Every summer, as fireworks fade and the heat picks up, something big starts brewing in the world of government contracting: Fourth Quarter spending.

The federal fiscal year ends on September 30th, and the months of July, August, and September—commonly referred to as Q4—become the busiest stretch of the year for contract awards. Why? Because federal agencies are working fast to obligate any remaining budget before it disappears. It’s the ultimate “use-it-or-lose-it” scenario.

According to current projections, Q4 spending for Fiscal Year 2025 is expected to surpass $260 billion. That’s nearly one-third of the government’s discretionary budget pushed through the pipeline in just three months.

If you’re a government contractor, this is your moment to win—but only if you avoid the common pitfalls that trip up thousands of businesses every year.

Below are five of the most common mistakes contractors make during Q4—and how to avoid them so you don’t miss out on real opportunities this season.

Mistake #1: Waiting Too Long to Engage

One of the biggest Q4 mistakes is assuming you can jump in mid-September and still secure awards. That’s simply not how it works.

By the time an opportunity hits SAM.gov or another listing site, many decisions have already been made. Contracting Officers are identifying vendors, reviewing options, and even issuing awards in July and August. If you’re not already visible and engaged, you’re already behind.

The Fix: Start your outreach in early July at the latest. “Christmas in July” isn’t just a catchy phrase—it’s your cue to go all-in on marketing, positioning, and relationship-building while Contracting Officers are still shaping spending decisions.

Mistake #2: Neglecting Marketing and Outreach

Some contractors still believe that simply being registered in SAM.gov or checking bid boards is enough to win contracts. In reality, government buyers are overwhelmed with options and prefer to work with vendors they know or have heard from directly.

That’s why proactive marketing isn’t optional during Q4—it’s essential. If you’re not putting your business in front of the right buyers through personalized outreach, someone else is.

The Fix: Make sure you have a targeted marketing plan in place. Email campaigns that introduce your company, showcase your capabilities, and highlight relevant past performance can go a long way. Tools like the Federal Connections Package and MatchMaker are designed to do exactly that—put your business in front of real buyers during the months that matter most.

Mistake #3: Missing or Incomplete Socio-Economic Certifications

Set-aside and sole-source contracts often spike during Q4, especially in the final weeks of the fiscal year when agencies are short on time and need to award contracts quickly.

But many of these awards are only available to companies with specific socio-economic certifications—like 8(a), WOSB, SDVOSB, HUBZone, or VOSB. If you qualify and haven’t gotten certified, you’re potentially leaving money on the table.

The Fix: If you think your business qualifies, now is the time to act. The certification process doesn’t happen overnight, and you’ll want your status in place before Q4 ramps up. FedBiz Access can help you determine your eligibility, handle the paperwork, and expedite the certification process.

Mistake #4: Outdated or Non-Compliant SAM & DSBS Profiles

Another major miss? Having a SAM.gov registration or Dynamic Small Business Search (DSBS) profile that’s outdated, incomplete, or non-compliant.

Your SAM record is often the first place a Contracting Officer checks before moving forward with an award. If your information is incorrect, expired, or missing important keywords, it could disqualify you before the conversation even starts. The same goes for DSBS, which is still heavily used by buyers—even with the shift toward the new Small Business Search platform.

The Fix: Take time to review and optimize your profiles. Make sure all your NAICS codes are relevant, your Capability Narrative is aligned with your current services, and your contact information is accurate. FedBiz Access offers a SAM & DSBS Optimization service that ensures you’re not just listed—but listed the right way.

Learn More About the MatchMaker Service

Mistake #5: Sending Generic Outreach with No Strategy

Let’s say you’ve decided to send emails to Contracting Officers. Great—except you copied the same generic message to everyone, attached a Capability Statement, and hit “send.”

If that’s your only approach, don’t be surprised when you get little to no response.

Contracting Officers are flooded with outreach during Q4. They don’t have time to sift through vague emails with no clear value proposition or relevance to their current needs. You have to be specific, timely, and strategic.

The Fix: Craft outreach that’s tailored to the buyer’s agency, mission, and purchasing trends. This is where tools like FedBiz365 and the MatchMaker service shine. They help you identify which agencies are actively spending in your sector, what they’re buying, and how to position your messaging accordingly. That kind of insight turns cold outreach into real engagement.

Turn Q4 into Your Most Profitable Quarter Yet

Winning in government contracting isn’t just about showing up. It’s about showing up prepared, visible, and positioned to meet the government’s needs at the right time.

At FedBiz Access, we help contractors avoid all five of these costly mistakes—every single day. From marketing and outreach, to profile optimization and certification support, our team is here to guide you through the most competitive season of the year.

And right now, to help you capitalize on Q4 spending…

Save 15% on Outreach Services Through July 31st

We’re offering 15% off the Federal Connections Package or MatchMaker service through July 31st as part of our Christmas in July promotion.

These are the tools that can help you:

Get in front of the right federal buyers
Make meaningful introductions
Increase your visibility and credibility
Stay aligned with real opportunities

To claim your 15% discount, call (844) 628-8914 and mention promo code: JULY15.

No waiting. No guesswork. Just the strategic support you need—right when it counts.

Need help identifying the best agencies to target this Q4? Want a second set of eyes on your SAM & DSBS profiles or Capability Statement? Thinking about getting certified in time for set-aside opportunities?

Call FedBiz Access today at (844) 628-8914 and let’s make sure you don’t miss out on what could be the biggest quarter of your year.