills within this timeframe or close to it.  Once they do, there will be a very short period during which agencies will have their final spending numbers and the time they need to obligate those dollars.  This year-end may look like a re-run of last year but could even be busier.  Make sure your contracts, partners, and contacts are up to date.