September can make federal contracting feel like a sprint through an airport with your shoes untied.
Solicitations move quickly. Buyers are trying to obligate remaining funds. Contractors are watching SAM.gov, responding to RFQs, chasing modifications, following up with contracting officers, and trying to figure out which late-year opportunities are real and which ones are going nowhere.
Then October arrives.
The federal fiscal year resets on October 1, and the temptation is to treat the first few weeks as recovery time. That is usually a mistake. The first quarter of FY2027 is one of your best windows to step away from reactive bid chasing and build a federal contracting pipeline around opportunities you can actually position for. The federal fiscal year runs from October 1 through September 30, which means the buying cycle has started again even if your inbox suddenly feels quieter.
October through December should be less about finding every available solicitation and more about figuring out what the government is likely to buy next, who is buying it, how they have bought it before, and where your company has a legitimate reason to compete.
Here is how to use those first 90 days.
October: Decide Which Agencies Deserve Your Time
Start FY2027 by narrowing your market.
A common small-business mistake is treating the entire federal government as a prospect list. Technically, it is. Operationally, it is not.
Choose a manageable number of target agencies and subagencies based on evidence. Look at where agencies have historically purchased your products or services, which NAICS and PSC codes appear repeatedly, what contract vehicles they use, whether your socioeconomic status aligns with their acquisition patterns, and whether you have relevant past performance.
GSA itself recommends focusing federal marketing efforts on agencies and departments where your market research shows the greatest opportunity.
That means your October pipeline meeting should not begin with, “What opportunities are open?”
It should begin with, “Which buyers consistently purchase what we do?”
Three carefully researched agencies can be more valuable than 30 agency names sitting in a CRM with no capture strategy behind them.
Research the Contracts That May Be Coming Back Around
Once you have selected target agencies, start looking backward so you can see forward.
Many future opportunities are not truly “new.” They are follow-on requirements, recompetes, renewals, replacement vehicles, or recurring purchases. An existing contractor may be performing the work today, but the current contract will not last forever.
USAspending provides award data that includes current and potential period-of-performance end dates. Those dates can help you identify contracts that may be approaching a recompete or follow-on acquisition.
Then dig into the award history.
Who is the incumbent? What did the agency spend? Which NAICS and PSC codes were used? Was the requirement set aside? Was it competed through a contract vehicle? Has the incumbent received extensions or modifications? Does the agency repeatedly buy similar work?
SAM.gov is increasingly important for this research. Contractors who still have FPDS.gov ezSearch bookmarked should update their process. GSA retired ezSearch on February 24, 2026, and contract award searching has transitioned to SAM.gov. SAM.gov’s Contract Awards search supports filters including federal organization, awardee, socioeconomic status, NAICS, PSC, set-aside type and contract identifiers.
An expiring contract is not a guaranteed recompete. Agencies can extend contracts, restructure requirements, use another vehicle, consolidate work or change acquisition strategies. Treat expiration data as a signal that tells you where to investigate, not as a promise that a solicitation is coming.
By November, your target-agency research should feed directly into forecast monitoring.
GSA’s Forecast of Contracting Opportunities, or FCO, is a governmentwide planning tool used by participating federal agencies to publish information about anticipated procurements before the solicitation appears in SAM.gov.
Contractors can search by keyword or NAICS and narrow results using agency, place of performance, estimated award date, acquisition strategy, contract type and award status. Forecast entries can also indicate planned small-business set-asides and include points of contact.
That is considerably more useful than simply refreshing SAM.gov every morning.
Suppose an agency forecasts an IT support requirement with an estimated FY2027 award date and indicates that a small-business acquisition strategy is being considered. Your job is not to add it to a spreadsheet and forget about it. Your job is to connect that forecast with the agency’s historical buying behavior, existing contract, incumbent, vehicle strategy and likely competitive landscape.
This is where capture planning starts becoming real.
Federal acquisition rules help explain why timing matters. FAR 7.102 requires agencies to conduct acquisition planning and market research, while FAR 7.105 addresses prospective sources, competition, small-business considerations and milestones within acquisition planning. In other words, important acquisition thinking occurs before the final solicitation lands in your inbox.
Forecasts are still forecasts. GSA explicitly warns that entries may be revised or canceled and that final decisions on competition, small-business participation and other elements are made later in the procurement process. Contractors should monitor both the forecast and SAM.gov.
Use the Forecast to Start Better Conversations
One particularly valuable feature of GSA’s forecasting approach is the point of contact.
GSA encourages vendors to engage early and says businesses can contact the listed agency representative with an expression of interest, relevant past performance and a brief capability statement, as well as appropriate questions about acquisition strategy.
Notice what that does not mean.
It does not mean emailing every contracting officer a generic PDF that says your company provides “world-class solutions.”
Your outreach should demonstrate that you understand the agency, requirement and buying environment. Explain the specific capability you bring, cite comparable work, identify the problem you can solve and make the buyer’s job of understanding your fit easier.
That is a very different conversation from, “Please keep us in mind for future opportunities.”
December: Build the Team Before You Need the Team
December is the time to identify capability gaps in your strongest pursuits.
Maybe you need additional past performance. Maybe the likely scope includes a technical specialty you do not perform internally. Perhaps the opportunity will require geographic coverage, facility clearance, a particular contract vehicle or more capacity than you want to carry alone.
Do not wait until the solicitation drops to start searching for a teammate.
SBA’s Small Business Search, formerly the Dynamic Small Business Search, can help. Federal agencies use the database to identify small-business contractors, and SBA specifically notes that small businesses can also use it to find other small businesses to work with.
For subcontracting strategies, SBA also maintains resources including SUBNet and a directory of federal prime contractors with subcontracting plans.
Evaluate partners based on what they add to a specific pursuit, not simply whether you like each other. Look at customer relationships, past performance, certifications, technical capability, geographic presence, contract vehicles and whether responsibilities can be divided cleanly.
The best teaming conversations begin with a real opportunity and a clear explanation of why the two companies are stronger together.
Stop Using One Capability Statement for Every Agency
Your final Q1 task is to revisit your capability statement.
A capability statement should not be treated like a corporate birth certificate that gets updated once every three years.
If you are pursuing multiple agencies with different missions, buying patterns and requirements, create targeted versions. Change the language around the agency’s mission, emphasize the most relevant past performance, surface the NAICS and competencies that matter to that buyer, and make your differentiators specific to the work you want.
The question is not, “Does this document describe our company?”
The better question is, “Does this document make it obvious why we are relevant to this buyer and this requirement?”
By the end of December, your FY2027 pipeline should contain more than opportunity titles. You should be able to identify:
A focused group of target agencies backed by spending and award research
Expiring or recurring contracts worth monitoring
Forecasted procurements connected to historical buying patterns
Incumbents, likely competitors and potential teaming partners
Agency and acquisition contacts for appropriate pre-solicitation outreach
Tailored capability statements for your highest-priority markets
Clear next actions, owners and review dates for every serious pursuit
That is a working pipeline. Everything else is mostly a watch list.
Turn FY2027 Intelligence Into an Executable Pipeline
The difficult part of government contracting is no longer finding data. The difficult part is connecting thousands of data points into a short list of opportunities your company can realistically pursue.
FedBiz365 is designed to help contractors do exactly that, bringing together opportunity intelligence, award and buyer research, forecasted opportunities, expected recompetes, expiring contracts, competitor context, teaming insights and pipeline management in one environment.
Instead of starting FY2027 by waiting for solicitations to appear, use October through December to find the signals that come first.
Want another set of eyes on your FY2027 strategy? Call FedBiz Access at (844) 628-8914 for a complimentary strategy and pipeline review. We can help you examine your target agencies, opportunity mix and early-stage pursuits so you can start the new fiscal year with a pipeline built around actionable intelligence, not another folder full of SAM.gov notices.
Or explore FedBiz365, our AI-powered Government Contracting Market Intelligence platform, to research opportunities, buyers, competitors, recompetes and market signals while building a more focused government contracting pipeline for FY2027.
My experience with FedBiz has genuinely been a positive and valuable one. When I came to them, I was still learning my way through government contracting, and the guidance and support I received helped me better understand the process and continue moving my business forward.
I especially want to recognize Frank Kerbs. I had regular consultation meetings with Frank, and I always appreciated his time, knowledge, patience, and willingness to answer my questions. Having someone knowledgeable that I could speak with consistently made a real difference in my experience.
During my time working with FedBiz, my company went on to receive several government contract awards. Most recently, we were awarded a four-year government contract providing ongoing maintenance services for a public healthcare facility. I’m extremely grateful for the progress my company has made and for the guidance and resources FedBiz provided along the way.
What I appreciate most is that my experience with FedBiz wasn’t simply about receiving a service. I came away with a much greater understanding and appreciation for government contracting and what is possible for a small business willing to pursue these opportunities.
I’m genuinely grateful to Frank and the entire FedBiz team for being part of that journey, and I would gladly recommend them to other small-business owners who are serious about exploring government contracting.
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Dennis Haag
1 week ago
Great POC for us. They provide us with current and relevant information. You need them to keep informed and to find opportunities.
BRONSON'S AMBITIONS
4 weeks ago
Great With Follow Up and Execution!
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James Mabrey
1 month ago
Working with Ashley Futral of FedBiz Access was a great experience, she was professional and very Knowledgable of the process and I would recommend anyone pursuing anything within the US Governement Certifications Space to Work with FedBiz Access Team.
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Stevie Duncan
1 month ago
Was able to reeive information capable of getting me engaged in the process.
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Bill Ketenbrink
1 month ago
great job
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Rich Mauch
1 month ago
Big shoutout to Constance Painter of FedBiz for the awesome work she recently managed for our gov't SAMS account. Thank you Constance!
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Lori
2 months ago
Helpful and friendly staff. Nice and easy.
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Patrick Tuttle
2 months ago
THE TEAM--Wayne-Frank-Ashley =A+ Team. All of them are there for you, and unlike many other places we interviewed, they are keen to answer your calls and questions in an expeditious manner. We never have to wait very long to get help. We tried many firms, and NONE can hold a candle to "THIS" team. Thx guys for your "CARING"
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Cathy M
3 months ago
I met Sidney Waters one year ago on a conference call. Really personable and ready to help companies become properly equipped government contractors.
Their resources and expert guidance provide everything you need to implement your strategy and hit the ground running.
Although I haven't subscribed to Fed Biz Access, Sidney Waters has consistently checked in on our progress, providing "gold nuggets" and directing us to government resources. To be honest, he doesn't have to, but he's a quality individual. And for that, we appreciate him.
The team at Fed Biz Access consists of former contracting officers who clearly know their stuff.
If you are looking to start a government contracting business, I highly recommend calling Sidney Waters before spending your budget elsewhere.
He is a genuine, professional who genuinely wants you to succeed.
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Glenn Scheel
3 months ago
Ashley Futral and the entire staff at FedBiz Access are very knowledgable and helpful. Ashley has helped me navigate the arduous process of GSA approval with great care and speed.
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diane canovas
3 months ago
I've been working with Ashley Futral for almost 2 years, after taking over as Account Administrator for our SAM.gov account. Interaction with Ashley has always been pleasant. She took the time to explain what she was doing as she navigated through the process of updating our account information. Very knowledgeable, which was a relief as I was just taking over the role of Admin. Thank you Ashley, "Thumbs Up"
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Jo-lin Ferdinand
3 months ago
Ashley Futral has always been available for me. She has always made me feel like I have nothing to worry about. My million questions are answered with a kind word and assurance that all is good and she's got me. Never worry about a due date, she's on it before I even know it's coming up. Super GRATEFUL THAT SHE IS THERE FOR ME.
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3 months ago
Ashley was outstanding throughout the entire process. She was incredibly responsive, knowledgeable, and dedicated to ensuring everything was completed accurately and on time. Her attention to detail and proactive communication made what could have been a complicated process feel seamless and stress-free.
Ashley worked diligently to guide us through each step, keeping us informed along the way and quickly addressing any questions or updates that arose. Her professionalism, expertise, and commitment to customer service were evident from start to finish.
We truly appreciate all of Ashley's hard work and support and would highly recommend her and Fedbiz to anyone needing assistance. Thank you, Ashley, for going above and beyond!
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Al Hogan
3 months ago
I cannot say enough good things about Ashley Futral and the exceptional support she provided throughout my SBA and SDVOSB certification process.
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Ashley took the time to thoroughly review every requirement, identify potential issues before they became problems, and ensure that all documentation was accurate and complete. Her meticulous attention to detail played a significant role in helping me successfully obtain both my SBA certification and Service-Disabled Veteran-Owned Small Business (SDVOSB) certification.
What impressed me most was her genuine dedication to her clients. She was always available to answer questions, provide updates, and offer expert advice throughout the process. Her communication was timely, clear, and professional, giving me confidence every step of the way.
If you are seeking assistance with SBA certifications, SDVOSB certifications, or government contracting registrations, I highly recommend Ashley Futral. Her expertise, work ethic, and customer-focused approach are truly second to none.
Thank you, Ashley, for your outstanding support and for helping me achieve this important milestone for my business.
I also want to add I wouked with Mya Plant.
Mya Plant exceeded every expectation and delivered a capability statement that truly elevated our organization's professional image and marketability.
From our initial consultation through the final product, Mya demonstrated exceptional professionalism, attention to detail, and a genuine commitment to understanding our business. She took the time to learn about our organization's history, capabilities, certifications, differentiators, and long-term goals, then transformed that information into a polished, visually appealing, and highly effective capability statement.
What impressed me most was her ability to take complex information and present it in a clear, concise, and compelling format that speaks directly to potential government agencies, contracting officers, and business partners. Her recommendations improved not only the document itself but also how we communicate our value proposition to prospective clients.
Mya was responsive, patient, and incredibly easy to work with throughout the entire process. Every revision was completed quickly, and she consistently went above and beyond to ensure the final product exceeded our expectations.
Thanks to her expertise, we now have a professional capability statement that accurately reflects our organization, strengthens our credibility, and positions us more effectively for government contracting and business development opportunities.
If you are considering hiring Mya for capability statements, government contracting support, branding materials, or professional business documents, I recommend her without hesitation. Her expertise, customer service, and dedication to excellence are second to none.
Thank you, Mya, for your outstanding work and commitment to our success. We look forward to working with you again in the future.
— Professor Al Hogan
Owner, Team Randori Martial Arts
Retired U.S. Army CW4 | Veteran-Owned Business Owner
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Rita Hibbard
3 months ago
Very good company.
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Allyson Collins
3 months ago
Elizabeth Whitaker was exceptional, very helpful and was always there whenever we need her, thank you Elizabeth for being the great person that you are. We at Collins Henry, LLC is very grateful to have her working on our behalf....
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Bryan Johnson
4 months ago
I had my own federal contracting consulting business for 25 years and I have to say Fed Biz Access is doing it right.
Michael Scanna
4 months ago
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Stacy Hall
4 months ago
Trying to update anything with a govenrment agency is always a nightmare. After fighting with Sam.gov for weeks and getting nowhere, we reached out to Constance for help. She has made this SO much easier on us and gotten our account active again.
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Justin Moore
4 months ago
Elizabeth Whitaker with FedBiz Access has been great. She has taken her time with us to customize her services directly to what we need. She is very professional and knowledgeable. Further, she is very proactive and highly responsive in our communications. We enjoy our experience working with Elizabeth and her team. We would highly recommend using Elizabeth at FedBiz Access.
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Minerva Finishes
4 months ago
Elizabeth Whitaker has been so very helpful to us. We are a very small business attempting to navigate the Government Contracts process. Elizabeth is quite knowledgeable, easy to understand and patient.
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Lynn Tyler
4 months ago
Elizabeth Whitaker helped me get my recertification. She made the process painless. She also helped me update my SAM.
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Schimpf's Garage
4 months ago
Cecilia and Sid go well above and beyond to assist me with registering my business with the VA and updating my profile with relevant business changes. Additionally, Frank is a master of contracting and has assisted us in navigating FedBiz's contracting databases and in reviewing proposed bids and contracts. I highly recommend this team to anyone seeking to register their business with the VA and applying for government contracts!
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Jordan Erwin
4 months ago
Super easy to work with and always very friendly. Highly recommend.
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https://i0.wp.com/fedbizaccess.com/wp-content/uploads/fy2027-government-contracting-success.jpg?fit=1344%2C896&quality=89&ssl=18961344fedbizadminhttps://fedbizaccess.com/wp-content/uploads/2023/04/fedbizaccess-website-logo.pngfedbizadmin2026-09-23 15:15:512026-09-23 15:15:55After the September Spending Rush: Build Your First 90 Days of FY2027
